Vendas e gestão de vendas B2B: em direção a um modelo integrativo

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dc.contributor.advisorSambiase , Marta Fabiano
dc.contributor.advisor1Latteshttp://lattes.cnpq.br/1235732641318213por
dc.contributor.authorPessoa, José Maria Vita
dc.creator.Latteshttp://lattes.cnpq.br/7163272800622745por
dc.date.accessioned2020-08-10T15:13:02Z
dc.date.accessioned2020-12-07T15:09:00Z
dc.date.available2020-12-07T15:09:00Z
dc.date.issued2020-03-04
dc.description.abstractB2B Sales and Sales Management is an integral part of the International Sales and Sales Management domain, or simply ISSM. Complex domain, several disciplines, different levels of analysis, multi countries, with no uniform definition, where scholars go deep to evaluate the extension and the directions the domain is taking. In this way, this study provides a Sales and Sales Management integrative model supported by Resource-based View theory, RBV. It also proposes a definition for ISSM, identifies the main challenges that sales organizations and professionals are facing, the main opportunities shown by the market, and the managers' concerns about the future of the subject. The research is performed with executives and the research field is information technology multinational companies. As a contribution, it provides to the academy some directions for future studies, and for the market a management support tool to be used by sales organizations and professionals, and related, because it can help the managers to overcome the challenges and capture the market opportunities.eng
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dc.identifier.citationPESSOA, José Maria Vita. Vendas e gestão de vendas B2B: em direção a um modelo integrativo. 2020. 62 f. Dissertação (Mestrado em Administração de Empresas) - Universidade Presbiteriana Mackenzie, São Paulo, 2020.por
dc.identifier.urihttp://dspace.mackenzie.br/handle/10899/26591
dc.keywordssaleseng
dc.keywordsmanagementeng
dc.keywordsmodeleng
dc.keywordsB2Beng
dc.keywordsRBVeng
dc.keywordsISSMeng
dc.languageporpor
dc.publisherUniversidade Presbiteriana Mackenziepor
dc.rightsAcesso Abertopor
dc.rights.urihttp://creativecommons.org/licenses/by-nc-nd/4.0/
dc.subjectmodelopor
dc.subjectgestãopor
dc.subjectvendaspor
dc.subjectB2Bpor
dc.subjectRBVpor
dc.subjectISSMpor
dc.subject.cnpqCNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO::ADMINISTRACAO DE EMPRESASpor
dc.titleVendas e gestão de vendas B2B: em direção a um modelo integrativopor
dc.typeDissertaçãopor
local.contributor.board1Bataglia, Walter
local.contributor.board1Latteshttp://lattes.cnpq.br/1501003319291177por
local.contributor.board2Breternitz, Vivaldo Jose
local.contributor.board2Latteshttp://lattes.cnpq.br/2865722030688852por
local.contributor.board3Rivera, Jorge Ramón D'Acosta
local.contributor.board3Latteshttp://lattes.cnpq.br/5535091996356161por
local.publisher.countryBrasilpor
local.publisher.departmentCentro de Ciências Sociais e Aplicadas (CCSA)por
local.publisher.initialsUPMpor
local.publisher.programAdministração de Empresaspor
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