Aperfeiçoamento da gestão comercial de distribuidores na indústria do ramo veterinário pet

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dc.contributor.advisorSilva, Adilson Aderito da
dc.contributor.advisor1Latteshttp://lattes.cnpq.br/3999075737061835por
dc.contributor.authorFigueiredo, Guilherme Stankuns de Paula
dc.creator.Latteshttp://lattes.cnpq.br/3528991070201409por
dc.date.accessioned2020-07-22T22:02:00Z
dc.date.accessioned2020-12-07T15:10:05Z
dc.date.available2020-12-07T15:10:05Z
dc.date.issued2020-02-05
dc.description.abstractThis study was developed in the environment of IDEXX Laboratories with a focus on the commercial relationship with its distributors. The company is a world leader in the Veterinary Diagnostics segment and is located in over 170 countries. However, it faces challenges of high complexity, especially as regards the flow of information between the parties involved in the negotiations. From the analysis and diagnosis carried out in this study we identified the company's business processes that make it difficult to exchange information, which highlights the existence of information asymmetry. This scenario contributes to the emergence of opportunism and generation of transaction costs in the management of distributors. Therefore, the objective of the study was: to improve information flow in the relationship between IDEXX and its distributors. To achieve this goal, the IDEXX Distributor Portal was designed and developed. It is a digital platform capable of facilitating access to various content essential for the company's business. This is an innovative proposition in IDEXX's indirect sales channel, whose procedures for managing business information are made by automated processes. Notwithstanding the complexity of replacing processes remaining in the company, the first feedbacks from IDEXX internal and external negotiation agents about the implementation of the Portal have been positive. They demonstrated that the developed solution is promising to achieve the proposed objectives and mitigate the impact of information asymmetry as a source of transaction costs in the management of company distributors.eng
dc.formatapplication/vnd.openxmlformats-officedocument.wordprocessingml.document*
dc.identifier.citationFIGUEIREDO, Guilherme Stankuns de Paula. Aperfeiçoamento da gestão comercial de distribuidores na indústria do ramo veterinário pet. 2020. 48 f. Dissertação (Mestrado em Administração do Desenvolvimento de Negócios) - Universidade Presbiteriana Mackenzie, São Paulo, 2020.por
dc.identifier.urihttp://dspace.mackenzie.br/handle/10899/26629
dc.keywordsinformation asymmetryeng
dc.keywordsindirect channeleng
dc.keywordstransaction costseng
dc.keywordscorporate portalseng
dc.keywordspet veterinary segmenteng
dc.languageporpor
dc.publisherUniversidade Presbiteriana Mackenziepor
dc.rightsAcesso Abertopor
dc.rights.urihttp://creativecommons.org/licenses/by-nc-nd/4.0/
dc.subjectassimetria de informaçãopor
dc.subjectcanal indiretopor
dc.subjectcusto de transaçãopor
dc.subjectportais corporativospor
dc.subjectsegmento veterinário petpor
dc.subject.cnpqCNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO::ADMINISTRACAO DE EMPRESASpor
dc.titleAperfeiçoamento da gestão comercial de distribuidores na indústria do ramo veterinário petpor
dc.typeDissertaçãopor
local.contributor.board1Caldeira, Adilson
local.contributor.board1Latteshttp://lattes.cnpq.br/6835364943868036por
local.contributor.board2Francischini, Paulino Graciano
local.contributor.board2Latteshttp://lattes.cnpq.br/4347793173729477por
local.publisher.countryBrasilpor
local.publisher.departmentCentro de Ciências Sociais e Aplicadas (CCSA)por
local.publisher.initialsUPMpor
local.publisher.programAdministração do Desenvolvimento de Negóciospor
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Administração do Desenvolvimento de Negócios (Mestrado Profissional) - Dissertações - CCSA Higienópolis