ABSTRACT Management control facilitates changes in organizations by providing the structure and instruments to effectively plan, monitor and adjust processes. The objective of this research is to present the use of the SWOT matrix and the CAME analysis, as management control tools and in contribution to change management. The research has a quantitative approach, with a correlational and transversal type. Theoretical research methods are applied in the review of the tools used and empirical methods based on context analysis, brainstorming and consensus search techniques. The research was structured in three phases: analysis of the internal and external environment; the preparation of the SWOT matrix and the CAME analysis. The application of both tools in a wine marketing company is shown and it is proven how management control and the SWOT matrix are a binomial to guide the performance of the organization in the formulation, deployment and control of strategies and integrated into the CAME analysis contributes to the development of a strategy that capitalizes on strengths, mitigates weaknesses, seizes opportunities and proactively addresses threats.

RESUMEN El control de gestión facilita los cambios en las organizaciones al proporcionar la estructura y los instrumentos para planificar, monitorear y ajustar eficazmente los procesos. El objetivo de esta investigación es presentar el uso de la matriz DAFO y el análisis CAME, como herramientas de control de gestión y en contribución a la gestión del cambio. La investigación posee un enfoque cuantitativo, con tipo correlacional y transversal. Se aplican métodos teóricos de investigación en la revisión de las herramientas utilizadas y empíricos basado en técnicas de análisis del contexto, tormenta de ideas y búsqueda de consenso. La investigación se estructuró en tres fases: análisis del entorno interno y externo; la confección de la matriz DAFO y el análisis CAME. Se muestra la aplicación de ambas herramientas en una empresa comercializadora de vinos y se comprueba como el control de gestión y la matriz DAFO son un binomio para guiar el desempeño de la organización en la formulación, el despliegue y el control de las estrategias e integrado al análisis CAME contribuye al desarrollo de una estrategia que capitaliza las fortalezas, mitigue las debilidades, aproveche las oportunidades y enfrente las amenazas de manera proactiva.

Abstract Background: Health protection through prevention and reduction of alcohol consumption is a public health priority. Some scales have been identified to assess public alcohol policies but in English language. Objective: To evaluate the psychometric properties of the translation and cultural adaptation of a scale to assess support for alcohol policies in young Mexican university students. Methodology: Methodological study, with the participation of 367 university students from southern Mexico. Construct validity was estimated by means of an exploratory factor analysis and the internal consistency of the questionnaire was checked to verify its reliability. Results: Internal consistency was 0.96. Construct validity was performed through exploratory factor analysis, identifying a three factors structure: harm reduction, marketing and information, and price and availability. Conclusion: The scale showed adequate reliability and validity, and can be applied in Spanish as an empirical indicator in studies concerning alcohol public policies in young university students.

Resumo Enquadramento: A proteção da saúde através da prevenção e redução do consumo de álcool é uma prioridade de saúde pública. Foram identificadas algumas escalas para avaliar as políticas públicas em matéria de álcool, mas em língua inglesa. Objetivo: Avaliar as propriedades psicométricas da tradução e adaptação cultural de uma escala para avaliar o apoio às políticas sobre o álcool em jovens estudantes universitários mexicanos. Metodologia: Estudo metodológico, com a participação de 367 estudantes universitários do sul do México. A validade do constructo foi estimada através de uma análise exploratória dos fatores e a consistência interna do questionário foi verificada para verificar a sua fiabilidade. Resultados: A consistência interna foi de 0,96. A validade de constructo foi realizada por médio de análise fatorial exploratória, identificando uma estrutura de três fatores: redução de danos, marketing e informação, e preço e disponibilidade. Conclusão: A escala mostrou fiabilidade e validade adequadas, e pode ser aplicada em espanhol como um indicador empírico em estudos relativos a políticas públicas sobre o álcool em jovens estudantes universitários.

Resumen Marco contextual: La protección de la salud por medio de la prevención y la reducción del consumo de alcohol es una prioridad para la salud pública. Se han identificado algunas escalas para evaluar políticas públicas de alcohol, pero en idioma inglés. Objetivo: Evaluar las propiedades psicométricas de la traducción y adaptación cultural de una escala para evaluar el apoyo a políticas de alcohol en jóvenes universitarios mexicanos. Metodología: Estudio metodológico, con la participación de 367 estudiantes universitarios del sur de México. La validez del constructo se estimó mediante un análisis factorial exploratorio y se verificó la consistencia interna del cuestionario para comprobar su fiabilidad. Resultados: La consistencia interna fue de 0.96. La validez de constructo se realizó mediante el análisis factorial exploratorio y se identificó una estructura de tres factores: la reducción del daño, el mercadeo e información, y el precio y la disponibilidad. Conclusión: La escala mostró fiabilidad y validez adecuada, y puede ser aplicada en español como indicador empírico en estudios referentes a las políticas públicas de alcohol en jóvenes universitarios.

Resumo O objetivo deste artigo é alargar os conhecimentos sobre as relações entre marketing interno (IM), satisfação profissional, compromisso organizacional, confiança organizacional e desempenho profissional, propondo e testando um modelo sobre o papel do IM nas atitudes e comportamentos dos colaboradores. A recolha de dados foi realizada utilizando um questionário aplicado aos colaboradores do sector público local português. Foram obtidos e tratados um total de 565 questionários válidos utilizando a técnica de modelação de equações estruturais. Os resultados mostram que o MI influencia positiva e diretamente a satisfação profissional, o comprometimento organizacional, e a confiança organizacional, mas não diretamente o desempenho profissional. O desempenho no trabalho é influenciado pelo comprometimento organizacional e pela confiança organizacional, mas não pela satisfação no trabalho. Contudo, o efeito indireto da satisfação no trabalho sobre o desempenho no trabalho, mediado pelo comprometimento e confiança organizacional, é significativo. Por sua vez, a satisfação no trabalho influencia diretamente o comprometimento organizacional, o que por sua vez tem um impacto direto na confiança organizacional. Tanto quanto sabemos, é a primeira vez que o estudo da relação entre MI e a confiança organizacional foi investigado no contexto do sector público local. Espera-se que os resultados tenham dado mais um passo na investigação dos efeitos do IM neste sector, contribuindo para a investigação futura nas literatures sobre marketing interno e gestão pública.

Abstract The purpose of this paper is to extend the knowledge on the relationships between internal marketing (IM), job satisfaction, organisational commitment, organisational trust, and job performance, by proposing and testing a model describing the impact of IM on these employees’ attitudes and behaviours. The data collection was carried out using a questionnaire applied to employees of the Portuguese local public sector (namely the five Municipalities of Alto Tâmega region). A total of 565 valid questionnaires were obtained and treated using structural equation modelling. The results show that IM positively and directly influences job satisfaction, organisational commitment, and organisational trust, but do not directly influence job performance. Job performance is influenced by organisational commitment and organisational trust, but not by job satisfaction. However, the indirect effect of job satisfaction on job performance, mediated by organisational commitment and trust, is significant. In turn, job satisfaction directly influences organisational commitment, which, in turn, has a direct impact on organisational trust. To the best of the authors’ knowledge, this is the first time that a study of the relationship between IM and organisational trust has been conducted in the Portuguese local public sector context. Hopefully, the results obtained will significantly contribute to the development of the investigation of the effects of IM on this sector and to future research studies on internal marketing and public management.

Resumen Introducción: El 15% de los promocionales de la industria farmacéutica (IF) incluyen información que no se fundamenta con los resultados del artículo original. Objetivo: Evaluar la validez de los artículos científicos originales que sustentan la información de los promocionales de la IF dirigidos a internistas y cardiólogos y conciliar la información del artículo científico original con la del promocional. Método: Los promocionales se obtuvieron en los congresos nacionales de Medicina Interna (MI) y Cardiología (C) realizados en México; aleatoriamente se seleccionaron 10 de cada especialidad; tres investigadores evaluaron la calidad de las referencias bibliográficas, la validez de los artículos originales y realizaron la conciliación de la información. Se realizó análisis descriptivo. Resultados: Se recolectaron 57 promocionales de MI y 16 de C; la calidad de las referencias bibliográficas de 4 promocionales de MI se evaluaron como evidencia “moderada” y las referencias de 4 promocionales de C como evidencia “no científica”. Los ensayos clínicos controlados de MI y C fueron válidos, un estudio observacional de C se catalogó sin validez. La conciliación de la información del promocional con la del artículo original reveló diferencias en cuatro promocionales de cada especialidad y de acuerdo con los criterios éticos para la promoción de medicamentos de la Organización Mundial de la Salud (OMS) predominó la falta de exactitud, en algunos casos la información no fue fidedigna y/o verdadera. Conclusiones: Es importante capacitar al médico en lectura crítica, para que evalúe objetivamente la información e identifique la promoción de medicamentos inefectivos y/o inseguros.

Abstract Introduction: It has been reported that 15% of the promotional products from the pharmaceutical industry (PI) include information not supported by the results of the original research. Objective: Evaluate the validity of the scientific information that supports the data included in the pharmaceutical industry promotional brochures for internists and cardiologists and reconcile the information. Method: Promotional brochures were collected during national conferences of Internal Medicine (IM) and Cardiology (C), and 10 promotional brochures of each medical specialty were randomly selected. Three researchers evaluated the quality of the references, and the validity of the original research and compared the information from the promotional brochure and the original publication. Descriptive statistical analysis was performed. Results: 57 IM and 16 C promotional brochures were collected; the quality of the references of 4 promotional brochures from IM was classified as “moderate” evidence and the references of 4 promotional from C were identified as “non-scientific” evidence. Clinical trials of IM and C were evaluated as valid and an observational study of C was classified as invalid. Comparison between promotional information and the original study detected differences in four IM and four C promotions, according to the ethical criteria for the promotion of medicines by the World Health Organization (WHO) the lack of accuracy predominated, and in some cases, the information was not reliable and/or true. Conclusions: Training in critical lectures is crucial for medical doctors. This will allow them a critical review of promotional information from PI, to identify the ones that may lead to inappropriate prescription.

Resumen Los diversos acontecimientos suscitados en este último quinquenio han permitido que las empresas sufran una transformación para mantener vigencia y actualidad. El propósito de esta investigación fue determinar la influencia del marketing interno en la cultura de innovación en pequeñas y medianas empresas (Pymes). Para el logro de este objetivo, la investigación adoptó una perspectiva metodológica cuantitativa de corte transversal; la muestra estuvo constituida por 380 participantes a quienes se le aplicó la escala de marketing interno y cultura de innovación. Los resultados obtenidos evidenciaron que el desarrollo, contratación y comunicación interna son predictores de la cultura de innovación. Asimismo, se mostró relación de nivel moderado y estadísticamente significativo entre las dos variables. Se concluye que la predominancia de los componentes del marketing interno predice una cultura de innovación en sus diferentes pilares.

Abstract The various events that have occurred in the last five years have allowed companies to undergo a transformation in order to maintain their relevance and relevance, the purpose of this research is to determine the influence of internal marketing on the culture of innovation. For the achievement of this objective, the investigation adopted a cross-sectional methodological perspective, the sample was constituted by 380 participants to whom the scale of internal marketing and innovation culture was applied. The results obtained show that development, recruitment and internal communication are predictors of innovation culture. Likewise, a moderate and statistically significant relationship is shown between the two variables. It is concluded that the predominance of internal marketing components predicts a culture of innovation in its different pillars.

RESUMEN Luego de vencer la pandemia del COVID-19, el mercado empresarial experimentó una importante expansión, lo que impulsó el desarrollo de nuevos emprendimientos comerciales en una variedad de industrias, incluyendo corporativa, industrial y textil, entre otras. Muchas empresas se han visto afectadas por la crisis económica mundial, lo que requiere la implementación de nuevas estrategias para impulsar las ventas y mejorar la comercialización del producto. Con el objetivo de elaborar estrategias digitales de comercialización para la empresa, se utilizó una metodología cualitativa y cuantitativa de tipo descriptivo, con la aplicación de los métodos analítico, sintético, inductivo y deductivo, así como el método particular de las ciencias administrativas. Se emplearon técnicas de encuesta para obtener información relevante sobre el objeto de estudio. Los resultados obtenidos a través de la aplicación de la matriz FODA permitieron el establecimiento de objetivos claros, el desarrollo de la dirección comercial adecuada, la creación de la estrategia digital y la mejora de la estructura de procesos y procedimientos a través de la ejecución de las acciones organizativas internas necesarias, para incrementar la competitividad de la empresa ferrometales Allan del Cantón Quevedo.

ABSTRACT After overcoming the COVID-19 pandemic, the business market experienced significant expansion, which spurred the development of new business ventures in a variety of industries, including corporate, industrial, and textile, among others. Many companies have been affected by the global economic downturn, requiring the implementation of new strategies to drive sales and improve product marketing. In order to develop digital marketing strategies for the company, a descriptive qualitative and quantitative methodology was used, with the application of analytical, synthetic, inductive and deductive methods, as well as the particular method of administrative sciences. Survey techniques were used to obtain relevant information on the object of study. The results obtained through the application of the SWOT matrix allowed the establishment of clear objectives, the development of the appropriate commercial direction, the creation of the digital strategy and the improvement of the structure of processes and procedures through the execution of the necessary internal organizational actions, to increase the competitiveness of the ferret company Allan del Cantón Quevedo.

Resumen La manufactura del mueble de madera en Misantla utiliza procesos artesanales largos, técnicamente no estructurados, con alta generación de desperdicio de madera y gran rotación entre sus artesanos. Esta investigación describe la forma de organización y operación de las carpinterías y talleres de ese sector. Se estudiaron las interrelaciones de los actores económicos proveedor-organización-cliente, incluidos los procesos internos y externos, así como los factores productivos que caracterizan su cadena de suministro. El estudio, realizado en 2021, tuvo un enfoque mixto, alcance exploratorio y diseño transversal. Se contactaron a dueños o encargados de 86 carpinterías y 101 talleres de muebles de madera a los que se les realizó una encuesta semiestructurada. Los hallazgos describen una industria familiar con tecnología adaptada y construida por el mismo carpintero, nulo acceso a tecnologías asistidas por computadora, y esquemas de comercialización para una economía local y regional que propicia entregas tardías e incumplimiento al cliente. Este contexto de industria familiar exige estructuras de organización administrativa formal, programas de capacitación, y esquemas de integración industrial que permitan acceder a tecnología y financiamiento. Resulta importante la organización como un solo sector de artesanos, un plan de reforestación y manejo sustentable de extracción, mejoramiento del suministro de materias primas y materiales, así como definir estrategias de comercialización, y plantear procesos automatizados para ensamble e integración vertical para conformar clústeres de cadena de valor. Futuras investigaciones podrían utilizar un muestreo aleatorio, ampliar el tamaño de muestra, reducir la longitud de la encuesta e incluir a mueblerías de otras regiones.

Abstract Wooden furniture manufacturing in Misantla uses long, technically unstructured artisan processes, high generation of wood waste and high turnover among its handicraftsmen. This paper describes the organization and operation of their carpentry shops and workshops. The relationships between their economic agents, the supplier-organization-final customers, including the internal and external processes as well as their productive factors that make up their supply chain were studied. This research, accomplished in 2021, was a mixed, exploratory and transactional study. 86 carpentry shops and 101 workshops were interviewed and a semi-structured survey was applied. Findings state a family wood furniture industry, with a technology designed by the carpenters, no access to technology supported by computers or the marketing strategies for a local and regional scope that favors delayed deliveries and client complaints. This family industry context requires formal administrative organization structures, training programs, and industrial integration schemes that allow access to technology and financing. It is important to organize as a single handicraft sector, a plan for reforestation and sustainable extraction management, an improvement in the supply of raw materials and materials, as well as defining marketing strategies, proposing automated processes for assembly and vertical integration to form clusters of value chain. Future research could use random sampling, enlarge the sample size, reduce the length of the survey, and include furniture stores from other regions.

Resumen Este artículo tiene como objetivo arrojar luz sobre la importancia de las prácticas de marketing interno, identificando su impacto en el comportamiento proactivo y en la satisfacción con la vida de los trabajadores, a través de los efectos del compromiso afectivo y la satisfacción laboral. El marketing interno sigue siendo un concepto poco reconocido y difundido. Esta investigación compara estos efectos entre los trabajadores del sector público y privado para reforzar la importancia de dicho concepto. En total, se recogieron 428 cuestionarios válidos de trabajadores portugueses (218 del sector privado y 210 del sector público). Se utilizó el modelo de ecuaciones estructurales para testar las hipótesis de estudio. Esta investigación muestra cómo la adopción de una perspectiva de marketing interno puede contribuir a una gestión organizacional y gestión de personas exitosa. Los resultados mostraron que las prácticas de marketing interno generan compromiso afectivo y satisfacción laboral, tanto en el sector privado como en el público, aunque de forma más acentuada en el sector privado. También se constató que el compromiso afectivo conduce a la adopción de conductas proactivas y a la satisfacción con la vida de los trabajadores del sector público únicamente, y que la satisfacción laboral conduce a la adopción de esta conducta y a la satisfacción con la vida para ambos, sector público y privado. Este trabajo contribuye a una mejor comprensión del concepto de marketing interno y su aplicabilidad e importancia para los trabajadores y las organizaciones. Además, al comparar los sectores público y privado, ayuda a comprender y mostrar cómo esta práctica coincide con las expectativas de los trabajadores de estos dos sectores. difundido total 42 218 (21 21 público. . público) estudio exitosa únicamente ambos organizaciones Además 4 (2 2 (

Abstract Internal marketing is a concept still little recognized and disseminated, with most of the research on this area of marketing focusing on the service sector and well-consolidated and industrialized markets. This article sheds light on the importance of internal marketing practices by identifying their impact on workers’ proactive behavior and life satisfaction while observing the effects of affective commitment and job satisfaction. The study collected 428 valid questionnaires from Portuguese workers (218 in the private sector and 210 in the public sector) and applied structural equation modeling to test the hypotheses. The results showed how adopting an internal marketing perspective can contribute to successful organizational and human resource management. It was observed that internal marketing practices lead to affective commitment and job satisfaction in both the private and public sectors, although more pronounced in the private sector. Also, the findings pointed out that the workers’ affective commitment leads to adopting proactive behavior and life satisfaction only in the public sector and that job satisfaction leads to proactive behavior and life satisfaction for workers of both the private and public sector. This study contributes to increasing understanding of internal marketing, its applicability, and its importance for workers and organizations. Additionally, comparing the private and public sectors helps understand and show how this practice matches the workers’ expectations. disseminated wellconsolidated well consolidated markets 42 218 (21 21 hypotheses management Also applicability organizations Additionally expectations 4 (2 2 (

Resumo Este estudo pretende evidenciar a importância das práticas de marketing interno, identificando o seu impacto no comportamento proativo e na satisfação com a vida dos trabalhadores, através dos efeitos do compromisso afetivo e da satisfação no trabalho. O marketing interno continua a ser um conceito com pouco reconhecimento e divulgação, uma vez que a maioria das pesquisas relacionadas com esse campo de marketing é direcionada para o setor de serviços e concentra-se predominantemente em mercados bem estabelecidos e industrializados. Esta pesquisa compara esses efeitos entre trabalhadores do setor privado e público para reforçar a importância deste conceito, sendo que, no total, foram recolhidos 428 questionários válidos junto de trabalhadores portugueses (218 no setor privado e 210 no setor público). O modelo de equações estruturais foi utilizado para testar as hipóteses de investigação. Esta pesquisa mostra como a adoção do marketing interno pode contribuir para o sucesso da gestão organizacional e da gestão de pessoas. Os resultados mostraram que as práticas de marketing interno levam ao comprometimento afetivo e à satisfação no trabalho, tanto no setor privado como no público, embora mais pronunciadas no setor privado. Constatou-se também que o comprometimento afetivo leva à adoção de comportamentos proativos e leva à satisfação com a vida dos trabalhadores, mas apenas do setor público, e que a satisfação no trabalho leva à adoção desse comportamento e à satisfação com a vida para ambos, setor privado e público. Este trabalho contribui para uma melhor compreensão do conceito de marketing interno, da sua aplicabilidade e importância, quer para os trabalhadores, como para as organizações. Além disso, ao comparar os setores privado e público, ajuda a entender e mostrar como essa prática atende às expectativas dos trabalhadores desses dois setores. divulgação concentrase concentra se industrializados total 42 218 (21 21 . público) investigação pessoas Constatouse Constatou ambos organizações disso 4 (2 2 (

Resumen:En la experiencia se analiza la Programación Neurolingüística (PNL) como una estrategia de comunicación que viene a mejorar las fortalezas internas del estudiantado y la potenciación de sus habilidades intrapersonales, lo cual tiene un efecto positivo en su proceso de aprendizaje y el rendimiento académico desde los Entornos Virtuales de Aprendizaje (EVA). Asimismo, la población para este estudio está constituida por las personas estudiantes de la Cátedra de Mercadeo ECA-UNED matriculados durante el tercer cuatrimestre 2021. De este modo, se lleva a cabo un enfoque de investigación cuantitativo con un diseño experimental y correlacional. Aunado a esto, las personas estudiantes seleccionan la respuesta con el máximo nivel de la escala de Likert ante los indicadores que miden las habilidades intrapersonales del grupo experimental, obteniendo un mayor porcentaje en la media de este, comparativamente, con el grupo control, lo cual evidencia una diferencia significativa a favor del grupo experimental que se sometió a las técnicas de la PNL. En virtud de los resultados, se concluye que la Programación Neurolingüística tiene un efecto positivo sobre las habilidades intrapersonales de las personas estudiantes, en los indicadores como automotivación, autodesempeño, autorregulación, autocontrol, entre otros, siendo además una excelente estrategia de comunicación para trabajar de manera colaborativa en interacción con los facilitadores y el estudiantado desde los EVA.

Resumo:A experiência analisa a Programação Neurolinguística (PNL) como uma estratégia de comunicação que melhora os pontos fortes internos dos estudantes e melhora suas habilidades intrapessoais, o que tem um efeito positivo em seu processo de aprendizagem e desempenho acadêmico em Ambientes Virtuais de Aprendizagem (EVA). A população para este estudo é constituída pelas pessoas estudantes da Cátedra de Marketing ECA-UNED matriculados durante o terceiro quadrimestre de 2021. Assim, é realizada uma abordagem de pesquisa quantitativa com um desenho experimental e correlacional. Além disso, os alunos selecionam a resposta com o nível mais alto da escala Likert para os indicadores que medem as habilidades intrapessoais do grupo experimental, obtendo uma porcentagem maior na média deste, em comparação com o grupo de controle, o que mostra uma diferença significativa a favor do grupo experimental que foi submetido às técnicas de PNL. Em virtudedos resultados, concluise que a Programação Neurolinguística tem um efeito positivo sobre as habilidades intrapessoais das pessoas estudantes, em indicadores como automotivação, auto desempenho, autorregulação, autocontrole, entre outros, sendo também uma excelente estratégia de comunicação para trabalhar colaborativamente na interação com facilitadores e discentes a partir da EVA.

Abstract:This work analyses Neurolinguistic Programming (NLP) as a communication strategy that improves the students’ internal strengths and enhances their intrapersonal skills, positively affecting their learning process and academic performance in Virtual Learning Environments (VLE). Likewise, the population for this study comprises students of the ECA-UNED Marketing Chair enrolled during the third quarter of 2021. This way, a quantitative research approach is carried out with an experimental and correlational design. Moreover, students select the answer with the highest level on the Likert scale before the indicators that measure the interpersonal skills of the experimental group. As a result, they obtained a higher average percentage, comparatively, with the control group, which shows a significant difference in favor of the experimental group that underwent NLP techniques. Because of the results, it is concluded that Neurolinguistic Programming positively affects students’ intrapersonal skills in indicators such as self-motivation, self-performance, self-regulation, and self-control, among others. Furthermore, PNL is also an excellent communication strategy for working collaboratively in interaction with the facilitators and VLE students.

Resumen El objetivo de la presente investigación es examinar el impacto de las actividades de marketing en el desarrollo exitoso de las pequeñas y medianas empresas (pymes) en Rusia. El estudio identifica un conjunto de procesos comerciales orientados al cliente y competencias de marketing empresarial para beneficiar a las pymes. Con base en el análisis de la revisión de la literatura, el concepto de “modelo de mercadotecnia” se ha definido como un sistema de valor orientado al cliente y un conjunto de competencias de mercadotecnia y procesos comerciales de marketing. Se planteó la hipótesis de que no solo la orientación al cliente y la empresarial influyen en los modelos de marketing de las pymes, sino también las competencias de mercadotecnia básicas y dinámicas, y los procesos comerciales de mercadotecnia. Se han identificado los factores externos e internos que influyen en el desarrollo de los modelos de mercadotecnia, así como las características específicas de los modelos de mercadotecnia de las pymes y la lógica de su desarrollo. Se utilizaron análisis de contenido de entrevistas y categorización de datos para procesar datos cualitativos. El estudio comprende métodos cuantitativos (encuesta) con procesamiento adicional de datos por regresión y análisis de conglomerados (IBN SPSS), SEM (IBN SPSS Amos) y los métodos de regresión logística (modelo logit). El objetivo de la investigación es analizar los patrones de desarrollo y las características específicas del modelo de mercadotecnia de las pymes para garantizar la eficacia y el crecimiento de las pequeñas empresas. Los resultados de la investigación mostraron mejoras en el diagnóstico y evaluación del desempeño de estas empresas y serán de utilidad para los empresarios en ejercicio, los dueños de estos negocios y la comunidad académica.

Abstract This paper aims to investigate the impact of marketing activities on the successful development of small and medium-sized enterprises (SMEs). It identifies and analyzes a set of customer-oriented business processes and entrepreneurial marketing competencies designed to profit SMEs. Based on the literature review, the concept of a “marketing model” has been defined as a customer-oriented value system, a set of marketing competences, and marketing business processes. It is hypothesized that not only the customer and entrepreneurial orientations influence SME marketing models, but also basic and dynamic marketing competences and marketing business processes. External and internal factors that influence the development of marketing models are identified, as well as specific characteristics of SME marketing models and the logic of their development. Interview analysis and data content analysis were used to process qualitative data. This study comprises quantitative methods (via survey), combined with further data processing by regression, cluster analysis (IBN SPSS), SEM (IBN SPSS Amos) and the logistic regression methods (logit model). The focus of this research is to analyze the development patterns and specifics of SME marketing modeling to ensure effectiveness and growth of small business. The results of this research demonstrate improvement in the diagnosis and performance evaluation of SMEs and can be utilized by practicing entrepreneurs, SME business owners, and the academic community.

BACKGROUND: Whether internal or external, motivational factors serve as stimulants influencing individual ability to execute sales tasks. A meta-analysis was conducted highlighting three broad categories of individual motivations that are imperative within the context of sales performance, namely cognitive choice, goal orientation, and work engagement. However, marketing and sales management scholars argue that there is a need for further research exploring the influence of intrinsic and extrinsic motivational factors on overall sales performance in multiple business settings AIM: The aim of the study is to test a six-dimensional framework of business-to-business (B2B) sellers' motivations in sales performance SETTING: The application of a six-dimensional framework on sales performance within a Norwegian context. Different companies from multiple industries operating in the product-orientated sector of Norway were selected to measure the relevance of the six-dimensional framework to sales performance in these companies METHOD: In total, 236 usable questionnaires representing multiple industries of different sizes across Norway were used. Data were collected using self-administered questionnaires RESULTS: The findings indicate that the dimensions of B2B sellers' motivations are relevant in a B2B sales setting. Therefore, sales businesses operating in a B2B environment need to become increasingly aware that motivations drive sellers to achieve their goals CONCLUSION: The study offers an increased understanding on how to structure B2B sellers' motivations in a six-dimensional framework, including cognitive choice, goal orientation, and work engagement CONTRIBUTION: The study develops an improved understanding of the intrinsic and extrinsic motivational factors that influence the sales performance of B2B sellers. Furthermore, it contributes to an increased understanding of how to structure B2B sellers' motivations in a six-dimensional framework

Abstract Companies in the globalized world use outsourcing as a production model, opting for subcontracting from companies specialized in different areas of work. In this context, the objective of this study is to determine the relationship between outsourcing as a productive model and customer loyalty of a financial company, for which the type of applied research and descriptive-correlational design were used. The survey questionnaire was applied to collect data on the variables and dimensions. Results, it was found that the relationship between outsourcing and Customer loyalty in a financial company is considerable, with a correlation coefficient τ = 0.628 and p = 0.000, the analysis between the flexibility and information dimensions was moderate τ = 0.412 and p = 0.000, between cost savings and moderate internal marketing τ = 0.487 and p = 0.000, and between professionalism and considerable communication τ = 0.535 and p = 0.000, between quality of service and considerable customer experience τ = 0.696 and p=0.000. With these results it is concluded that outsourcing as a productive model of the company is moderately related to customer loyalty. Therefore, the financial institution must externalize the specific responsibility to specialized external companies.

Resumen Las empresas en el mundo globalizado emplean el outsourcing como modelo productivo, optan por la subcontrata de empresas especializadas en diferentes rubros de trabajo. Bajo este contexto el objetivo de este estudio es determinar la relación entre el outsourcing como modelo productivo y fidelización de clientes de una empresa financiera, para ello se empleó el tipo de investigación aplicada, y diseño descriptivo-correlacional. Se aplicó el cuestionario encuesta para el recojo de datos de las variables y dimensiones. Resultados, se halló que la relación es considerable entre outsourcing y fidelización de Clientes en una empresa financiera, con un coeficiente de correlación τ = 0.628 y p = 0.000, el análisis entre la dimensiones flexibilidad e información fue moderada τ = 0.412 y p = 0.000, entre ahorro de costes y marketing interno moderada τ = 0.487 y p = 0.000, y entre profesionalismo y comunicación considerable τ = 0.535 y p = 0.000, entre calidad de servicio y experiencia del cliente considerable τ = 0.696 y p=0.000. Con estos resultados se concluye que el outsourcing como modelo productivo de la empresa, se relaciona de manera moderada con la fidelización de los clientes. Por ende, la institución financiera, debe exteriorizar la responsabilidad específica a empresas externas especializadas.

Abstract Companies in the globalized world use outsourcing as a production model, opting for subcontracting from companies specialized in different areas of work. In this context, the objective of this study is to determine the relationship between outsourcing as a productive model and customer loyalty of a financial company, for which the type of applied research and descriptive-correlational design were used. The survey questionnaire was applied to collect data on the variables and dimensions. Results, it was found that the relationship between outsourcing and Customer loyalty in a financial company is considerable, with a correlation coefficient τ = 0.628 and p = 0.000, the analysis between the flexibility and information dimensions was moderate τ = 0.412 and p = 0.000, between cost savings and moderate internal marketing τ = 0.487 and p = 0.000, and between professionalism and considerable communication τ = 0.535 and p = 0.000, between quality of service and considerable customer experience τ = 0.696 and p=0.000. With these results it is concluded that outsourcing as a productive model of the company is moderately related to customer loyalty. Therefore, the financial institution must externalize the specific responsibility to specialized external companies.

ABSTRACT The study consisted of knowing the characteristics of production and forms of commercialization of the pitaya (Stenocereus queretaroensis) and define the stages of commercialization in the sale of fresh fruit, mixed fruit and fruit processed through two channels of marketing (producers and intermediaries) to determine the profitability indicators: relationship benefit/cost (b/c), net present value (VAN) and internal rate of return. Surveys and interviews with producers (10 people), whereas variables quantitative and qualitative, conducted from March to June of 2017. Indicators of profitability (over the period of assessment) the most profitable were the stage one (E1) -sale of fresh fruit by direct sale- with a value of 2.60 and four (E4) -joint sale by direct sale and intermediaries -with an estimate on the b/c ratio of 1.66. Fort the VAN was a utility of $16,973,149.27 (E1) and $14,524,556.35 (E4). In relation to the TIR was obtained a profitability of 174.62% and 122.30%,for these two scenarios. It was concluded that higher yields in the direct sale of production, are obtained what will allow them to extend the shelf life time and the period of marketing of the pitaya.

RESUMEN El estudio consistió en conocer las características de producción y las formas de comercialización de la pitaya (Stenocereus queretaroensis) y definir los escenarios de comercialización en la venta de fruto fresco, fruto mixto y fruto procesado, a través de dos canales de comercialización (productores e intermediarios), para determinar los indicadores de rentabilidad: Relación Beneficio/ Costo (B/C), Valor Actual Neto (VAN) y Tasa Interna de Retorno (TIR). Se realizaron encuestas y entrevistas a productores (10 personas) considerando variables cuantitativas y cualitativas. Se recabó información en campo de marzo a junio de 2017. En los indicadores de rentabilidad para cinco años de proyección, los más redituables fueron el escenario uno (E1) -venta de fruto fresco por venta directa- con un valor B/C de 2,60 y escenario cuatro (E4) -venta mixta por venta a intermediarios- con una estimación en el mismo indicador de 1,66. Para el VAN se obtuvo una utilidad de $ 16.973.149,27 (E1) y $ 14.524.556,35 (E4). En relación con la TIR se tuvo una rentabilidad de 174,62% y 122,30%, para estos dos escenarios. Se concluyó que se obtienen mayores rendimientos en la venta directa de la producción, por lo que se recomienda generar estrategias para eliminar la dependencia en la comercialización por medio de intermediarios, además de desarrollar el manejo adecuado del producto pitaya, lo que permitirá ampliar el tiempo de vida de anaquel y el período de comercialización.

RESUMO O estudo visa quantificar os custos de produção das culturas de milho e sorgo em condições de sequeiro e irrigado para a geração de etanol, e avaliar a viabilidade econômica em diferentes cenários de preço de comercialização. Foram realizados dois experimentos nos anos de 2019/2020 e 2020/2021, em área experimental da Universidade Federal de Santa Maria, Santa Maria, RS. O delineamento experimental foi em faixas, com blocos ao acaso e quatro repetições. Foram avaliadas três lâminas de irrigação: 0, 50 e 100% da evapotranspiração de referência (ETo) como o primeiro fator, e duas cultivares de milho e uma de sorgo granífero como o segundo fator, sendo utilizados 45 cenários. O uso da irrigação plena (100% de ETo) reduz os custos de produção do litro de etanol em 15 e 17,89% e aumenta a produção de etanol em 44,18 e 48,25% para as culturas de milho e sorgo, respectivamente. Para o preço de mercado de R$ 2,00 L-1, o sorgo granífero não apresenta bom desempenho, com valor presente líquido (NPV) e taxa interna de retorno (IRR) negativos. O preço de venda de R$ 4,00 L-1 e irrigação plena é o melhor cenário econômico, com valores de NPV de R$ 90.356,93, IRR de 33,83%, relação benefício/custo (B/C) de 2,28, índice de rentabilidade (PI) de 3,99 e payback de três anos. O milho é economicamente viável para a produção de etanol em todos os cenários, sendo a irrigação plena e preço de comercialização de R$ 4,00 L-1, o que apresentou o melhor cenário econômico, com valores médios para o NPV de R$ 204.381,68, IRR de 63,35%, B/C de 2,96, IR 8,67 e payback de 1,58 anos, entre as cultivares.

ABSTRACT The study aims to quantify the production costs of maize and sorghum crops under rainfed and irrigated conditions for the generation of ethanol and to evaluate the economic feasibility in different scenarios of marketing price. Two experiments were carried out in the years 2019/2020 and 2020/2021, in an experimental area at the Federal University of Santa Maria, Santa Maria, RS, Brazil. The experiment was in strip plots, in a randomized block design and four replicates. Three irrigation depths, 0, 50 and 100% of the reference evapotranspiration (ETo), as first factor, and two maize cultivars and one grain sorghum cultivar as second factor, using 45 scenarios. The use of full irrigation (100% of ETo) reduces the production costs of the liter of ethanol by 15 and 17.89% and increases ethanol production by 44.18 and 48.25% for maize and grain sorghum crops, respectively. For the market price of R$ 2.00 L-1, the grain sorghum does not show good performance, with negative net present value (NPV) and internal rate of return (IRR). The sale price of R$ 4.00 L-1 and full irrigation is the best economic scenario, with values of NPV of R$ 90,356.93, IRR of 33.83%, benefit/cost ratio (B/C) of 2.28, profitability index (PI) of 3.99 and payback of three years. Maize is economically viable for ethanol production in all scenarios. Full irrigation and market price of R$ 4.00 L-1 represent the best economic scenario, with mean values for NPV of R$ 204,381.68, IRR of 63.35%, B/C of 2.96, PI of 8.67 and payback of 1.58 years, among the cultivars.