Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]

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ABSTRACT The objective of the research was to determine the impact of a strategic model on the commercial management of an Pyme company in the automotive sector. The study was preexperimental pre-test and post-test. The population being 9277 customers and 34513 sales records. A reliable questionnair...

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Detalles Bibliográficos
Autores: Florián Castillo, Odar R., Zanabria Kou, Patricia, Deza Castillo, Juan M.
Formato: objeto de conferencia
Fecha de Publicación:2020
Institución:Universidad Privada del Norte
Repositorio:UPN-Institucional
Lenguaje:español
OAI Identifier:oai:repositorio.upn.edu.pe:11537/26872
Enlace del recurso:https://hdl.handle.net/11537/26872
https://doi.org/10.18687/LACCEI2020.1.1.164
Nivel de acceso:acceso abierto
Materia:Planificación estratégica
Competitividad
Pequeñas empresas
Vehículos automotores
https://purl.org/pe-repo/ocde/ford#2.11.00
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dc.title.es_PE.fl_str_mv Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]
title Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]
spellingShingle Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]
Florián Castillo, Odar R.
Planificación estratégica
Competitividad
Pequeñas empresas
Vehículos automotores
https://purl.org/pe-repo/ocde/ford#2.11.00
title_short Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]
title_full Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]
title_fullStr Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]
title_full_unstemmed Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]
title_sort Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]
author Florián Castillo, Odar R.
author_facet Florián Castillo, Odar R.
Zanabria Kou, Patricia
Deza Castillo, Juan M.
author_role author
author2 Zanabria Kou, Patricia
Deza Castillo, Juan M.
author2_role author
author
dc.contributor.author.fl_str_mv Florián Castillo, Odar R.
Zanabria Kou, Patricia
Deza Castillo, Juan M.
dc.subject.es_PE.fl_str_mv Planificación estratégica
Competitividad
Pequeñas empresas
Vehículos automotores
topic Planificación estratégica
Competitividad
Pequeñas empresas
Vehículos automotores
https://purl.org/pe-repo/ocde/ford#2.11.00
dc.subject.ocde.es_PE.fl_str_mv https://purl.org/pe-repo/ocde/ford#2.11.00
description ABSTRACT The objective of the research was to determine the impact of a strategic model on the commercial management of an Pyme company in the automotive sector. The study was preexperimental pre-test and post-test. The population being 9277 customers and 34513 sales records. A reliable questionnaire (Cronbach's Alpha of 0.883) and validated by expert judgment was applied to 137 clients. The financial statements showed deficiencies in: use of resources, innovation in sales techniques and interaction with the client; impacting business management. The strategies developed considered internal and external analysis, aligning them to the fulfillment of six strategic objectives of the company. The average monthly purchase increased from S / 442838 to s / 492644, increasing by 11.2%. The average purchase ticket went from S / 101.0 to S / 116.1 with an increase of 14.9%. The NPV was 200363, the IRR of 190.72% and a B / C 1.14 index demonstrating the financial economic viability of the strategic model implemented. The hypothesis test using the Mann-Whitney U determined that the median monthly sales revenue has a significant difference (p = 0.00 <0.05) between traditional management versus management with the strategic model implemented in the company.
publishDate 2020
dc.date.accessioned.none.fl_str_mv 2021-06-17T17:26:26Z
dc.date.available.none.fl_str_mv 2021-06-17T17:26:26Z
dc.date.issued.fl_str_mv 2020-09-15
dc.type.es_PE.fl_str_mv info:eu-repo/semantics/conferenceObject
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dc.identifier.citation.es_PE.fl_str_mv Florián, O., Zanabria, P. & Deza, J. (2020). Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]. Proceedings of the LACCEI International Multi-conference for Engineering, Education and Technology, (164). https://doi.org/10.18687/LACCEI2020.1.1.164
dc.identifier.uri.none.fl_str_mv https://hdl.handle.net/11537/26872
dc.identifier.journal.es_PE.fl_str_mv Proceedings of the LACCEI International Multi-conference for Engineering, Education and Technology
dc.identifier.doi.none.fl_str_mv https://doi.org/10.18687/LACCEI2020.1.1.164
identifier_str_mv Florián, O., Zanabria, P. & Deza, J. (2020). Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]. Proceedings of the LACCEI International Multi-conference for Engineering, Education and Technology, (164). https://doi.org/10.18687/LACCEI2020.1.1.164
Proceedings of the LACCEI International Multi-conference for Engineering, Education and Technology
url https://hdl.handle.net/11537/26872
https://doi.org/10.18687/LACCEI2020.1.1.164
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dc.format.es_PE.fl_str_mv application/pdf
dc.publisher.es_PE.fl_str_mv LACCEI
dc.publisher.country.es_PE.fl_str_mv US
dc.source.es_PE.fl_str_mv Universidad Privada del Norte
Repositorio Institucional - UPN
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spelling Florián Castillo, Odar R.Zanabria Kou, PatriciaDeza Castillo, Juan M.2021-06-17T17:26:26Z2021-06-17T17:26:26Z2020-09-15Florián, O., Zanabria, P. & Deza, J. (2020). Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]. Proceedings of the LACCEI International Multi-conference for Engineering, Education and Technology, (164). https://doi.org/10.18687/LACCEI2020.1.1.164https://hdl.handle.net/11537/26872Proceedings of the LACCEI International Multi-conference for Engineering, Education and Technologyhttps://doi.org/10.18687/LACCEI2020.1.1.164ABSTRACT The objective of the research was to determine the impact of a strategic model on the commercial management of an Pyme company in the automotive sector. The study was preexperimental pre-test and post-test. The population being 9277 customers and 34513 sales records. A reliable questionnaire (Cronbach's Alpha of 0.883) and validated by expert judgment was applied to 137 clients. The financial statements showed deficiencies in: use of resources, innovation in sales techniques and interaction with the client; impacting business management. The strategies developed considered internal and external analysis, aligning them to the fulfillment of six strategic objectives of the company. The average monthly purchase increased from S / 442838 to s / 492644, increasing by 11.2%. The average purchase ticket went from S / 101.0 to S / 116.1 with an increase of 14.9%. The NPV was 200363, the IRR of 190.72% and a B / C 1.14 index demonstrating the financial economic viability of the strategic model implemented. The hypothesis test using the Mann-Whitney U determined that the median monthly sales revenue has a significant difference (p = 0.00 <0.05) between traditional management versus management with the strategic model implemented in the company.RESUMEN La investigación tuvo por objetivo determinar el impacto de un modelo estratégico en la gestión comercial de una empresa pyme del sector automotriz. El estudio fue pre experimental de prueba post prueba. Siendo la población 9277 clientes y 34513 registros de venta. Un cuestionario confiable (Alpha de Cronbach de 0.883) y validado por juicio de expertos se aplicó a 137 clientes. Los estados financieros demostraron deficiencias en: utilización de recursos, innovación en técnicas de ventas e interacción con el cliente; impactando en la gestión comercial. Las estrategias elaboradas consideraron el análisis interno y externo alineándolas al cumplimiento de seis objetivos estratégicos de la empresa. El promedio mensual de compra pasó de S/ 442838 a s/ 492644 incrementándose en 11.2%. El ticket promedio de compra pasó de S/ 101.0 a S/ 116.1 con un incremento de 14.9%. El VAN fue 200363, el TIR de 190,72% y un índice B/C 1.14 que demuestra la viabilidad económica financiera del modelo estratégico implementado. La prueba de hipótesis mediante la U de Mann-Whitney determinó que las medianas de los ingresos mensuales por ventas tienen una diferencia significativa (p=0.00 < 0.05) entre la gestión tradicional versus la gestión con el modelo estratégico implementado en la empresa.Revisión por paresTrujillo San Isidroapplication/pdfspaLACCEIUSinfo:eu-repo/semantics/openAccessAtribución-NoComercial-CompartirIgual 3.0 Estados Unidos de Américahttps://creativecommons.org/licenses/by-nc-sa/3.0/us/Universidad Privada del NorteRepositorio Institucional - UPNreponame:UPN-Institucionalinstname:Universidad Privada del Norteinstacron:UPNPlanificación estratégicaCompetitividadPequeñas empresasVehículos automotoreshttps://purl.org/pe-repo/ocde/ford#2.11.00Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]info:eu-repo/semantics/conferenceObjectCC-LICENSElicense_rdflicense_rdfapplication/rdf+xml; charset=utf-81037https://repositorio.upn.edu.pe/bitstream/11537/26872/2/license_rdf80294ba9ff4c5b4f07812ee200fbc42fMD52ORIGINALStrategic model and its impact on the commercial management of an PYME company.pdfStrategic model and its impact on the commercial management of an PYME company.pdfapplication/pdf1237487https://repositorio.upn.edu.pe/bitstream/11537/26872/1/Strategic%20model%20and%20its%20impact%20on%20the%20commercial%20management%20of%20an%20PYME%20company.pdf67c222f4d062189d48c249ef78e7d438MD51LICENSElicense.txtlicense.txttext/plain; charset=utf-81748https://repositorio.upn.edu.pe/bitstream/11537/26872/3/license.txt8a4605be74aa9ea9d79846c1fba20a33MD53TEXTStrategic model and its impact on the commercial management of an PYME company.pdf.txtStrategic model and its impact on the commercial management of an PYME company.pdf.txtExtracted texttext/plain61756https://repositorio.upn.edu.pe/bitstream/11537/26872/4/Strategic%20model%20and%20its%20impact%20on%20the%20commercial%20management%20of%20an%20PYME%20company.pdf.txt9f8cac04677defa16072a19b248fa2b6MD54THUMBNAILStrategic model and its impact on the commercial management of an PYME company.pdf.jpgStrategic model and its impact on the commercial management of an PYME company.pdf.jpgGenerated Thumbnailimage/jpeg3586https://repositorio.upn.edu.pe/bitstream/11537/26872/5/Strategic%20model%20and%20its%20impact%20on%20the%20commercial%20management%20of%20an%20PYME%20company.pdf.jpg7e662bd2c508d5cf1c31eec9069a23d1MD5511537/26872oai:repositorio.upn.edu.pe:11537/268722021-06-17 22:02:17.141Repositorio Institucional UPNjordan.rivero@upn.edu.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Strategic model and its impact on the commercial management of an PYME company in the automotive sector [Modelo estratégico y su impacto en la gestión comercial de una empresa PYME del sector automotriz]
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