Customer intimacy strategy in B2B technology businesses in Colombia
Autor(a) principal: | |
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Data de Publicação: | 2015 |
Tipo de documento: | Dissertação |
Idioma: | eng |
Título da fonte: | Repositório Institucional do FGV (FGV Repositório Digital) |
Texto Completo: | http://hdl.handle.net/10438/16389 |
Resumo: | The main objective of this Thesis is to analyze Customer Intimacy Strategy in B2B technology businesses in Colombia and the variables that have a direct relationship with it like perception, trust and networking. And how a Customer Intimacy Strategy can affect a company to achieve positive or negative results in an operation, in terms of business opportunities, relations and profitable and sustainable sales if properly managed or mismanaged. With a population of almost 50 million people, GDP average growth of 4.22%(considering 2013 up to 2017), a strategic geographic location in Latin America close to the middle of the region with direct access to the Pacific and Atlantic oceans, on the verge to reach a peace agreement ending its long time social and security conflict with the local guerrillas, Colombia is a country with a stable economic present and promising future. But despite the appealing business landscape and opportunities both in number and size, it is a developing economy where firms who are willing to run a startup or who currently have B2B technology operations in this country will find out that uncertainty and mistrust are two of the most critical variables that need to be overcome in order to achieve success. Their relevance will vary from one region to another, but will still be considered of most importance throughout the country. This matter is highly important to B2B technology businesses in Colombia because few firms are aware of the importance of customer intimacy strategy, believing that it is just a matter of social relationships and not considering the diverse number of variables such us perception, trust and networking that compose it. Customer intimacy strategy at the end becomes the main and most relevant source of sales in a B2B technology environment in Colombia. |
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Gomez Andres, JorgeEscolas::EBAPEGonçalves, José Mauro NunesFerreira, Luís Fernando FilardiZanini, Marco Túlio Fundão2016-04-16T16:41:43Z2016-04-16T16:41:43Z2015-10-28GOMEZ ANDRES, Jorge. Customer intimacy strategy in B2B technology businesses in Colombia. Dissertação (Mestrado em Gestão Empresarial) - FGV - Fundação Getúlio Vargas, Rio de Janeiro, 2015.http://hdl.handle.net/10438/16389The main objective of this Thesis is to analyze Customer Intimacy Strategy in B2B technology businesses in Colombia and the variables that have a direct relationship with it like perception, trust and networking. And how a Customer Intimacy Strategy can affect a company to achieve positive or negative results in an operation, in terms of business opportunities, relations and profitable and sustainable sales if properly managed or mismanaged. With a population of almost 50 million people, GDP average growth of 4.22%(considering 2013 up to 2017), a strategic geographic location in Latin America close to the middle of the region with direct access to the Pacific and Atlantic oceans, on the verge to reach a peace agreement ending its long time social and security conflict with the local guerrillas, Colombia is a country with a stable economic present and promising future. But despite the appealing business landscape and opportunities both in number and size, it is a developing economy where firms who are willing to run a startup or who currently have B2B technology operations in this country will find out that uncertainty and mistrust are two of the most critical variables that need to be overcome in order to achieve success. Their relevance will vary from one region to another, but will still be considered of most importance throughout the country. This matter is highly important to B2B technology businesses in Colombia because few firms are aware of the importance of customer intimacy strategy, believing that it is just a matter of social relationships and not considering the diverse number of variables such us perception, trust and networking that compose it. 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dc.title.eng.fl_str_mv |
Customer intimacy strategy in B2B technology businesses in Colombia |
title |
Customer intimacy strategy in B2B technology businesses in Colombia |
spellingShingle |
Customer intimacy strategy in B2B technology businesses in Colombia Gomez Andres, Jorge Administração de empresas Clientes - Contatos Serviço ao cliente Satisfação do consumidor Marketing de relacionamento Clientes - Fidelização |
title_short |
Customer intimacy strategy in B2B technology businesses in Colombia |
title_full |
Customer intimacy strategy in B2B technology businesses in Colombia |
title_fullStr |
Customer intimacy strategy in B2B technology businesses in Colombia |
title_full_unstemmed |
Customer intimacy strategy in B2B technology businesses in Colombia |
title_sort |
Customer intimacy strategy in B2B technology businesses in Colombia |
author |
Gomez Andres, Jorge |
author_facet |
Gomez Andres, Jorge |
author_role |
author |
dc.contributor.unidadefgv.por.fl_str_mv |
Escolas::EBAPE |
dc.contributor.member.none.fl_str_mv |
Gonçalves, José Mauro Nunes Ferreira, Luís Fernando Filardi |
dc.contributor.author.fl_str_mv |
Gomez Andres, Jorge |
dc.contributor.advisor1.fl_str_mv |
Zanini, Marco Túlio Fundão |
contributor_str_mv |
Zanini, Marco Túlio Fundão |
dc.subject.area.por.fl_str_mv |
Administração de empresas |
topic |
Administração de empresas Clientes - Contatos Serviço ao cliente Satisfação do consumidor Marketing de relacionamento Clientes - Fidelização |
dc.subject.bibliodata.por.fl_str_mv |
Clientes - Contatos Serviço ao cliente Satisfação do consumidor Marketing de relacionamento Clientes - Fidelização |
description |
The main objective of this Thesis is to analyze Customer Intimacy Strategy in B2B technology businesses in Colombia and the variables that have a direct relationship with it like perception, trust and networking. And how a Customer Intimacy Strategy can affect a company to achieve positive or negative results in an operation, in terms of business opportunities, relations and profitable and sustainable sales if properly managed or mismanaged. With a population of almost 50 million people, GDP average growth of 4.22%(considering 2013 up to 2017), a strategic geographic location in Latin America close to the middle of the region with direct access to the Pacific and Atlantic oceans, on the verge to reach a peace agreement ending its long time social and security conflict with the local guerrillas, Colombia is a country with a stable economic present and promising future. But despite the appealing business landscape and opportunities both in number and size, it is a developing economy where firms who are willing to run a startup or who currently have B2B technology operations in this country will find out that uncertainty and mistrust are two of the most critical variables that need to be overcome in order to achieve success. Their relevance will vary from one region to another, but will still be considered of most importance throughout the country. This matter is highly important to B2B technology businesses in Colombia because few firms are aware of the importance of customer intimacy strategy, believing that it is just a matter of social relationships and not considering the diverse number of variables such us perception, trust and networking that compose it. Customer intimacy strategy at the end becomes the main and most relevant source of sales in a B2B technology environment in Colombia. |
publishDate |
2015 |
dc.date.issued.fl_str_mv |
2015-10-28 |
dc.date.accessioned.fl_str_mv |
2016-04-16T16:41:43Z |
dc.date.available.fl_str_mv |
2016-04-16T16:41:43Z |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/masterThesis |
format |
masterThesis |
status_str |
publishedVersion |
dc.identifier.citation.fl_str_mv |
GOMEZ ANDRES, Jorge. Customer intimacy strategy in B2B technology businesses in Colombia. Dissertação (Mestrado em Gestão Empresarial) - FGV - Fundação Getúlio Vargas, Rio de Janeiro, 2015. |
dc.identifier.uri.fl_str_mv |
http://hdl.handle.net/10438/16389 |
identifier_str_mv |
GOMEZ ANDRES, Jorge. Customer intimacy strategy in B2B technology businesses in Colombia. Dissertação (Mestrado em Gestão Empresarial) - FGV - Fundação Getúlio Vargas, Rio de Janeiro, 2015. |
url |
http://hdl.handle.net/10438/16389 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.source.none.fl_str_mv |
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