How e-commerce is shaping the sales Forces of Business-to- Business companies: A Multiple Case Study

For a long time, B2B companies have been moving towards digital transformation, adopting new technologies to meet the needs of more demanding and empowered customers. This challenging movement is transforming the sales force and impacting the salespeople on many levels. Thus, the purpose of this study is to understand how the B2B sales force is being affected by digitalization, especially e-commerce. Using the multiple case study methodology, we conducted in-depth interviews with sales managers from four B2B companies, two traditional and two startups, and analyzed several dimensions initially found in the literature review. After analyzing the data, results demonstrated that when comparing the sales force of traditional and startup companies, there are significant organizational differences. Overall, the three companies with online sales have been dealing with the challenges of a multi-channel sales force, although the evolution has been distinct for all of them. These differences have proved that factors such as management commitment and investment, a clear e-commerce strategy, transparent communication, and proper training, are enablers for successfully selling online, as it also lessens job insecurity, one of the main consequences of digitalization within the sales force. In terms of technology, it was not surprising to find that the startups are using more recent digital tools than the traditional companies, investing in sales automation, and data analysis, which is something that the traditional companies also aim for but are still not prepared for. Finally, findings also showed the distinct impact that the Covid-19 pandemic had on the case studies, with traditional companies’ businesses slowing down, and startups booming, thanks the ecommerce. Overall, we were able to understand that B2B companies are dealing with changes caused by Digital Transformation within their sales force, which can have a different impact on similar companies, and that hybrid sales forces bring benefits and challenges that affect the structure, but mainly the salespeople. Findings add new insight to the existing academic research, and B2B sales managers should find guidance on our recommendations on to deal with the challenges of a multi-channel sales force

UML metamodelling and ERP software solutions: experiments with Microsoft DSL tools

Dissertação de mestrado em Sistemas de InformaçãoMicrosoft DSL (Domain-Specific Language) Tools allow the definition at the metamodelling level of graphical languages suited to a particular domain. The DSL Tools also allow the conception of models with those graphical languages. The proof of concept reported in this dissertation focuses on the domain of a part of the Primavera ERP (Enterprise Resource Planning) software solution. It exposes a metamodelling approach which can be followed when using the tool to model visual domain-specific languages. It includes a stereotyping approach, abstract and concrete syntaxes’ setting down. The stereotypes allow the adaptation of the graphical language to the domain. Together, stereotypes and language definition through a metamodel make up the DSVL (Domain-Specific Visual Language). This dissertation explains how to perform both the abstract syntax design through metamodels resembling UML (Unified Modelling Language) class diagrams and the concrete syntax definition through the mapping between the elements in the abstract syntax and the visual constructs of the DSVL. Having metamodels inspired by UML is a pertinent approach defended in this dissertation. UML is a standard with worldwide impact, therefore, graphical languages inspired by UML can be handled by professionals worldwide to design their applications and communicate their design decisions. We can create UML-based graphical languages with Microsoft DSL Tools in order to be able to reason about the solution to the problem domain of a portion of the Primavera ERP and still be able to communicate with professionals familiarized with UML about our design decisions. A compromise between domain knowledge and cross-domain knowledge is established with a UML-inspired language tailored to a specific domain. In this dissertation, stereotypes and domain-specific concepts tailor the graphical languages to the domain, whereas metamodels determine a UML-based syntax for the graphical languages.As Microsoft DSL (Domain-Specific Language) Tools permitem a definição ao nível da metamodelação de linguagens gráficas ajustadas a um domínio em particular. As DSL Tools também permitem a concepção de modelos expressos nessas mesmas linguagens. A prova de conceito reportada nesta dissertação foca-se no domínio de uma parte da solução de software Primavera ERP (Enterprise Resource Planning). A dissertação expõe uma abordagem de metamodelação que pode ser seguida durante a utilização da ferramenta DSL Tools para modelar linguagens visuais específicas de um domínio. Inclui uma abordagem de estereotipagem, bem como a definição de sintaxes abstracta e concreta. Os estereótipos permitem a adaptação da linguagem gráfica ao domínio. Juntos, os estereótipos e a definição da linguagem através de um metamodelo constituem a DSVL (Domain-Specific Visual Language). Esta dissertação explica como executar tanto o design da sintaxe abstracta através de metamodelos que se assemelham a diagramas de classes UML (Unified Modelling Language), como a definição da sintaxe concreta através do mapeamento entre os elementos da sintaxe abstracta e os elementos visuais da DSVL. Construir metamodelos inspirados pela UML é uma abordagem pertinente defendida nesta dissertação. A UML é um standard com impacto mundial, logo, linguagens gráficas inspiradas pela UML podem ser manuseadas por profissionais a nível mundial para desenhar as suas aplicações e comunicar as suas decisões de desenho. Podem ser criadas linguagens gráficas baseadas em UML com as Microsoft DSL Tools com o intuito de tornar possível o raciocínio acerca da solução para o domínio do problema de uma porção do ERP Primavera e mesmo assim ser possível comunicar com profissionais familiarizados com a UML acerca das decisões de desenho tomadas. Um compromisso entre o conhecimento do domínio e o conhecimento que é transversal a vários domínios é estabelecido com uma linguagem inspirada em UML e talhada para um domínio específico. Nesta dissertação, os estereótipos e os conceitos específicos do domínio adaptam as linguagens gráficas ao domínio, enquanto que os metamodelos determinam uma sintaxe baseada em UML para as mesmas linguagens gráficas

Characterization of the vertebral anomalies in different phases of the production of Senegalese sole (Solea senegalensis): stereoscopic, radiographic and histological approach

This Doctoral Thesis arises from the need to find solutions to prevent the high incidence of skeletal abnormalities detected in Senegalese sole (Solea senegalensis) aquaculture. A comprehensive study of skeletal anomalies affecting the vertebral column of Senegalese sole was performed at different rearing stages and feeding regimes. Complementary diagnostic methodologies were integrated, from the macroscopic, stereoscopic, radiographic and histologic perspective. The present Thesis contributed with a new insight on the skeletal anomaly problematic affecting cultured Senegalese sole throughout the productive cycle, underlining the importance of an interdisciplinary approach to cope a multi-factorial issue in the aquaculture sector

Mulheres na liderança : o impacto de se eleger uma mulher sobre a gestão do Programa Bolsa Família

Dissertação (mestrado)—Universidade de Brasília, Departamento de Economia, 2014.Qual é o impacto de se eleger uma mulher para o cargo de prefeito sobre a gestão do Programa Bolsa Família? O objetivo deste trabalho é responder a esta questão usando como variável de interesse o Índice de Gestão Descentralizada Municipal, o IGD-M, índice compilado pelo Ministério do Desenvolvimento Social para avaliar a qualidade da gestão municipal do Bolsa Família e do Cadastro Único. Usamos dados para as eleições de 2008 e um desenho de descontinuidade da regressão para controlar a endogeneidade do resultado das eleições com as características do município. Não encontramos efeitos significativos do gênero sobre a gestão do Bolsa Família. Apesar de nossos resultados iniciais sugerirem efeitos positivos de uma liderança feminina sobre o IGD-M, esses resultados não se sustentam quando incluímos controles para características do candidato e do muncípio em nossas regressões.What are the effects of electing a female mayor on Bolsa Família management outcomes? We answer this question using the IGD-M (“index of decentralized management") as our management variable. The IGD-M is an index compiled by Brazil’s Ministry of Social Development which captures the quality of functions performed by municipalities on the management of the program. We use data for Brazil’s 2008 mayoral elections and apply a regression discontinuity design to control the endogeneity of a woman winning an election to city characteristics. We find no effect of the gender of the mayor on the management of the Bolsa Família program. While in our initial results women leaders appear to have positive effects over management, these results disappear after adding control variables to our regressions

Information Management @ Universities : a model proposal

This communication aims to present the main result of a research in the field of Information Management (IM), acknowledged as a cross-sectional and applied area in Information Science (IS). It is based on a diagnosis made at Portuguese Public Universities, complemented by a more detailed study performed at the University of Porto (U.Porto) involving traditional information services (Archives, Libraries, Documentation Centres and Museums), an area that, in the last few decades, has sustained epistemological and theoretical changes which have impacted on training and investigative models, functional contents and professional profiles, as well as emerging services such as Informatics and the role of IM, that tend to dominate IM in the digital milieu. The info-communicational flow is considered in its several stages and contexts and managed under the concept of information (human and social phenomenon). IM is defined as the study, conception, implementation and development of processes and services related to the info-communicational flow, serving to build implementation models for maximum efficiency and profitability. The prospective vision is embodied in the proposal of an Active and Permanent Information System Management Model (MGSI-AP) for the university

Information literacy in Portugal : A perspective from European Higher Education Area

This paper takes as its general reference the European Higher Education Area (EHEA), whose creation endeavoured an educational approach across all the European Union countries. A new educational model must foresee the development of new skills and information skills constitute one of the most important requirements that university students need in the Information Era. These skills were effectively prioritized in the conception of the European educational model and, consequently, they should have an impact on the teaching-learning process. So, it is important to know and understand how these students are prepared in terms of competences and skills, regarding the access to, use, (re)production, and diffusion of information gathered and applied in different contexts. It is also necessary to establish a connection between training and the acquisition of information skills prior to university, during the university attendance period and at the end of the university degree. This configures a comprehensive approach that will consider the educational context, the students' informational behaviour and their personal and social contexts and demands.An ongoing research project, that supports the present paper, has incorporated these elements and they are positioned at the core of the work. It configures an information behaviour study focused on the issue of information literacy in the current Portuguese and European learning models, the determination of the contextually acquired competences, and the intrinsic abilities to search for and use information. The theoretical-practical model in development will contribute to setting a strategy that will support the effort of Portuguese universities in this field

Multiple telangiectasias in a child

info:eu-repo/semantics/publishedVersio