{"id":18135,"date":"2002-05-07T00:00:00","date_gmt":"2002-05-07T00:00:00","guid":{"rendered":"https:\/\/www.deberes.net\/tesis\/sin-categoria\/gestion-de-clientes-en-la-empresa-a-traves-de-la-gestion-del-valor\/"},"modified":"2002-05-07T00:00:00","modified_gmt":"2002-05-07T00:00:00","slug":"gestion-de-clientes-en-la-empresa-a-traves-de-la-gestion-del-valor","status":"publish","type":"post","link":"https:\/\/www.deberes.net\/tesis\/ciencias-economicas\/gestion-de-clientes-en-la-empresa-a-traves-de-la-gestion-del-valor\/","title":{"rendered":"Gesti\u00f3n de clientes en la empresa a trav\u00e9s de la gesti\u00f3n del valor"},"content":{"rendered":"<h2>Tesis doctoral de <strong> Luis Javier Ceballos Diez <\/strong><\/h2>\n<p>La necesidad por orientar la empresa hacia el mercado est\u00e1 otorgado a la figura del cliente un papel hasta ahora desconocido. La lucha por ofrecer el mejor servicio con la mejor calidad-precio en cualquier lugar y en el menor tiempo ha convertido la gesti\u00f3n de clientes en una filosof\u00eda de gesti\u00f3n exigida por el mercado para garantizar el \u00e9xito empresarial. ya no es suficiente con conseguir una venta sino que los nuevos objetivos de gesti\u00f3n se dirigen hacia el seguimiento de todo el proceso previo y posterior a dicha venta, y a mantener una relaci\u00f3n comercial duradera y rentable.  asimismo, el entorno emergente de nuevas tecnolog\u00edas asociadas a la sociedad de la informaci\u00f3n incrementa la competencia al aparecer nuevos canales de venta en los que el \u00fanico argumento posible es el de ofrecer un valor a\u00f1adido superior al del resto del mercado. La m\u00e1xima de detectar las necesidades de cada cliente y de ir por delante de \u00e9l, obtiene su m\u00e1xima expresi\u00f3n en el b2b (business to business) y el b2c (business to consumer), sin olvidar otras expresiones con la misma idea b\u00e1sica b2a (business to administration), b2m (business to movile). Se abre un nuevo entorno competitivo para las organizaciones en el que se deber\u00e1n adoptar procesos de mejora continua que fomenten la innovaci\u00f3n en busca de la creaci\u00f3n de valor orientado al cliente.  los objetivo que se persiguen en la tesis son:  a,- facilitar a la organizaci\u00f3n una herramienta de direcci\u00f3n estrat\u00e9gica basada en el orientaci\u00f3n al cliente.  b,- mejorar el enfoque que las din\u00e1micas de mejora continua en las empresas (desde la perspectiva del cliente).  c,- facilitar a los profesionales un proceso de an\u00e1lisis y decisi\u00f3n sobre las causas del \u00abgap\u00bb entre el producto o servicios esperado y el percibido.<\/p>\n<p>&nbsp;<\/p>\n<h3>Datos acad\u00e9micos de la tesis doctoral \u00ab<strong>Gesti\u00f3n de clientes en la empresa a trav\u00e9s de la gesti\u00f3n del valor<\/strong>\u00ab<\/h3>\n<ul>\n<li><strong>T\u00edtulo de la tesis:<\/strong>\u00a0 Gesti\u00f3n de clientes en la empresa a trav\u00e9s de la gesti\u00f3n del valor <\/li>\n<li><strong>Autor:<\/strong>\u00a0 Luis Javier Ceballos Diez <\/li>\n<li><strong>Universidad:<\/strong>\u00a0 Cantabria<\/li>\n<li><strong>Fecha de lectura de la tesis:<\/strong>\u00a0 05\/07\/2002<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h3>Direcci\u00f3n y tribunal<\/h3>\n<ul>\n<li><strong>Director de la tesis<\/strong>\n<ul>\n<li>Jos\u00e9 Mar\u00eda Diaz Perez De La Lastra<\/li>\n<\/ul>\n<\/li>\n<li><strong>Tribunal<\/strong>\n<ul>\n<li>Presidente del tribunal: adolfo Blanco mart\u00ednez <\/li>\n<li> Castresana ruiz-carrillo Jos\u00e9 ignacio (vocal)<\/li>\n<li>Manuel Ortigueira bouzada (vocal)<\/li>\n<li>claudio P\u00e9rez l\u00f3pez (vocal)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Tesis doctoral de Luis Javier Ceballos Diez La necesidad por orientar la empresa hacia el mercado est\u00e1 otorgado a la [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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