{"id":40837,"date":"1999-01-01T00:00:00","date_gmt":"1999-01-01T00:00:00","guid":{"rendered":"https:\/\/www.deberes.net\/tesis\/sin-categoria\/la-implantacion-de-la-orientacion-en-la-fuerza-de-ventas-industrial\/"},"modified":"1999-01-01T00:00:00","modified_gmt":"1999-01-01T00:00:00","slug":"la-implantacion-de-la-orientacion-en-la-fuerza-de-ventas-industrial","status":"publish","type":"post","link":"https:\/\/www.deberes.net\/tesis\/ciencias-economicas\/la-implantacion-de-la-orientacion-en-la-fuerza-de-ventas-industrial\/","title":{"rendered":"La implantacion de la orientacion en la fuerza de ventas industrial."},"content":{"rendered":"<h2>Tesis doctoral de <strong> Ines K\u00c1\u00bcster Boluda <\/strong><\/h2>\n<p>Se estudia como los nuevos conceptos desarrollados en el ambito del marketing deben ser entendidos bajo el prisma del vendedor industrial; estableciendose el significado que posee la orientaci\u00f3n al mercado para el mismo y determinandose aquellos factores que pueden condicionarlo. as\u00ed, se efectua una revisi\u00f3n de la literatura mas reciente y relevante relativa a las principales corrientes teoricas preocupadas por diversos temas vinculados con la orientaci\u00f3n al mercado, el marketing de relaciones (compromiso, confianza, y marketing interno), la venta adaptable y determinados aspectos de la direcci\u00f3n de ventas (formaci\u00f3n y sistemas de recompensa). A partir de este marco teorico, se exponen las bases de un modelo explicativo para la implantaci\u00f3n de la orientaci\u00f3n al mercado en la fuerza de ventas industrial, que posteriormente es aplicado al sector de pinturas y barnices para mueble. cabe destacar en la investigaci\u00f3n el analisis y la propuesta de diversas escalas de medici\u00f3n del grado de orientaci\u00f3n al mercado de vendedores y expresas industriales, asi como las implicaciones gerenciales que los resultados ofrecen.<\/p>\n<p>&nbsp;<\/p>\n<h3>Datos acad\u00e9micos de la tesis doctoral \u00ab<strong>La implantacion de la orientacion en la fuerza de ventas industrial.<\/strong>\u00ab<\/h3>\n<ul>\n<li><strong>T\u00edtulo de la tesis:<\/strong>\u00a0 La implantacion de la orientacion en la fuerza de ventas industrial. <\/li>\n<li><strong>Autor:<\/strong>\u00a0 Ines K\u00c1\u00bcster Boluda <\/li>\n<li><strong>Universidad:<\/strong>\u00a0 Universitat de val\u00e9ncia (estudi general)<\/li>\n<li><strong>Fecha de lectura de la tesis:<\/strong>\u00a0 01\/01\/1999<\/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>Enrique Bigne Alca\u00f1iz<\/li>\n<\/ul>\n<\/li>\n<li><strong>Tribunal<\/strong>\n<ul>\n<li>Presidente del tribunal: salvador Miquel peris <\/li>\n<li> Varela gonzalez Jos\u00e9 a. (vocal)<\/li>\n<li>rodolfo Vazquez casielles (vocal)<\/li>\n<li>enrique Martin armario (vocal)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Tesis doctoral de Ines K\u00c1\u00bcster Boluda Se estudia como los nuevos conceptos desarrollados en el ambito del marketing deben ser [&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 center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""}},"footnotes":""},"categories":[82,30877,5099,1302],"tags":[11587,11096,103883,7664,11097,103884],"class_list":["post-40837","post","type-post","status-publish","format-standard","hentry","category-ciencias-economicas","category-direccion-de-ventas","category-marketing","category-organizacion-y-gestion-de-empresas","tag-enrique-bigne-alcaniz","tag-enrique-martin-armario","tag-ines-kaster-boluda","tag-rodolfo-vazquez-casielles","tag-salvador-miquel-peris","tag-varela-gonzalez-jose-a"],"_links":{"self":[{"href":"https:\/\/www.deberes.net\/tesis\/wp-json\/wp\/v2\/posts\/40837","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.deberes.net\/tesis\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.deberes.net\/tesis\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.deberes.net\/tesis\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.deberes.net\/tesis\/wp-json\/wp\/v2\/comments?post=40837"}],"version-history":[{"count":0,"href":"https:\/\/www.deberes.net\/tesis\/wp-json\/wp\/v2\/posts\/40837\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.deberes.net\/tesis\/wp-json\/wp\/v2\/media?parent=40837"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.deberes.net\/tesis\/wp-json\/wp\/v2\/categories?post=40837"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.deberes.net\/tesis\/wp-json\/wp\/v2\/tags?post=40837"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}