Maestría en Gestión Empresarial
URI permanente para esta colecciónhttps://hdl.handle.net/20.500.12640/3904
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Ítem Acceso Abierto A conceptual frame work for digital marketers in the young parisian target (25-29 years old)(Universidad ESAN, 2019) Lizana Castro, Miguel AngelDigital marketing is evolving day to day and the digital channel is becoming the mainstream interaction space between sellers and potential buyers in a B2C context. Digital marketing, like any other conventional mode of marketing, is intended to interact with consumers and make them commit to what the marketer proposes; influence them and turning them into buyers. Wherever the consumer interacts, there arises the significance of behavioral studies, as the marketer has to align his marketing strategies to interact better with the consumer. The study I am proposing here is aimed to understandand answer the following question: What motivates the consumer to purchase a product or service online? Thereby framing a conceptual model where one can assess the interaction between digital marketing and consumer by different contact dots, and overlapping these dots in order to understand the vice versa flow in the interactions. For that, this paper streams through the various literature that mentions several digital marketing parameters with the key concepts in consumer behavior and motivations. I conducted a survey to Parisians into the age range of 25 to 29, this survey was made with the questions twinning the concepts of digital marketing and consumer motivation, elaborating the hypothesis in accordance with the theory which I had derived out of the literature. That theory functions as the conceptual model that I had proposed and matching with the results of the survey to end with the most influence drivers and ranking them in order to present to digital marketers where they could allocate their resources to have a better rate of conversion and be more efficiency. I had identified the internal and external consumer motivators (derived from the theory) and was able to demine which consumer motivational factors affect the marketer's return in accordance with the purchase decision of the consumer. This conceptual framework that I propose could be used for further studies focusing on more on consumer motivations with other determinants of digital marketing. In addition, this conceptual model could be used in other geographical areas, with another range of ages. For instance, in Peru that currently there is a tendency for B2C companies to migrate to multichannel and omnichannel models, this conceptual framework could be used to understand better the consumer motivations (extrinsic and intrinsic), framing to the target public that the companies would have. It is recommendable to marketers frame and structure the customer portrait with 2 big factors: Demographic and geographic, with those it would be possible apply this conceptual framework and use the variables to conduct the surveys.Ítem Acceso Abierto Relevant factors to take in consideration when applying a collaborative consumption practice in Peru(Universidad ESAN, 2020) Villavicencio Rodríguez, GiovannaHave you ever though on sharing your belongings in order to gain an extra income? Today this is possible thanks to the creation of several digital platforms that allows people to connect in order to obtain what they need. This new phenomenon is known as collaborative consumption and it’s a reality that is changing the way people behave. The term collaborative consumption is defined as an environment where the act of buying and distributing goods or services is made by stablishing a fee or another type of compensation. This practice has three main actors: the digital platform provider, the person who provides the service and the customer, and it’s characterized mainly because it works by the means of the internet. This report explores and defines what could be the potential results when implementing a collaborative consumption practice in Lima-Peru. For this, an exploratory research was conducted in order to stablish which were the main factors to take in consideration when applying this type of practice in the country. Moreover, the study analyzes the information associated with this practice by taking in consideration relevant factors such as the economical, political, social and technological situation of the country in terms of their population insights.Ítem Acceso Abierto Cross border e-commerce adoption drivers, inhibitors and impact In SMEs of the agroindustrial sector(Universidad ESAN, 2020) Córdova Núñez, Luis GabrielThis paper aims to provide insights about the drivers and inhibitors of Cross Border E-Commerce (CBEC) and its impact in the Small and Medium Enterprises in Peru. The research has an exploratory approach based on literature focused on the technological, organizational and environmental factors. Semi structured interviews were designed and conducted in owners of SMEs in the agro-industrial sector. Practical limitations were due to a limited number of companies able to share insights and lack of corroboration with operational workers. Results showed that in the technological context, perceived benefits and compatibility were drivers. Cost of implementation was indistinct. In the organizational context, technology readiness was considered as a driver and firm size an indistinct factor. The environmental context has a significative influence. This project intends to provide entrepreneurs, SMEs representatives and national officers an understanding of factors that influence the adoption of CBEC platforms and identify the implications they have. This has the objective to determine policies to develop competitiveness in international markets.
