Escuela de negocios
URI permanente para esta comunidadhttps://hdl.handle.net/20.500.12640/4148
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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.Ítem Acceso Abierto Business Plan to reconfigure Mediseen INC early strategy(Universidad ESAN, 2019) Salas Cerdeña, Edwin GonzaloEl modelo comercial actual de MediSeen se centra en tener doctores en su plataforma virtual para que realicen visitas a domicilio. Sin embargo, esta estrategia no tiene una propuesta de valor direccionable para los doctores o para la compañía que pueda conducir a un éxito financiero sostenible. Además, existe un grave riesgo de desintermediación, es decir, los clientes recurren directamente a los proveedores de servicios después de la primera transacción a través de la plataforma de Mediseen. Para agravar aún más el problema, MediSeen tiene efectivo limitado y solo puede sobrevivir hasta fines de 2019 sin recaudar capital adicional. MediSeen tiene dos posibles alternativas para abordar estos problemas estratégicos clave. Primero, MediSeen podría desviar su atención de los doctores y limitarla solo al segmento de atención médica aliada, que incluye servicios como masajes, fisioterapia, terapia de yoga, nutricionistas y entrenamiento personal. Al hacer este cambio, la estructura de la comisión también necesitaría ser revisada para reducir el riesgo de desintermediación y mantener a los proveedores de servicios motivados. Al final del año 2019, se deberían lograr un total de 42,000 descargas de aplicaciones, 1,800 consultas y obtener 1,260 usuarios activos, que se traducirán en $ 59,400 de ingresos para hacer viable esta alternativa, y lograr un EBITDA rentable en el año 2020. En segundo lugar, MediSeen podría salir del negocio cerrando sus operaciones. Como la compañía no tiene acreedores, no es elegible para declararse en bancarrota (de acuerdo a la Ley Canadiense). Según los valores de liquidación típicos de los activos, estimamos que el valor de liquidación de MediSeen actualmente es de $ 550,000, lo que representa un retorno de 5.5 ¢ / $ para los inversionistas originales.Ítem Acceso Abierto Lead users method as a source of innovation for E-commerce businesses(Universidad ESAN, 2018) Ramos Meoño, Paola LisbethThe objective of the present study is to demonstrate wheter lead user method is more useful than traditional market research method as a source of innovation for e- businesses. Also, to prepared a contribution about the use of lead user method as a source of innovation in e-business, adding new facts and implications that help to improve the actual knowledge about the topic in order to encourage the best practice in the field. Making an interpretative approach in study field, I could find some answers to my research question. Firstly, main characteristics firms expect a new market research method have in order to apply it for their market researches are the use by recommendation and faster in results. Secondly, the choosing of a market research method, must to generate value through the use of KPI´s and reflected in one of the five dimensions of e-commerce value grid. Finally, even Scholars have developed research studies about lead user method and its application to different kind of business since 80´s, few people had listened to lead user method.Ítem Restringido Easybrewers business plan(Universidad ESAN, 2018) Aller De Las Casas, Gonzalo Felipe; Ortiz Calvo, Rafael EnriqueOur path to acquiring customers while building a community around our brand initiates with creating a true home brewing experience. Educating our customers and potential users through engaging and relevant content-based marketing is the most efficient path to creating value and capturing the attention of our target market as the referential home brewing solution. Easy Brewers is therefore focused on repeatedly providing a growing base of customers initially via the sales of our turnkey brew kit and subsequently with a subscription-based product offer with our rechargeable beer ingredient packs. The latter component of our product offering serving as the reinforcing and experiential portion in the brewing journey. Reaching and enabling our community via online e-commerce is the main channel to access our target customers and simultaneously our retail and craft beer community presence will add to our strategic goals. The combination of both our online and offline interactions with our customers will act as a tool to increase engagement with the specific goal of maintaining a solid rate of retention within our customer base.Ítem Acceso Abierto Business plan : EasyRent, a smooth peer-to-peer virtual platform to lend and/or borrow articles(Universidad ESAN, 2017) Monares Floriano, Estefanía; Napolitano, LéaThe following business plan evaluates the viability of developing virtual platform, website and mobile application that will allow people to share their belongings with their friends and neighbors, in Mexico. The platform is named EasyRent. The service will provide a simple solution to people who are willing to lend or borrow articles in their neighborhood. On the other hand, the idea is to promote a new way of getting access to experiences, to earn and save money and resources; by sharing, instead of purchasing. Also, as a connector between lenders and borrowers, EasyRent facilitates and encourages trustable social rapprochement providing local solutions.Ítem Acceso Abierto Business plan : peer to peer delivery platform(Universidad ESAN, 2016) De Maintenant, Augustin; Giannuzzi, AlexandreThis focus of this business plan is to develop the concept of a peer to peer delivery platform. In order to exploit this business idea, several objectives were identified: a. To determine the potential impact of the sharing economy in developed countries b. To develop the design of the mobile application and the security components c. To develop a business model canvas detailing: customer segments, value proposition, channels, customer relationships, revenue streams, key resources, key activities, key partnerships, and cost structure d. To determine if the French market is attractive for the business e. To research which juridical status is the most adapted for the start-up f.To determine the financial feasibility of the project
