Examinando por Materia "Networking"
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- PublicaciónRestringidoAsistencia de investigación: Impactos generados por la sinergia del trabajo en red cooperación internacional entre instituciones de educación superior (IES) tanto públicas como privadas versus al trabajo aislado(Universidad de Ibagué, 2018) Franco Guayara, Juan David; Godoy Hernández, Héctor ErlediThis work, carried out under the research assistance modality, develops the analysis of the impacts generated by the synergy of the work between higher education institutions (IES), both public and private, belonging to the Tolima Grande node of the Colombian Internationalization Network (RCI). In order to analyze the central component of this research, it is necessary to mention the causes that lead to its realization. The International Relations Offices (IROs) are in charge of guiding HEIs in the international sphere, seeking the generation of synergies that facilitate and promote networking, articulation and cooperation, in order to transfer knowledge, experiences and lessons learned in the different contexts where internationalization takes place, through the union of efforts, wills and skills for the facilitation of the international component in a cooperative way in the universities belonging to the node Tolima Grande of the RCI, achieving the creation of a mechanism that generates agreements and strategic alliances promoting academic and research aspects, and in turn, promote the IES in the international field. The investigation of the impacts generated by the synergy of networking was carried out in the interest of knowing the most favorable position of networking as opposed to isolated work in the HEIs belonging to the node Tolima Grande, Caquetá and Amazonia. This made it possible to identify the impacts generated on social, economic, educational and cultural factors.
- PublicaciónAcceso abiertoCapacidades dinámicas de marketing en la estrategia de distribución internacional(Universidad de Ibagué, Universidad de Valencia., 2020) García Ortiz, Paula Andrea; Calderón García, Haydée; Roa Vivas, Nidia
- PublicaciónSólo datosDynamic marketing capabilities as drivers of international channel integration: is this true for Latin American SMEs?(Qualitative Market Research, 2021-08-24) García Ortiz, Paula Andrea; Calderón García, Haydée; Fayos Gardó, Teresa; Roa Vivas, NidiaPurpose This paper aims to determine the relationship between dynamic marketing capabilities (DMCs) and the integration of distribution channels of exporting companies from Latin American (LATAM) countries and how this relationship will impact the international development of a company. Design/methodology/approach This qualitative study uses the explanatory multiple case approach of Yin (2011) to test the research questions, revise existing theories and establish causal relationships from semi-structured interviews that were applied to 15 Peruvian and Colombian companies. To analyze qualitative data and ensure credibility, the authors applied six stages of Sinkovics and Alfoldi’s (2012) methodology. For analysis, computer-based qualitative software was used. Findings The study reveals the following: a set of specific DMCs that effectively help agro-food companies generate synergy with their intermediaries to launch their first international ventures; a better understanding of how the market orientation as a DMC is, rather than a multi-dimensional organization which mediates other marketing processes; the impact of DMCs in channel integration that changes with respect to agents and distributors. Producers and distributors developed networking, market adaptation and innovation capabilities. At the same time, agents also developed market orientation capabilities to provide relevant product information, manage transactions and fulfill orders without regard to market adaptation capabilities. Research limitations/implications Qualitative methodology was applied, limiting the generalization of the findings. The authors also emphasized the initial stages of internationalization without considering other advanced processes that could be useful for larger LATAM companies, which operate in different foreign countries and manage multiple channels. As a result, this study lays the foundation for establishing a model that will enhance a quantitative measurement to support the findings. Practical implications This study illustrates specific marketing techniques that are useful to better identify and coordinate intermediaries, especially agents and distributors to ease their internationalization processes. The research also provides a framework for marketing managers to leverage the DMCs developed by the different actors of the distribution channel, as well as, obtaining positive outcomes in communication, information on products and services, transactions and customer service functions. Finally, managers and professionals can find a methodology to evaluate how DMCs can be developed to optimize their internationalization processes through the integration of the main channel functions. This will broaden their vision on the usefulness and scalability of this type of dynamic capabilities in key business processes for the generation and sustainability of competitive advantages. Social implications If producers identify DMCs, they will promote ethical business practices that may reduce their vulnerability and risk with more experienced international intermediaries. This leads to favoring the socio-economic equity of the territories with traditional economies in which they operate. Originality/value The study provides a set of DMCs that influence the functions of distribution channels and favors international processes in small and medium enterprises which then offer a better understanding of the definition and applicability of this construct in the agro-food sector in LATAM. This study also gives a structural perspective to determine which functions of the distribution channel should be integrated and how depending on the type of intermediary (agents and distributors).
- PublicaciónSólo datosIndagare No. 8(2020-12-18) Cupajita Rodríguez, Laura; Espinosa, Natalia; Duque, Claudia Alejandra; Sánchez, Frank; Muñoz, Edgar; Gutiérrez Abella, Sandra; Sánchez Rubio, Yenny Marcela; Zabala Hernández, Mauricio; González Cuéllar, Brenda; Rodríguez-Clavijo, Diana Marcela; Guzmán-Patiño, Leidy Camila; Puerta-Cortés, Diana Ximena; Castiblanco Hernández, Laura Natalia; González-Santos, Bianda Jeni; Torrente Rocha, Juan José; Manzano Arrondo, Vicente; Rodríguez Morilla, María del Carmen; Zabala Sandoval, Juan David; Martínez Torres, Oscar Andrés; Cruz Bustamante, Luisa Fernanda; Velandia Silva, César Augusto; Forero Machado, Sergio Andrés; Ciro Torres, Juanita; Zuluaga Villermo, Juan Guillermo; Peñaloza Kairuz, Eduardo; Kaffure Ruiz, Carlos Augusto; Peñaloza Farfán, Lady Johanna; Sanabria Gómez, Hans; Salguero Londoño, Blanca Myriam; Bríñez Varón, Diego Mauricio; Doughman, Richard; Barrero Arciniegas, Humberto Alejandro; Roa Vivas, Nidia; García Ortiz, Paula Andrea; Calderón García, Haydée; Fayos Gardó, Teresa; García León, Andrés A.; González Villanueva, Dayanne A.; Martínez Higuita, Juliana; Torres Tapia, William Fernando; Vargas Castro, Sandra Bibiana; Campo Torres, William José; Forero Hernández, Carlos F.; Arana Guaraca, Paula Yulieht; Yate Vela, Luisa Fernanda; Viña Franco, Anguy Yhulieth; Quimbayo Pinilla, John Edinson; Obando R., Aida Astrid; Aldana, Yeison Alejandro; Cárdenas Cadena, Valentina; Oliveros Lozada, Adriana Lucía; Cabezas Mora, Adriana Marcela; Alba Sanabria, Sandra MilenaThis 2020, we present to you issue eight of Indagare magazine, the scientific dissemination instrument of Universidad de Ibagué. For this occasion, we have selected fifteen reports of projects developed within the framework of the following Research and Transfer Programs (RTPR): Education and well-being for comprehensive human development, Inclusive and sustainable regional development, Conservation and eco-efficient use of natural resources and environment, and Industry of high added value and world-class services. In addition, Indagare magazine has decided to grant a space to those who have started on the path of academic writing, a space dedicated to recording teams and research groups experiences from Universidad de Ibagué.
- PublicaciónSólo datosEl rol de las capacidades dinámicas de networking en la internacionalización de pymes latinoamericanas(Ediciones Unibagué, 2020-12-18) Roa Vivas, Nidia; García Ortiz, Paula Andrea; Calderón García, Haydée; Fayos Gardó, TeresaLatin American SMEs hardly evince significant internationalization experiences due to their limited knowledge, resources, and relationships with strategic intermediaries. The challenge is to generate cooperation between all partners and conduct the appropriate combination that allows integrating the international distribution channel. The aim of this research has been to identify those specific dynamic networking capabilities necessary for the development of the distribution strategy, and thus, promote the internationalization processes of Latin American SMEs. The results show that managers identify, develop and strengthen their relationships with international distributors and agents, which ultimately allow them to enliven their internationalization process and overcome their organizational severity.