Título: | IT SOLUTIONS COMMERCIALIZATION: SYNTONY DEGREE IDENTIFICATION, AMONG CUSTOMERS AND VENDORS VISIONS,THAT MOTIVATES THE COMMERCIALIZATION OF TECHNOLOGICAL SOLUTIONS | ||||||||||||||||||||||||||||||||||||
Autor: |
ULISSES CHAGAS DE SOUZA |
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Colaborador(es): |
JORGE FERREIRA DA SILVA - Orientador |
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Catalogação: | 17/SET/2010 | Língua(s): | PORTUGUESE - BRAZIL |
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Tipo: | TEXT | Subtipo: | THESIS | ||||||||||||||||||||||||||||||||||
Notas: |
[pt] Todos os dados constantes dos documentos são de inteira responsabilidade de seus autores. Os dados utilizados nas descrições dos documentos estão em conformidade com os sistemas da administração da PUC-Rio. [en] All data contained in the documents are the sole responsibility of the authors. The data used in the descriptions of the documents are in conformity with the systems of the administration of PUC-Rio. |
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Referência(s): |
[pt] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/ETDs/consultas/conteudo.php?strSecao=resultado&nrSeq=16291&idi=1 [en] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/ETDs/consultas/conteudo.php?strSecao=resultado&nrSeq=16291&idi=2 |
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DOI: | https://doi.org/10.17771/PUCRio.acad.16291 | ||||||||||||||||||||||||||||||||||||
Resumo: | |||||||||||||||||||||||||||||||||||||
This work aims to identify the syntony degree, among clients and vendors visions,
that motivates the commercialization of technological solutions, with regard to the
main decision attributes. This study hopes to contribute for a better understanding,
regarding what the medium and large companies seek to, when acquiring
technological solutions, confronting with what vendors consider more important,
when offering their solutions. Along the work, we search initially for doing a brief
approach about information technology, conceptualizing it, trying to identify its
application, highlighting to follow, the current importance of governance, for
adoption of the IT in companies. Additionaly it presented the information
technology value in the corporative world, exploring its utilization in the
organizations and treating some metrics used to measure the return over the
investments. The behavioral aspect also is analyzed, covering corporative buyer
and corporative salesman´s behavior, in the commercialization process of
technological solutions. Finally, to identify the common attributes that form the
customers and vendors visions, it used focus groups, with corporative buyers and
IT solutions suppliers. Like result, they identified eight main attributes: Strategic
alignment, cost, corporative structure, need understanding to business, mark,
references, relationship and risk. Soon after was performed field research with 99
(ninety nine) executives representing buyers and vendors. The multivariated
analysis of the data (conjoint analysis) allowed the main convergences
identification among studied segments, comparing customers and suppliers
visions.
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