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Master's Dissertation
DOI
10.11606/D.18.2001.tde-02102015-110008
Document
Author
Full name
Eloi Sartori
E-mail
Institute/School/College
Knowledge Area
Date of Defense
Published
São Carlos, 2001
Supervisor
Committee
Rentes, Antonio Freitas (President)
Azevedo, Paulo Furquim de
Cazarini, Edson Walmir
Title in Portuguese
Instrumentos para monitoramento da gestão econômica de preços dinâmicos: uma contribuição para o aumento da competitividade das empresas comerciais
Keywords in Portuguese
Competitividade
Curva de oferta
Custo-volume-lucro
Custo-volume-margem
Flexibilização de preços
Gestão econômica de preços
Margem de contribuição
Preços dinâmicos
Relacionamentos
Abstract in Portuguese
Cada vez mais, a competividade fortalece a filosofia de administração empresarial baseada na orientação para o cliente e para o lucro. A busca de novas formas de relacionamento com os clientes requer instrumentos que possam personalizar inclusive os preços que compõem a equação de valor de cada um. O que temos visto, na prática, são ações que não consideram a dinâmica das forças do mercado, representada pelas curvas de oferta e demanda, e por isso expõem a organização ao risco de propor um processo de troca que não atenda ao preceito de que deve beneficiar tanto o vendedor quanto o comprador, como fator mais importante para a manutenção de um relacinamento de longo prazo. Os instrumentos apresentados como equações matemamáticas, pretendem viabilizar a adoção de forma monitorada com os objetos da gestão econômica. Como benefício complementar, os intrumentos por requererem regras claras, objetivas e bem delimitadas para os processos de negociação, permitem compartilhar de maneira justa, a responsabilidade sobre o atingimento dos resultados através de transações comerciais.
Title in English
Tools for monitoring economic management dynamic prices: a contribution to increase the competitiveness of business of commercial companies
Keywords in English
Competition
Contribution margin
Cost-volume-margin
Cost-volume-profit
Dynamic pricing
Economic management of prices
Flexible prices
Relationships
Supply curve
Abstract in English
Competitiveness fortifies the entrepreneurial management philosophy that prioritizes more and more, customers and profit. The search for new relationship between companies and customers requires appropriate tools to even, embody the prices that composes the equation of value. We have noticed according to the procedures, actions disrespecting the dynamic of market forces, represented by supply and demand curves and, as a consequence, the companies can be involved in a trading process that can not serve neither the seller nor the buyer, damaging the relationship in the long run. The algorithms presented as mathematical equation aim at enabling the approval of the dynamic prices in trading processes to support their own flexibility in a controlled way that is connected to the goals of the economic management. As a complementary benefit, the algorithms require clear, delimitative and objective rules for the dealing processes and make possible sharing in a fair way, the responsability for the achievement of the results through the trading negotiations.
 
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Publishing Date
2015-10-02
 
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