• Análisis comparativo de las estrategias de internacionalización de las empresas Belcorp y Yanbal International en Colombia, México y Estados Unidos en los últimos 5 años y su influencia en el sector femenino

      Couz Fernandez, Alberto del; Jamanca Orellana, Josefina Paola; Rospigliosi Mendoza, Marcela Stephany (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      El presente Trabajo de Suficiencia Profesional consiste en analizar comparativamente las estrategias de internacionalización de las empresas multinacionales Belcorp y Yanbal International en Colombia, México y Estados Unidos en los últimos cinco años. A su vez, pretende demostrar la influencia positiva de estas dos empresas peruanas en la población femenina al brindarles una serie de beneficios y oportunidades que las ayudan a mejorar su calidad y estatus de vida. En el capítulo I, se detallará la presencia de Belcorp y Yanbal International, en los países antes mencionados, y se describirá la influencia y beneficios que otorgan al sector femenino. En el capítulo II, se planteará el tema que pretendemos analizar y se mencionarán los objetivos. En el capítulo III, se presentará la metodología. En el capítulo IV, se detallarán las estrategias de internacionalización y se mostrarán cuadros estadísticos sobre las ventas y participación de mercado de ambas empresas en los últimos cinco años. Además, se describirá la influencia positiva al sector femenino. En el capítulo V, se realizará el análisis y comparación de las estrategias de internacionalización. Por último, se realizarán las conclusiones y recomendaciones de los resultados del presente trabajo.
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    • Análisis de los factores que determinan la oferta y la demanda de gasoholes en sus versiones de 84, 90 y 97 octanos en el mercado peruano entre los años 2012 y 2015

      Arrieta Quispe, María del Carmen; Fonseca Zumaeta, Joselyne Marilia; Martínez Mota, Ashley Isabel (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      The industry of hydrocarbons is one of the most representatives in national economy. In Peru, this sector is characterized by being an oligopolic market where producers and importers have a high power of influence, the fixation of domestic prices depends on the international price of oil, the production and refining process is strongly concentrated in few companies, and, in compliance with internal laws and regulatory bodies, the different segments of this industry usually presents entry barriers that include high costs of installation and develop of technology. All of these characteristics influence in the price of liquid fuels and in the demand and supply of these. For the analysis of the influence of these factors on supply and demand we will take the case of gasoholes in Peru. In this sense, the determinants of demand will be analyzed using the linear regression model: Ordinary Least Squares (OLS), which will help us to measure the influence of the multiple variables to be used in price fixing. On the other hand, in the case of the determinants of supply, a qualitative analysis of the sector will be carried out. Here, we will see the influence of the price of crude oil on the supply, also, we will see the barriers of entry regarding competitors and importers and we will show the influence of the normativity in the development of technology and the pressure of external agents.
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    • Aplicación de modelo de programación dinámica para la asignación de recursos del área de fuerza de ventas de la empresa Total Potentials

      Bouillón Sardon, Adolfo; Gil Vasquez, Sharon Fiorella; Llave Moreno, María Alexandra; Munive Casallo, Jean Carlos (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      This Work of Professional Sufficiency (TSP, in Spanish), evaluates the possibility of optimizing the process of assigning human resources, specifically, on the sales force through a dynamic programming model with the Purpose of maximizing the profits of Total Potentials, which is dedicated to providing professional training courses in Peru and Colombia. From the information provided, a matrix database has been generated with relevant variables that do not allow the programming model based on gross profit to be realized. After having the database of the criteria, we proceeded to calculate the initial table with which the dynamic programming was modeled with the backward recursion. Once the model was executed, it was determined that the sales area of Total Potentials have not another method for assigning resources that the management judgment, which does not optimize the company's profits. Therefore, according to the results obtained, the TSP pretends offer a strategy of optimization of sustentation based on a consistent method.
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    • La comunicación como elemento sustancial en el proceso de negociación de teleatento del Perú SAC. Dos casos de estudio: Alicorp y el Banco Financiero del Perú. Desafíos y opciones

      Mera Gómez, Teresa; Macedo Reyes, Cyndi Brigitte; Romero Salvador, Vanessa Rocío; Vásquez Chang, Eduardo André (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      In this work we seek to identify and analyze the impact of the communication in Teleatento del Perú SAC negotiations with its clients in order to know the way they communicate each other, under what criteria they are developed, as well as the problems that can be showen during this process. To do this, the qualitative research method was used, where a survey was applied to the manager and head of the commercial area of the company to know how they conduct their negotiations, in order to analyze the results and propose alternatives for improvement if would it be possible. We also used bibliographical and online sources that supported this study and provided tools to have a better picture. With all of this, it was identified that the company negotiates based on its experience and the needs of its clients, which is not optimal, taking into account the complexity of its client portfolio. For this reason, it’s important to have guidelines that allow the management of the communication to carry out the negotiations and structure the process of the same, to make an exhaustive investigation prior, to set the objectives of the parties, to take into account the forms of communication verbal and non-verbal aspects that are key during the process, as well as having specialized personnel in the topics to be dealt with in order to avoid problems in the negotiations, if it is necessary, to propose mutually beneficial improvement alternatives to close successful agreements and maintain future relations.
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    • Creación de valor basado en el ecoturismo como modelo de negocio para empresas del sector hotelero: un caso de estudio del grupo Inkaterra años 2008 – 2015

      Trujillo Fajardo, Ricardo Waldir; Lorenzo Galarza, Rafael Antonio; Martinez Torres, Janet Katherine (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      In this time of saturation and increasing competitiveness, the success of destinations and products has caused deep and constant changes in the tourism sector, related to negative impacts on natural resources, communities and low innovation. Therefore, alternative tourism is taken as a point of departure, referring to travel alternatives that tend to deviate from the characteristics of mass tourism and the hotel sector, being a relevant sector in the contribution of tourism. Based on the above, we propose the ecotourism as a new business model, being the element of differentiation and therefore a new threshold of development for the value creation in companies of the hotel sector. Therefore, this research work seeks to understand "How can companies in the hotel sector can create value by positively influencing their environment?" This is based on the development of a case study by the Inkaterra Group, a company recognized as a pioneer in ecotourism. Study that will have as reference the period 2008 to 2015. For the development of the study case, we have use two tools: the business model CANVAS and surveys to the stakeholders of the company, also to these tools have been conformed by the theoretical framework, which will expose theories related to ecotourism, sustainable management, innovation, Corporate social responsibility and interest groups, as well as greater support for the research work. Everything with the purpose to show how the Inkaterra Group creates value based on ecotourism as a business model for the years 2008-2015.
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    • Evaluación y formulación de un nuevo canal de atención para la Financiera Credinka: banca móvil

      Zilberman Fleischman, Jack; Condori Riega, Gary Marcel; Ojeda Ramirez, Cynthia Lizet; Quispe Huapaya, Lesly Del Carmen (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      Se aborda de manera puntual la evaluación y formulación de una propuesta preliminar para un nuevo canal de atención para la Financiera Credinka vía banca móvil. La investigación y evaluación de este nuevo servicio es en base a técnicas exploratorias, información interna, entrevistas a especialistas y entrevistas grupales a clientes. La finalidad del empleo de estas técnicas de investigación cualitativa es poder desarrollar el método del lienzo para este canal de atención; y a su vez, determinar si su ejecución lograría cumplir con los objetivos propuestos, que son: el incremento de las transacciones, la fidelización de clientes y la validación de los clientes del uso este nuevo servicio. Los smartphones actualmente se han convertido en herramientas indispensables para la organización y la realización de diversas tareas, por lo que cada vez, más prestadores de productos y servicios se adaptan para interactuar con sus clientes y usuarios a través de estos a nivel internacional y local. El sector bancario peruano no ha sido ajeno a este fenómeno y diversas instituciones han desarrollado aplicaciones para los dispositivos móviles, permitiendo a sus clientes realizar diversas operaciones en un entorno seguro y confiable.
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    • Influencia de la cultura organizacional en la imagen corporativa de una empresa textil peruana

      Senmache Sarmiento, Ana Elena del Carmen; Aliaga Huapaya, César Humberto; Díaz Bracamonte, Luis Rafael; Ibáñez Carrera, Mayra Alejandra (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      This research aims to demonstrate the relationship between the Organizational Culture of a company and the Corporate Image, as well as the influence of Culture on the Corporate Image. In order to achieve this objective, a textile company dedicated to the manufacture and marketing of baby clothing was used as a field of study. The work consists of the following structure: Chapter I details the previous studies, basically explaining the theory regarding Organizational Culture, Corporate Image and the Textile Sector in Peru. In Chapter II, the Research Plan is detailed, consisting of the problem, the hypotheses and the objectives. In Chapter III, the methodology used to gather information is explained, while Chapter IV proceeds to the development of the information, explaining the situation of the company and the industry. Chapter V then analyzes the information obtained through surveys, observations or other information. Finally, we present the conclusions and recommendations reached by means of the present investigation.
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    • Modelo de programación lineal entera para mejorar la productividad del proceso de obtención y procesamiento de la goma de tara de industria Nativa S.A.C.

      Bouillon Sardon, Adolfo Gabriel; Julca Lafora, Georgina Milagros; Malca Quispe, Ana Karina; Saravia Candiotti, Janiss Mercedes (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      This professional sufficiency investigation work, seeks to establish a integer linear programming model to improve the productivity of the process of obtaining and processing Tara Gum for Industria Nativa S.A.C. company. Industria Nativa S.A.C. is a peruvian company whose business is the manufacture of grain mill products, being one of the main agricultural products sold by them the Tara Gum. The company currently has an antique Comprehension Air machine that polluter part of the production of Tara Gum, limits the amount on kilos they should get and waste more energy, which is reflected in the company expenses and reduces the utility that could be obtained from the product. That is why according to the analysis of the different variables of the case, in the research we used the integer linear programming model through the Simplex Method with the aim of proposing a model to help optimize the productivity of tara gum, being a fundamental part of this improvement, and according to the financial analysis of the company, using two shifts in production. Using the integer linear programming, variables and constraints used in its formulation, quantitatively demonstrates the benefits of the model, which will be reflected in the financial statements of the company.
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    • Principales factores que propician las buenas prácticas de gobierno corporativo en la gestión de una empresa de servicios. Caso Telefónica del Perú S.A.A. 2010 – 2015

      Trujillo Fajardo, Ricardo; Lazo Hurtado, Leslie; Ramón Astocóndor, Luz Fidencia; Salazar Huayna, Abel (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      This thesis analyzes and evaluates the main factors that favor good corporate governance practices in the management of a service company. Case of Telefónica Del Perú S.A.A. 2010 - 2015. For this study, a qualitative research was defined based on the analysis of in-depth interviews with key managers of various areas of the company, as well as a detailed evaluation of the annual reports and reports issued by Telefónica. The analysis resulted in 4 key factors that promote good corporate governance practices: Transparency, all employees of the company without distinction of charge are aware of the key decisions made by the company. Information is transmitted both horizontally and vertically; Procedures Manual, the working places have process manuals. Senior managers meet from time to time with human resources in order to prepare the profiles and manuals; Corporate Responsibility, Telefónica has one of the most important foundations in the country, Telefónica Foundation, which has volunteers that perform various activities to support the community, and, Work Climate; the company has been carrying out important programs that benefit and motivate its employees over the years. It is also part of the GPTW. It is worth mentioning that these factors have been clearly evidenced by the respondents and supported by the figures detailed in the annual reports. Also, these factors have led Telefónica to be one of the great companies of the country with good corporate governance, such that in recent years it has issued corporate governance reports and in 2015 was considered by the Lima Stock Exchange as one of the companies in the country that was part of the corporate governance index.
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    • Propuesta de iniciativa turística: Ñan Challwaq – recorriendo la ruta del pescado

      Zilberman Fleischman, Jack; Acha Schiappa-Pietra, Gerardo; Cáceres Murga, Miguel; Cano Vargas, Eric (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      La siguiente investigación cualitativa utiliza el método del caso como abordaje exploratorio para identificar la propuesta de valor más adecuada para una empresa de turismo alternativo que busca abrirse un nicho de mercado en el Cusco. Ésta agencia de turismo innovadora y especializada generará valor atendiendo la creciente demanda por experiencias de aventura y vivenciales, implementando la ruta de trekking que conectará Cusco con Puerto Inka, denominada Ruta del Pescado “Ñan Challwaq”. Partimos de la definición de conceptos y teoría de la administración empresarial utilizada. A esto se sumará un análisis situacional, el cual incluirá un FODA del sector, vital para entender por qué ésta propuesta de negocio es una oferta interesante y con potencial en la coyuntura actual, en la que una creciente demanda por opciones de turismo alternativo, novedoso y alejado de las masas se encuentra alineado con un Gobierno interesado en desarrollar el sector turismo, como una de las prioridades hacia el 2021, invirtiendo en infraestructura y promoción. La investigación se basa en diversas fuentes bibliográficas, entrevistas a profundidad y observación de campo, como herramientas que nos permitirán formular nuestra propuesta de valor bajo la metodología de las 4Ps del Marketing Mix y posteriormente cuantificar el mercado potencial que se podría captar. Los resultados son auspiciosos, ya que muestran que con lograr un 6% de penetración del mercado potencial, operaríamos al 100% de nuestra capacidad inicial. Habiendo calculado la demanda y con el objetivo de constatar la viabilidad y tiempo de retorno de la inversión del proyecto, se hará una evaluación financiera, detallando y revisando los principales costos, gastos e ingresos que obtendría la futura empresa. Además, se detallarán otros aspectos importantes para la viabilidad de la misma. Cabe resaltar que este es un estudio preliminar, que debe ser ampliado y complementado.
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    • Redireccionamiento estratégico de la tienda por departamento Paris, análisis de la apertura en el Jockey Plaza

      Huamán Pulgar, Laura; Güimack Flores, Luz Estefanía; Moquillaza Cuadra, Elisa Karina; Olivas Maldonado, Juan Diego (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      The present work of professional sufficiency consists of the development and analysis of the situation of the department store PARIS, its external and internal environment and the opening in 2016 of its store in the Jockey Plaza. Being thus in showcase with the main department stores of Perú. For the development and analysis of this work has been used four management theories that evaluate and weigh the environment and variables in favor or against PARIS. Primary sources such as interviews and secondary sources as data available on the web were resorted. As well as bibliography of the management theories for the development. The main conclusions result in a correct strategy on the part of PARIS in the opening of the Jockey Plaza store. This because it has the internal capacities developed to support this new target audience, the socioeconomic “A” sector, to which they are directed in the Jockey Plaza. It is also considered that the work in question will be a contribution to the discipline of administration, since it could be used as a case of study and be taken by new companies that wish to have a model or guide of an evaluation and a strategic redirection.
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    • Responsabilidad social empresarial en el sector cerámico. La gestión de la RSE como medio de maximización de la productividad y rentabilidad en las empresas certificadas con ISO 9001 y Basc. Análisis de una empresa local durante el período 2015-2016 Caso: Cerámica Lima S.A. - CELIMA

      Ueyonahara Matzumoto, Jorge A.; Hurtado Carrasco, Alvaro; Velásquez Flores, Cristian; Martinez, Juan José (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      The present investigation was based on the management of Corporate Social Responsibility (CSR) as a means of maximizing productivity and profitability in companies certified with ISO 9001 and BASC in the ceramic sector of Peru using the case study of the company CERÁMICA LIMA SA (Celima). Also, it could be observed that the real problem is that in Peru organizations are handling correctly the CSR and the demonstration of evidence that there is no company of the ceramic sector that reality. Therefore, the research problem was solved by using the benchmarking tool to the leading companies in the Latin American ceramic market, in order to be able to collect the best Social Responsibility practices and analyze their implementation in Celima. Finally, research results suggest that the application of appropriate CSR management optimizes the value chain, which maximizes productivity and profitability for companies that have certificates such as ISO 9001 and BASC.
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    • Responsabilidad social empresarial en el sector financiero. Análisis de una empresa local a través del benchmarking de 3 empresas extranjeras en buenas prácticas en la gestión de equidad de género, durante el periodo 2014-2016

      Ueyonahara Matzumoto, Jorge Antonio; Beltran Suito, Daniela; Quintana Balarezo, Eduardo Rodrigo; Hidalgo Gstir, Kristian Olaf (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      In the Peruvian financial sector we find institutions that state to have a CSR policy in their actions; but we question whether these policies are part of a planned strategy focused on sustainability. To this we add the fact that the financial sector is a sector typically led by the male gender. Therefore, as part of a corporate social responsibility management, we consider it important to analyze gender equity practices of relevant banks in the matter of gender equality, to propose some of them that should be implemented in Scotiabank Peru. In order to determine the banks from which the benchmark would be carried out we used the Annual RobecoSAM Sustainability Report of 2016, which presents and ranks the best institutions in practices of corporate social responsibility. Subsequently, the annual reports of each bank were also reviewed. Specialized bibliography was reviewed for the subjects of benchmark, corporate social responsibility, diversity and inclusion, financial sector practices and gender equity. It was found that while Scotiabank Peru promotes some initiatives with which it seeks to promote gender equity within its organization, these are not part of a long-term diversity strategy. For this reason, we propose that the bank should implement two proposals: the establishment of a clear objective of women in management throughout the organization that would lead the creation of a plan with practices, and the creation of a community of women to foster gender equity, and focus on the empowerment of women.
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    • Viabilidad de la creación de una empresa recicladora y trituradora de llantas en desuso para su comercialización en el mercado peruano

      Senmache Sarmiento, Ana Elena del Carmen; Llanos Pomaleque, Julissa Estefani; Luján Salas, Susan Mayté; Ponce Zubillaga, Melissa Nataly (Universidad Peruana de Ciencias Aplicadas (UPC), 2016-12-01)
      The project consists in measuring the viability of generating a business opportunity on a large demanded local activity, based on researching, analyzing and developing the tire recycling market for diverse purposes such as: synthetic grass, asphalt industry, among others with a large Demand in the Peruvian market. Firstly, the study is based on a compilation of statistical data from primary sources, such as interviews, and secondary sources like books and market research. The information will allow us to analyze and measure how the tire market development, its growing volumes, potential suppliers, and other indicators that prove the viability of the project. In addition, the conducted investigation was based on the information that has been carried out is mainly with the information obtained from the interviews with the potential suppliers, retreading companies, in order to Determine the real supply capacity of raw material for the existing demand of crushed rubber Thirdly, it was investigated the requirements and certifications needed in order to constitute this tire recycling company, that have been revised, for its shredding and commercialization of the resulting product, and measured the favorable environmental impact that would lead to the realization of this project. Finally, the financial analysis contemplates investments required for the start-up of the company and the return on investment to determine from which year the company will begin to generate profits. In addition, it outlines the strategies that can be envisaged to achieve the sustainability objective of the organization and some recommendations are made. Thus, the present research project determines the viability of the business and its execution in Metropolitan Lima.
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