Rony Ubdiel Castillo Castillo - Academia.edu (original) (raw)
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Papers by Rony Ubdiel Castillo Castillo
Estudios de Administración, 2017
Treinta años han transcurrido desde los autores Anderson y Oliver publicaron su artículo seminal ... more Treinta años han transcurrido desde los autores Anderson y Oliver publicaron su artículo seminal que analizó las perspectivas de Sistemas de Control de Ventas. El presente artículo aprovecha el aniversario de su publicación para proponer una perspectiva actualizada de análisis, que complementa la investigación original con fundamentos teóricos asociados a los actuales desafíos del campo, aportando con Teorías adicionales (Teoría de Redes y de Dependencia de Recursos) y contemplando además los enfoques de Orientaciones al Cliente y Ventas (SOCO) y los tipos de ventas a personas como a empresas, pues por sus características también tienen un efecto en los sistemas de control de ventas aplicados en la actualidad. El artículo contribuye con 23 proposiciones teóricas asociadas a la naturaleza y procesos de control de los vendedores. Este concluye que no existe un sistema de control único para las firmas, pues las ventas se desarrollan en ambientes contingentes, situacionales y organizaci...
Tec Empresarial, Aug 5, 2019
Role oh the disposition to technology in the evaluation of tangible and non-tangible elements of ... more Role oh the disposition to technology in the evaluation of tangible and non-tangible elements of after sales services SERVICIOS POSVENTA The after-sales services have been acquiring a preponderant role for the generation of results for the companies and the client's satisfaction, being relevant the understanding of different aspects of their management in order to have a continuous improvement of their performance. Based on these services, the present quantitative research conducted on 265 professionals and students in Chile analyzes the moderating role of the client's disposition in technology in the causal relationship, both tangible and non-tangible elements of after-sales services in the experiential value of clients and their disposition of future purchases through the use of Structural Equations Method (SEM); showing in its results the favorable moderating impact of a high disposition towards the technology of the people with respect to the positive performance that is reported between the provision of tangible resources of these services and the value experienced by the clients. Most likely, given that the traditional elements of services, in general, and after-sales, in particular, will lose their relevance due to the emergence of the technology of an authentic digital revolution like the present one, the present investigation evaluates how elements of these services influence the value of customers, focusing on how the disposition to technology moderates this link and has the potential to influence the final assessment of this relationship in the future.
Estudios de Administración, 2017
Treinta años han transcurrido desde los autores Anderson y Oliver publicaron su artículo seminal ... more Treinta años han transcurrido desde los autores Anderson y Oliver publicaron su artículo seminal que analizó las perspectivas de Sistemas de Control de Ventas. El presente artículo aprovecha el aniversario de su publicación para proponer una perspectiva actualizada de análisis, que complementa la investigación original con fundamentos teóricos asociados a los actuales desafíos del campo, aportando con Teorías adicionales (Teoría de Redes y de Dependencia de Recursos) y contemplando además los enfoques de Orientaciones al Cliente y Ventas (SOCO) y los tipos de ventas a personas como a empresas, pues por sus características también tienen un efecto en los sistemas de control de ventas aplicados en la actualidad. El artículo contribuye con 23 proposiciones teóricas asociadas a la naturaleza y procesos de control de los vendedores. Este concluye que no existe un sistema de control único para las firmas, pues las ventas se desarrollan en ambientes contingentes, situacionales y organizaci...
Tec Empresarial, Aug 5, 2019
Role oh the disposition to technology in the evaluation of tangible and non-tangible elements of ... more Role oh the disposition to technology in the evaluation of tangible and non-tangible elements of after sales services SERVICIOS POSVENTA The after-sales services have been acquiring a preponderant role for the generation of results for the companies and the client's satisfaction, being relevant the understanding of different aspects of their management in order to have a continuous improvement of their performance. Based on these services, the present quantitative research conducted on 265 professionals and students in Chile analyzes the moderating role of the client's disposition in technology in the causal relationship, both tangible and non-tangible elements of after-sales services in the experiential value of clients and their disposition of future purchases through the use of Structural Equations Method (SEM); showing in its results the favorable moderating impact of a high disposition towards the technology of the people with respect to the positive performance that is reported between the provision of tangible resources of these services and the value experienced by the clients. Most likely, given that the traditional elements of services, in general, and after-sales, in particular, will lose their relevance due to the emergence of the technology of an authentic digital revolution like the present one, the present investigation evaluates how elements of these services influence the value of customers, focusing on how the disposition to technology moderates this link and has the potential to influence the final assessment of this relationship in the future.