https://rd.uffs.edu.br/handle/prefix/6305 2025-12-02T16:43:56Z 2025-12-02T16:43:56Z Locatelli, Débora Regina Schneider https://rd.uffs.edu.br/handle/prefix/6446 2023-04-06T16:37:38Z 2017-09-01T00:00:00Z

Title: Feiras de negócios e seu potencial para desenvolvimento de relacionamento entre expositores Author: Locatelli, Débora Regina Schneider First advisor: Silveira, Marco Antonio Pinheiro da Abstract: The business fairs are spaces in which an array of companies acting in the same sector gets together with the goal to promote their products or services. Besides the exhibitors there are many other actors, such as the organizer, suppliers, sponsors, visitors, among others. The goal of this study was to analyze the contribution of business fairs to establish relationships that support joint actions among the exhibitors. The study was delimitated to metal mechanic companies that exhibit in business fairs. The research was characterized by a qualitative and exploratory approach. The data were collected by means of semi-structures interviews, done with twenty companies in the west of Santa Catarina and north of Rio Grande do Sul. The interviews were analyzed with the use of comparison, categorization and codification. The results led to the construction of a framework that presents aspects of the business fairs associated with the establishment of relationships among the exhibitors. Aspect 1 is related to the Interaction Mechanisms used to exchange information in the business fairs. As a result, it was evaluated that the formal mechanisms are: business rounds, technical lectures, opening with cocktail, events, catering, coffee break and dance. The informal ones are: visits/chats, stands observation, cards exchange, lunch/dinner, meeting outside the fair and in alternative places. Aspect 2 refers to Motivational Factors to perform joint actions among exhibitors. In this item, complement to the business, access to a strong buyer exhibitor, strengthening of the company, technology development, marketing opening, consolidation of the product in the market and financial return were found as motivational factors. The Joint Actions developed among exhibitors from their participation in business fairs, as well as identifying the integration level that exist among the companies performing the action, correspond to Aspect 3. The following joint actions performed by the exhibitors in the metal mechanic sector were identified: indication of other exhibitors, supplier prospection, potential client prospection and experience exchange (networking); dealers prospection and joint exportation (cooperation); joint participation in fairs, product development, joint sale, fusion/acquisition potential, new company (collaboration). To finish, Aspect 4 of the framework is regarding the Elements resulting from these relationships that consist in characteristics or attributes of the relation from the beginning, what is born from the relationship established among the companies. It was identified: trust, information exchange, financial return, collaboration, affinity, compromise, equity (win-win negotiation), business complement, personal relationship development and govern regulation that turned out to be an impediment to the relationships. Thus, this research constitutes a contribution to scholars and business people, since it systematizes in a framework the Aspects of business fairs associated with the establishment of relationship among exhibitors. Publisher: Universidade Municipal de São Caetano Do Sul Type: Tese

2017-09-01T00:00:00Z Brustolin, Péricles Luiz https://rd.uffs.edu.br/handle/prefix/6314 2023-03-07T14:47:48Z 2022-12-18T00:00:00Z

Title: Cervejarias Artesanais Catarinenses e Neoendogenismo: análise a partir de uma indicação de origem Author: Brustolin, Péricles Luiz First advisor: Sehnem, Simone Abstract: The aim of the thesis was to analyze the potential for creating a designation of origin seal in an endogenous development context. The Grounded Theory was adopted as a research method. The craft breweries in Santa Catarina were studied based on the constructivist paradigm, establishing interconnections between subject and object. The research was developed from secondary data, application of interview script and technical visits. 32 interviews were carried out among master brewers, brewery owners, brewers, researchers on beer, representatives of the public sector and national institutions linked to the artisanal brewing context. Data analysis was carried out based on 3 established theoretical constructs: ethnic entrepreneurship, designation of origin seal and neo-endogenous development. The interview script was developed from the categories of analysis guided by the scope of the research question, initially linked to the objectives of the thesis project, listing the questions that should be addressed in the interview, while allowing the interviewer and interviewee to explore the context a little more broadly, in order to allow a reliable description of the research universe. The research hypotheses emerged from phase 1 - respondents 1 to 6 - of the interviews and became more evident from phase 2 - respondents 7 to 17. They were manifested in some cases as the seal of denomination of origin and neoendogenism, and not manifest in some cases, such as ethnic entrepreneurship and Germanic breweries, being confirmed in phase 3 – interviewees 18 to 32. The research suggests that ethnic Germanic entrepreneurship, in craft breweries in Santa Catarina, is not present, according to the established criteria. The alleged reason is due to the recent development of the activity. The second category was the appellation of origin seal and the results suggested starting with a more flexible distinctive sign given the complexity of the appellation of origin. In this sense, the collective brand presents the suggested flexibility, being able to become an option for breweries. Finally, neo-endogenous development tends to become evident from the implementation of a distinctive sign for Santa Catarina craft breweries. This study contributes, in the theoretical field, by proposing a model of neo-endogenous development based on a geographic identity for craft breweries in Santa Catarina. In the practical field, it suggests the possibility of implementing a geographic identity, which begins with a collective brand for Santa Catarina craft beers. As limitations and indications for future studies, there is the possibility of a survey only with the breweries and separating them by geographic regions in order to establish an accurate diagnosis about the interest of each brewery in participating in a distinctive sign. Furthermore, other sectors belonging to the group that would benefit from positive externalities could be involved. Publisher: Universidade do Oeste de Santa Catarina Type: Tese

2022-12-18T00:00:00Z