Tácticas de confianza y negociación en las empresas Exportadoras de sábila
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2018
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Universidad de Guayaquil Facultad de Ciencias Administrativas
Resumen
La presente investigación se halla dirigida a la profundización de la importancia que posee
el uso de tácticas de confianza y negociación dirigidas a la exportación de sábila, cuyo
desarrollo ha sido efectuado con el objetivo de determinar la influencia que existen entre las
tácticas de confianza y negociación en torno a la exportación de sábila. La negociación es el
proceso de intercambio de información y compromisos entre dos partes que tienen intereses
en común, la sábila es un producto que posee propiedades cosméticas y medicinales que
representan una cantidad de beneficios por su aloe vera. Colonche S.A es una empresa
dedicada al sembrío de sábila para su exportación por lo que es importante establecer tácticas
de confianza de manera asertiva que fortalezca la negociación y exportación del producto.
Para esto se realizó un estudio de campo, cualitativo en donde se realizaron entrevistas
dirigidas al gerente de la corporación Colonche S.A, y Expertos académico en el ámbito del
comercio exterior, en donde se pudo evidenciar en el análisis e interpretación de los
resultados que es necesario la implementación de un manual de tácticas de confianza y
negociación para los exportadores locales y puedan mejorar de manera asertiva la
comunicación al momento de establecer la negociación, esto ayudará indirectamente al
desarrollo del comercio de este producto fidelizando el mercado ecuatoriano al exterior. Por
lo que se ha propuesto un manual de tácticas de confianza y negociación que ayude en el
proceso del comercio exterior en la exportación de la sábila.
The present investigation has been directed to the deepening of the importance that has the use of tactics of confidence and restriction directed to the export of aloe vera, whose development has been carried out with the objective of determining the influence that exists between the tactics of trust and negotiation . around the export of aloe. Negotiation is the process of exchange of information and commitments between parties that have common interests, aloe vera is a product that has cosmetic and medicinal properties that represent a number of benefits for its aloe vera. Colonche S.A is a company dedicated to the sector of aloe to export abroad so it is important tactical measures of trust in an express way that strengthens the negotiation and export of the product. For this, a qualitative field study was conducted where interviews were conducted with the manager of the corporation Colonche SA, academic experts in the field of foreign trade and government organizations responsible for exporting the product, where it was evident in the analysis and interpretation of the results that it is necessary to implement a manual of tactics of trust and negotiation for local exporters and users that are not related to the information at the time of the creation of this product, loyalty to the Ecuadorian market abroad. Therefore, a manual of confidence and negotiation tactics has been proposed to help in the process of foreign trade in the export of aloe vera.
The present investigation has been directed to the deepening of the importance that has the use of tactics of confidence and restriction directed to the export of aloe vera, whose development has been carried out with the objective of determining the influence that exists between the tactics of trust and negotiation . around the export of aloe. Negotiation is the process of exchange of information and commitments between parties that have common interests, aloe vera is a product that has cosmetic and medicinal properties that represent a number of benefits for its aloe vera. Colonche S.A is a company dedicated to the sector of aloe to export abroad so it is important tactical measures of trust in an express way that strengthens the negotiation and export of the product. For this, a qualitative field study was conducted where interviews were conducted with the manager of the corporation Colonche SA, academic experts in the field of foreign trade and government organizations responsible for exporting the product, where it was evident in the analysis and interpretation of the results that it is necessary to implement a manual of tactics of trust and negotiation for local exporters and users that are not related to the information at the time of the creation of this product, loyalty to the Ecuadorian market abroad. Therefore, a manual of confidence and negotiation tactics has been proposed to help in the process of foreign trade in the export of aloe vera.
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Palabras clave
TACTICA, NEGOCIACION, EXPORTACION, SABILA