Claudio Alberto de Moraes

Segmentação de mercados no setor brasileiro de alumínio: uma proposição de estrutura de procedimentos

This current paper presents a proposition of a step-by-step structure to the segmentation of business to business markets. This has been developed from extensive exploratory research and encompasses four major groups and a total of fourteen steps. Its characteristics make it a logic and useful structure that can be applied in a variety of industries and consumer markets. The segmentation studied that led to its development was that related to the sought benefits by the consumers of the aluminum industry. This industry presents some important features that posed new challenges to the present study: it is characterized as an oligopoly and its product is classified as a commodity with its price being set by the LME, being very close to a market structure of perfect competition. In this sense, the market segmentation becomes the main alternative to shift it to an imperfect competition. The exploratory research has identified that the aluminum industry practices

THE CAPTATION OF INFORMATION AND THE MANAGEMENTAL STYLES OFTHE TECHNOLOGY OF INFORMATION: STUDY OF CASE IN THE SECTOR OFTELECOMMUNICATION

In a world of still competition, the value of the information becomes an important component for the executives to drive their decisions in time so that they can react to the environmental adversities. The use of a system based in the information management can make possible for organization conquest of advantage in the taking of decisions. Concomitantly the use of the Technology of the Information for the companies, has the sprouting of diverse styles in that it refers to the management of IT. For better agreement of the concept and the styles you manage of IT, this paper, makes use of the research method study of only case in an operating company in the market of telecommunications. One evidenced that the management of IT can evidence how much the information can be treated as resource important for the company to remain itself competitive in the market.