Banca de QUALIFICAÇÃO: DAVID XAVIER DE SOUZA GOIS

Uma banca de QUALIFICAÇÃO de MESTRADO foi cadastrada pelo programa.
STUDENT : DAVID XAVIER DE SOUZA GOIS
DATE: 03/06/2024
TIME: 16:30
LOCAL: Sala 4 da Escola de Ciências e Tecnologia
TITLE:

KYC - KNOW YOUR CLIENT: A STRATEGY PLATFORM FOR RELATIONSHIP AND SALES BASED ON ANALYSIS OF EXTERNAL AND INTERNAL CUSTOMER EXPERIENCE DATA

KEY WORDS:

Data Analysis; Customer Experience; Customer Relationship; Decision Making; Sales.

PAGES: 50
BIG AREA: Ciências Sociais Aplicadas
AREA: Administração
SUBÁREA: Administração de Empresas
SUMMARY:

Data from the “State of Sales in Brazil 2023” survey by HubSpot highlights the challenges related to the sales performance of companies in both the B2B (business to business) and B2C (business to customer) markets. The same publication identified that, in 2023, approximately 60% of companies faced one or more of the following obstacles: (i) low business efficiency; (ii) decreased productivity; (iii) difficulty in establishing customer relationships; and (iv) lack of data and system integration. It is within this context that the efforts of this scientific-entrepreneurial research aim to develop and refine an information system focused on customer experience management. The initiative seeks to understand the detailed perception of the actors in this process to outline strategies for customer relationship, customer delight, and increased sales. The methodology of the work is applied in nature, with a qualitative and quantitative approach, featuring exploratory objectives to validate the research problem and user validation. For this purpose, it employs methodological procedures of informational surveys, prototyping, and business modeling. Among the expected results, the goal is a prototype solution for KYC - Know Your Client.

COMMITTEE MEMBERS:
Interno - 2459504 - AQUILES MEDEIROS FILGUEIRA BURLAMAQUI
Interna - 1753896 - ZULMARA VIRGINIA DE CARVALHO
Externo ao Programa - 1544724 - GLAUCIO BEZERRA BRANDAO - UFRN