Ciencias Económicas y Empresariales

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La importancia de la confianza personal e institucional para la internacionalización empresarial: El Caso de México
(2025)
De Anda D Acosta, Felipe de Jesús
;
Tovar García, Edgar Demetrio
Small and medium-sized companies are the main engine of the Mexican economy; however, these companies often lack the knowledge and professionalization that would allow them to develop their potential. This is due to a lack of support from the governmental system, which has prevented them from developing as they should. This includes the internationalization process that small and medium-sized Mexican companies carry out, often in an empirical manner and without a specific direction to help them increase their chances of success abroad. That is why this research work seeks to explain which factors, specifically personal and institutional trust, have a determining influence on the internationalization process of small and medium-sized companies. This thesis consists of three chapters: The first, through the case study method, seeks to determine which factors are the determinants in the internationalization process of small and medium Mexican entrepreneurs, highlighting trust as one of them, which has been studied very little in the literature. In the second, through a survey of 103 entrepreneurs of the Mexican Confederation of Employers (COPARMEX), we seek to find the association between personal and institutional trust and the internationalization process of small and medium-sized entrepreneurs in Mexico. Finally, the third chapter seeks to find what relationship exists between the institutional trust of countries and the internationalization process of their entrepreneurs. This research concludes that trust is a determining factor for the successful internationalization of small and medium-sized Mexican companies. These companies can use the results of this research and future lines of research to professionalize their internationalization process and increase their chances of success.
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Un Marco Organizacional para Microempresas Enfrentando Choques Exógenos: Un Enfoque de Sistema Viable.
(2025)
Suarez Ambriz, Denny
;
Sánchez Garcia, Jacqueline Y.
This study addresses the problem of limited adaptive capacity in microenterprises, a phenomenon that contributes to the failure of 50% of new businesses during their first five years of operation. Unfortunately, organizational impacts are magnified by factors such as lack of working capital, deficient financial management, inadequate business education, regulatory capture and intensified competition due to globalization. This issue was initially observed in a food service microenterprise located in California’s Salinas Valley, where patterns of operational fatique, high staff turnover, service quality fluctuations and insufficient capacity to respond to seasonal demand variations were identified. This thesis is composed of five fundamental chapters. The first chapter examined the global context of microenterprises and their economic significance, as they represent a relevant sector for economic development. The second chapter addressed the theoretical framework, beginning with an examination of classical organizational theory and identifying its restricitions in contexts characterized by high dynamics. Subsequently, bureaucratic theory was reviewed, analyzing its contribution to organizational formalization while acknowledging its rigidity in the face of new adaptive needs. The review concluded with general systems theory, which presented an integrative framework allowing organizations to be conceptualized as open systems, capable of interacting dynamically with their environment. The third chapter developed a literature review of studies relating to the Viable System Model and Entrepreneurial Orientation within the institutionalization process of microenterprises, indentifying convergences and gaps in the existing literature. The Viable System Model was selected due to its capacity to analyze organizations as autonomous and adaptable systems, enabling the identification of internal functions that 7 sustain its viability in contexts of high uncertainty. This review academically justified the lack of specific models tailored for microenterprises. The fourth chapter presented an empirical review of cases involving microenterprises led by immigrant entrepreneurs. Through semi-structured interviews, the focus shifted to analyzing the Entrepreneurial Orientation components utilized by successful entreprenerus and how they were incorporated into their business operations. This analysis provided evidence underscoring the need for organizational structures that not only occommodate but also enhance entrepreneurial initiatives, establishing the emprirical base that justified the application of the Viable System Model. The fifth chapter implemented a Social Network Analysis to examine a bibliometric co- occurence network of keywords from academic publications, aiming to identify the critical Entrepreneurial Orientation factors relevant to microenterprises. The factors identified include innovation, autonomy, control during implementations, market orientation, and change management, all of which were categorized according to the five functions of the Viable System Model. The results suggested this conceptual framework strengthens organizational responsiveness in disruptive environments while promoting internal cohesion and more informed decisión-making. To understand how the identified critical factors interact and generate patterns of organizational strengthening or deterioration, the study employed System Dynamics as an analytical tool in chapter six. This methodology enabled the modeling of the system’s causal structure and the simulation of various operational scenarios, incorporating variables such as fatigue, experience, reputation, customers and revenue. The model applied evaluated the microenterprise’s performance under five contrasting configurations, validating the importance of coordination and organizational learning for the system. The key results showed that organizational viability did not depend on increased demand, but rather on the presence of internal structures capable of absorbing external impacts, learning, and maintaining operational consistency.
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Identificación y jerarquización de factores críticos en ventas industriales: propuesta de un modelo de capacitación bajo un enfoque sistémico.
(2025)
Vasquez Ruiz, Luis Armando
;
Núñez Ríos, Juan Enrique
The research problem identified lies in the fact that, despite their critical importance, human competencies and operational factors often lack formal systematization within SME strategies, creating a structural disconnect that limits their competitiveness. In response, the purpose of this work is to design a systemic and empirically grounded training model that allows these comprehensive competencies to be formalized within the operational structure of SMEs. Under the meta-approach of Engaged Scholarship, a systemic multi-method design was implemented that integrated Grounded Theory and focus groups for qualitative diagnosis, articulated with the Viable System Model (VSM) and Social Network Analysis (SNA) for structural analysis. Subsequently, Soft Systems Methodology (SSM) and the Analytic Hierarchy Process (AHP) were used to prioritize the factors found. The findings revealed that viability depends on underestimated factors such as accurate communication and failure prevention, which act as systemic preconditions for technological success. As a Contribution to Practice (CP), a model structured around five pillars is presented, which operationalizes the prioritized factors to provide staff with structural agility. The study adds theoretical value by applying Organizational Cybernetics to sales management, demonstrating that salesperson effectiveness depends on the alignment between their operational autonomy and organizational coordination, transcending the usual improvisation in the sector through a robust methodological architecture.
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El T-MEC como elemento de generación de confianza para la internacionalización de las empresas mexicanas
(2023)
Baker Pineda, Juan Carlos
;
Tovar García, Edgar Demetrio
The internationalization of companies allows them to access new markets and exploit other growth opportunities. There are several factors associated with a successful internationalization process, but research on these topics has been developed mainly in developed countries. For Mexico, whose international trade represents more than 80% of its GDP, understanding the elements that promote a successful internationalization process is essential. This thesis is made up of three chapters: the first analyzes the behavior of Mexico's trade with its partners in the U.S.-Mexico-Canada Agreement (USMCA), to establish the importance of foreign trade for our country. Subsequently, the literature on the internationalization of companies and trust as a success factor in these processes is discussed. The analysis of the literature suggests that trust, especially for companies originating in developing countries, is indeed a crucial factor in internationalization. To test these ideas, a third chapter presents a quantitative analysis (through a regression analysis to establish the correlation between some variables representative of trust and the internationalization of companies) and a qualitative analysis (through three case studies of Mexican companies to illustrate their internationalization processes). The research concludes that trust is a critical component for international business success. These conclusions can support a series of actions – for both private and public actors – to assist Mexican companies, especially small and medium-sized enterprises (SMEs), to capitalize on the advantage of the trade agreements that the country has negotiated, especially the USMCA.
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Resilience of the retail food supply chain and adaptability of customer delivery amid disruptions due to health contingency.
(2024)
López Dueñas, Araceli
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Ramírez Nafarrete, Adrián
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Núñez Rios, Juan Enrique
This thesis has been developed with a central focus on the food retail industry. Three main chapters are presented, each corresponding to research in the field of business sciences. These articles have been individually published in different journals. In light of some structural changes in companies during COVID-19, the starting point for the first chapter is the analysis of home delivery systems to reach end customers. The results showed how advancements in home delivery systems can be made by focusing on two fundamental factors: technology and personnel management. The second chapter presents a qualitative investigation using structured interviews focused on five entrepreneurs in Puerto Vallarta who operated home delivery systems during COVID-19 in 2020 from April to June. Findings show that one’s own systems and those through technological platforms generate positive externalities and, instead of being exclusive, can be complementary. The third chapter addresses how organizational factors and supply chain configuration can help medium-sized companies to be resilient in turbulent operating environments. This chapter aims to analyze the resilience of the company's supply chain under study and, through the application of system dynamics methodology, explain how organizational variables should be related to increasing organizational adaptation capacity. This final chapter is a case study of a company composed of several butcher shops in Puerto Vallarta, Mexico, with an analysis of weekly sales information over a five-year period corresponding to 2018-2022. This doctoral thesis is framed within applied business sciences, where various disciplines converge to address business management in dynamic and complex environments. Building upon the foundations laid by Michael Porter in his conceptualization of the value chain (1985) and Dixon's contributions (1994) to understand improvement trajectories when developing and utilizing home delivery systems in response to the pandemic, this study delves into the intersection between theory and business practice. An essential component of this research is using time series analysis techniques through descriptive statistics, which facilitate a detailed visualization of sequential information in the presented case study. Subsequently, with the application of system dynamics models based on the Jay Forrester's contributions (1990), a model is developed to demonstrate resilience capacity to face the unexpected event of COVID-19. The importance of multi-criteria decision-making supported by Bayesian optimization models is highlighted. This serves as a starting point for the model presented in identifying effective strategies in business management. This study addresses the inherent complexity of business management in a changing context, adopting an interdisciplinary approach that merges consolidated theories with advanced methodologies of analysis and modeling. It provides a comprehensive framework that offers models to organizations to enhance their responsiveness to unexpected events and changing markets, in line with the principles of engaged management scholarship.
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Study of Factors that Affect the Performance of Researchers in Mexican Private Universities
(2024)
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Sánchez Garcia, Jaqueline Yvette
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Ramírez Nafarrete, Adrián
The broad offer of private universities in Mexico increases the pressure for institutions to stand out for their quality. Pursuing national and international accreditations is a strategy frequently used by deans to position their institutions globally. However, reaching the quality standards defined by the accrediting bodies represents a challenge that requires important institutional efforts. This study focuses on improving institutional research, specifically through policy management. Our main objective is to identify the factors that, from the perspective of researchers, should be considered in the design of a research policy in private universities in Mexico. This is a frequently overlooked topic in research policy design, but highly relevant for decision-makers that want to reach institutional research goals while keeping researchers motivated. We designed a cross-sectional survey to identify the incentive preferences of researchers. We integrated a sample of 86 researchers of business and engineering areas of 10 private universities in Mexico. We analyzed the results of this survey through statistical methods, such as z-tests for differences in proportions and correlations tests, as well as Analytic Hierarchy Process (AHP) and System Dynamics (SD) methodological frameworks. Findings suggest that the institutional research strategy should be aligned to the mission and vision of the university. From the survey, we identified that age, rather than salary range and years of experience, influence researchers’ preferences of financial incentives over non-financial incentives, and that delay in receiving an incentive plays a relevant role in their preferences and decision-making process. We found that work-life balance, research funding, and institutional support, are the most valued factors in the design of an effective research policy from the perspective of researchers. Finally, based on the prioritization results, it is concluded that balanced strategies are relevant to improve the performance and well-being of researchers, to ensure the competitiveness of universities and increase their leadership. Simulation scenarios demonstrate how changes in key leadership variables may affect the research capacity. These findings can help to develop more effective policies that consider academic staff, promoting the sustainability of research as one of the pillars of academic excellence.
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Factores conductuales en la valuación de marcas: un enfoque de machine learning
(Víctor Miguel Morales González, 2025)
Morales González, Víctor Miguel
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Dávila-Aragón, Griselda
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Ortiz Arango, Francisco
La investigación propone una dinámica contemporánea del valor de marca desde una perspectiva integradora que vincula las teorías financieras clásicas con los enfoques conductuales y cognitivos. A partir de un modelo sustentado en análisis factorial confirmatorio, complementadas con algoritmos de machine learning y herramientas de explainable machine learning, en concordancia con los principios de las normas ISO 10668 e ISO 20671, estableciendo bases metodológicas para una valuación
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Gestión del agua: Una visión urbana y rural para el crecimiento económico de México.
(2025)
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Briseño Ramírez, Hugo
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Tovar García, Edgar Tovar
Water management faces a new global paradigm, driven by climate change, urban growth, competition among uses (domestic, industrial, agricultural, and energy), inefficient use, pollution, and obsolete infrastructure. As a limited resource, water has acquired strategic relevance, demanding comprehensive approaches that go beyond technical aspects to incorporate social, economic, and political dimensions. This thesis analyzes the role of water as a scarce and valuable economic resource, combining micro and macroeconomic perspectives. At the micro level, it studies the financial self- sufficiency of operating agencies and productive diversification in irrigation districts as indicators of efficiency and sustainability. At the macro level, it examines how water availability and quality affect subnational economic growth. The empirical analysis is based on three studies: 1) a panel database of 31 urban agencies (2017–2019) reveals that financial self-sufficiency is positively associated with domestic tariffs and operational efficiencies, and negatively with location in the southeast of the country; 2) a dynamic model for the 32 federal entities (2005-2020) shows that water availability is positively related to per capita GDP, though not to growth rates; and 3) in 86 irrigation districts, it is demonstrated that crop diversification improves water yield, with statistically significant effects. The findings confirm that the water problem in Mexico must be addressed as a comprehensive economic challenge, with implications for public management, applied economics, and water policy design.
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Factores asociados al valor de los activos
(2025)
Rivera Ramírez, José Carlos
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Briseño Ramírez, Hugo
En esta tesis se exploran los factores asociados como variables relevantes de la generación de valor para los futbolistas delanteros profesionales, las empresas que cotizan en la Bolsa Mexicana de Valores, y las principales marcas a nivel mundial. Se llevan a cabo modelos logit ordenado, modelos de regresión con datos de panel y de mínimos cuadrados ordinarios. Se analiza la información del valor de mercado de futbolistas delanteros profesionales a nivel mundial, obtenida de la plataforma Transfermarkt.de; del valor de las empresas que cotizan en la Bolsa Mexicana de Valores, obtenida de Factset; y del valor de las principales marcas a nivel mundial, obtenida de la plataforma Interbrand. Se concluyen las variables que tienen una relación significativa, tanto positiva como negativa, con los activos analizados. Este estudio contribuye a la toma de decisiones de inversión con base en los generadores de valor o value drivers de los activos en cuestión, con una perspectiva de maximización del valor.
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Gestión Estratégica en la Deserción por Rendimiento Académico en una Universidad Privada
(2024)
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Rodríguez Magaña, Alejandro
University desertion continues to be a challenge for the directors of Higher Education Institutions worldwide. It not only harms the mission of the institutions, but also the income and quality indexes. Therefore, identifying the reasons that lead students to abandon their studies today will serve to understand the phenomenon and implement more effective policies to reduce it. This study aims to contribute to the research of private universities, particularly with a preventive and reactive management model to strengthen retention and address dropout. The main objective is to know the factors that prevent students from dropping out and to reflect on the implementation of appropriate mechanisms to reduce dropout according to the context of the institution. A review of the scientific production of the years from 2018 to 2023 on the factors of dropout and methods used to address them was conducted. Subsequently, 27 semi- structured interviews of a universe of 28 students who were at risk of dropping out were conducted to learn about the causes from their perspective. The results were analyzed through constant comparisons according to grounded theory. The findings suggest the potential of approaching students through programs that help them to overcome their difficulties. Based on these findings, the implementation of the Academic Improvement Program applied to 12 young people who did not achieve academic performance was evaluated. The evaluation was carried out using the Most Significant Path technique. The main changes manifested in the students are: in their personal development and growth and recovery of emotional balance. Finally, based on these results, academic policies and the design of preventive and reactive management models to reduce desertion are proposed, which will serve as a practical framework for other institutions in similar contexts and for the literature on the organizational management of universities.

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