Ciencias Económicas y Empresariales

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    Item type:Publication,
    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.