Identificación y jerarquización de factores críticos en ventas industriales: propuesta de un modelo de capacitación bajo un enfoque sistémico.
Date Issued
2025
Author(s)
Vasquez Ruiz, Luis Armando
Advisor(s)
Núñez Ríos, Juan Enrique
Type
text::thesis::doctoral thesis
Abstract
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.
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.
License
Acceso Abierto
How to cite
Vasquez Ruiz, L. A. (2025). Identificación y jerarquización de factores críticos en ventas industriales: propuesta de un modelo de capacitación bajo un enfoque sistémico. (Tesis de Doctorado) Universidad Panamericana.
Table of contents
Capítulo 1. Introducción -- Capítulo 2. Marco teórico conceptual -- Capítulo 3. Marco metodológico -- Capítulo 4. Factores no considerados en el proceso de ventas
industriales en el contexto actual de nearshoring en México. -- Capítulo 5. El VSM como marco para implementar estrategias de mejora en empresas mayoristas en la era post-COVID-19. -- Capítulo 6. Exploración de la viabilidad del proceso de ventas técnicas: enfoque desde el Modelo de Sistemas Viables y el Análisis de Redes Sociales. -- Capítulo 7. Priorización de factores para fomentar la mejora de las operaciones de ventas en pequeñas y medianas organizaciones industriales. -- Capítulo 8. Modelo de capacitación sistémico y contribuciones. -- Capítulo 9. Conclusiones
industriales en el contexto actual de nearshoring en México. -- Capítulo 5. El VSM como marco para implementar estrategias de mejora en empresas mayoristas en la era post-COVID-19. -- Capítulo 6. Exploración de la viabilidad del proceso de ventas técnicas: enfoque desde el Modelo de Sistemas Viables y el Análisis de Redes Sociales. -- Capítulo 7. Priorización de factores para fomentar la mejora de las operaciones de ventas en pequeñas y medianas organizaciones industriales. -- Capítulo 8. Modelo de capacitación sistémico y contribuciones. -- Capítulo 9. Conclusiones