Distribution and Development of Sales Locations

Category: Discipline
  • Não
  • UC falls within the scope of distribution from a commercial perspective. It operates at the level of various distribution channels with a huge impact on selection and sales.
  • Semestral

  • Descrição dos instrumentos de avaliação (individuais e de grupo) ¿ testes, trabalhos práticos, relatórios, projetos... respetivas datas de entrega/apresentação... e ponderação na nota final.

    Exemplo:

    Descrição

    Data limite

    Ponderação

    Teste de avaliação

     

    Trabalho de Grupo

    A combinar com os alunos 

    Ao longo do semestre

    40%

     

    30%

    Participação e Trabalhos Contínuos

    Ao longo do Semestre 

    30%

    (...)

     

     

     

    Adicionalmente poderão ser incluídas informações gerais, como por exemplo, referência ao tipo de acompanhamento a prestar ao estudante na realização dos trabalhos; referências bibliográficas e websites úteis; indicações para a redação de trabalho escrito...

     
  • 1. What is distribution – historical evolution 2. Notion of distribution 3. The commercial apparatus - Notion, function and agents - Distribution circuits and channels - Types and forms of distribution - Typology of distributors - Distributor selection criteria 4 The wholesale sector - Characterization and evolution of the wholesale sector 5. The retail sector - Characterization of the sector - Independent retail segment - Associated retail segment - Integrated retail segment: notion and typology 6. Relations between producers and distributors - Power and conflict relations in the distribution channel 7. Transport - Transport typologies - Own fleet or distribution subcontracting - Route programming 8. Locations and implementation of the point of sale - Methods for deciding on the location of installations - Type of installations, layout, design and display of products 9. The challenges of distribution - National and international perspectives - Globalization in distribution
  • Get an overview of the distribution function, based on its evolution and characterization. Understand the economic and business function of commercial distribution in an organization. Analyze and appropriately select distribution channels. Understand the importance of choosing a distributor and use the appropriate criteria for your selection. Analyze power and conflict relations in a distribution channel. Identify the most appropriate transport and routes. Understand the impact of the location of the point of sale on the success of the business, as well as being able to apply the appropriate methods to determine the best location.
  • Mandatory
  • Innovative methodologies to support the teaching-learning process will also be used.
  • Português
  • Bibliografia e recursos didáticos recomendados: Lindon, D., et. al. (2010). Mercator XXI – Teoria e Prática do Marketing. 13ª Edição, Publicações Dom Quixote. Lush, Robert F. et. al, (2011). Introduction to Retailing, South-Western, Ohio. Novaes, A.(2009). Logística e Gerenciamento da Cadeia de Distribuição. Editora Campus. Rousseau, J. (2008). Manual de Distribuição. 2ª Edição. Principia Editora. 
  • 4
  • 0
  • 5
  • 2
  • IPLUSO6148-21454
  • Distribution and Development of Sales Locations
  • 21454
  • 6148
  • Commercial and Sales Management

Market Studies

Category: Discipline
  • Não
  • The scope of the Market Studies UC focuses on the acquisition of knowledge and skills transversal to the main areas of the aforementioned course, which is essential for students to be able to research essential markets for business sustainability. The main areas of intervention focus on the collection, processing and conclusions of market/product/service investigations
  • Semestral

  • Descrição dos instrumentos de avaliação (individuais e de grupo) ¿ testes, trabalhos práticos, relatórios, projetos... respetivas datas de entrega/apresentação... e ponderação na nota final.

    Exemplo:

    Descrição

    Data limite

    Ponderação

    Teste de avaliação

    A combinar data 

    30%

    Trabalho /Projeto de Pesquisa 

    Assiduidade/Participação 

    A realizar durante o Semestre 

    60%

    10%

     

    (...)

     

     

     

    Adicionalmente poderão ser incluídas informações gerais, como por exemplo, referência ao tipo de acompanhamento a prestar ao estudante na realização dos trabalhos; referências bibliográficas e websites úteis; indicações para a redação de trabalho escrito...

     
  • 1.Organization of a market study. Problem definition, research design. 2. Exploratory and conclusive research. Connection to the objectives of the study. 3. Primary and secondary data sources. 4. Definition of the study target population. 5. Survey basis and sample recruitment. 6. Qualitative methodologies: focus groups, in-depth individual interviews, projection techniques. 7. Design of the data collection support script. 8. Quantitative methodologies. 9. Types of interview. 10. Experimental designs. 11. Questionnaire design. 12. Measurement scales. 13. Non-sampling errors. 14. Quality control. 15. Sampling techniques: probabilistic and non-probabilistic. 16. Sample Sizing 17. Presentation of results, to support decision making
  • The curricular unit is theoretical-practical in nature, developing into theoretical and practical classes that are articulated and aim to promote the student's knowledge and immediate application of theoretical concepts and skills in real practical contexts. 2nd The contents and evaluation are articulated, presenting an equivalent weight in the final evaluation. 3rd The contents cover the different stages of developing a market study, focusing on the appropriate design of the data collection methodology, as well as its implementation, with a view to responding to the objectives defined for the study.
  • Mandatory
  • Use of digital methodologies.
  • Português
  • Malhotra, Naresh & Birks, David, (2012): Marketing Research: an applied approach. Ny: Prentice-Hall (6th edition). Zikmund, William ( 2006) :Princípios de Pesquisa de Marketing, São Paulo: Thomson. Recursos didáticos: quadro, projetor, computadores.                                                    
  • 4
  • 0
  • 5
  • 1
  • IPLUSO6148-5029
  • Market Studies
  • 5029
  • 6148
  • Commercial and Sales Management

Human Behaviour in Organizations

Category: Discipline
  • Não
  • The Course Unit of Human Behavior in Organizations falls within the field of management and plays an essential role in the program's curriculum, aiming to present key concepts and provide students with tools that enable them to develop a critical understanding of these topics from both theoretical and practical perspectives.
  • Semestral

  • Descrição dos instrumentos de avaliação (individuais e de grupo) ¿ testes, trabalhos práticos, relatórios, projetos... respetivas datas de entrega/apresentação... e ponderação na nota final.

    Exemplo:

    Descrição

    Data limite

    Ponderação

    Teste de avaliação

    25-05-2026

    50%

    Trabalho individual/grupo

    08-06-2026

    40%

    Participação e atitudes

    15-06-2026

    10%

     

    Adicionalmente poderão ser incluídas informações gerais, como por exemplo, referência ao tipo de acompanhamento a prestar ao estudante na realização dos trabalhos; referências bibliográficas e websites úteis; indicações para a redação de trabalho escrito...

     
  • Organizations: their nature and complexity; Communication in organizations: problems and challenges; Understanding the different approaches to organizational behaviour.
  • Understand the phenomena inherent to individual behaviour in group situations, specifically within an organizational context; Acquire basic knowledge related to the main thematic areas of organizational behaviour; Encourage personal development and the acquisition of skills for intervention within organizations; Distinguish the different dimensions and challenges of organizational behaviour in the organizational context.
  • Mandatory
  • Recurso a metodologias digitais como suporte ao processo de ensino-aprendizagem.
  • Português
  • Cunha, M. P., Rego, A., Cunha, R. C. & Cabral-Cardoso, C. (2007). Manual de Comportamento Organizacional e Gestão. Editora RH. Ferreira, J.M., Neves, J. e Caetano, A. (2011). Manual de psicossociologia das organizações. Escolar Editora. Gibson, J., Ivancevich, J., Donelly, J., Knopaske, R. (2011). Organizations: Behavior, structure, processes. McGraw-Hill. Robbins, S. (2009). Fundamentos do Comportamento Organizacional. Pearson Editor. Robbins, S. (2010). Comportamento Organizacional. Pearson Editor.
  • 4
  • 0
  • 5
  • 1
  • IPLUSO6148-8889
  • Human Behaviour in Organizations
  • 8889
  • 6148
  • Commercial and Sales Management

Consumer Behaviour

Category: Discipline
  • Não
  • Studying, investigating and understanding consumer fundamentals so that organizations can understand consumer behavior and act proactively. Understand current consumer trends in a Covid and post Covid era Identify the purchase decision process and the various external and internal factors that influence it
  • Semestral

  • Avaliação contínua

    • Análise de 6 case studies de um total de 8.
    • O Aluno que não realizar, não entregar e não apresentar a totalidade dos 6 Case studies, realiza a UC em época de exame através de uma frequência sobre a matéria teórica/prática apresentada ao longo do semestre e disponível no Moodle.
    • O Aluno que realizar, entregar e apresentar a totalidade dos 6 Case studies, realiza a UC desde que a média final seja igual ou superior a 10 valores e nunca inferior a 8 valores
    • Os case studies serão avaliados segundo os seguintes critérios:
      • (A) Conteúdos e fundamentação dos case studies: 70%
      • (B) Apresentação e defesa dos case studies: 30%

    A nota final é a média ponderada dos dois elementos de avaliação (Conteúdos e fundamentação dos case studies e Apresentação e defesa dos case studies ).
    Cada elemento de avaliação (Conteúdos e fundamentação dos case studies e Apresentação e defesa dos case studies ) tem a média baseada nos 6 cases studies apresentados.
    A nota mínima de cada case study tem de ser superior a 8 valores
    Os case studies podem ser realizados individualmente ou em grupo (até 4 alunos)
    A nota final para aprovação tem de ser igual ou superior a 10 valores


    Época de exame, recurso ou especial

    • O Aluno que não realizou, não entregou e não apresentou a totalidade dos Case studies realizaa UC em época de exame através de uma frequência sobre a matéria teórica/prática apresentada ao longo do semestre e que se encontra disponível no Moodle
    • A nota final para aprovação tem de ser igual ou superior a 10 valores

     
  • 1. Introduction to consumer behavior Consumer behavior research Marketing strategies for consumer-centric organizations 2. Consumer decision process The decision process Pre-purchase processes: need for recognition, demand, evaluation Purchase Post-purchase processes: consumption and post-consumer evaluations 3. Individual determinants of consumer behavior Demographics, psychographics and personality Consumer motivation Consumer knowledge Consumer beliefs, feelings, attitudes and intentions 4. Influences of context on the consumer Culture, ethnicity, social class Family influence Group and people influences
  • Provide students with tools to understand how consumers decide in the face of a multitude of stimuli, needs and availabilities in an economy in progressive globalization and in migration to environments of information, decision and digital consumption Analysis of case studies Sustainable consumer
  • Mandatory
  • The teaching methodology includes the expository method (ME1) to present the necessary content, the demonstrative method (ME2) to illustrate its application to practical cases and the active method (ME3) to solve cases in the classroom, with and without using the computer . Knowledge assessment is carried out by carrying out six case studies that focus on the material taught in each class. The student will put into practice in the 2nd part of the class the theory taught and apply it in the work and in the next class he will present the work
  • Português
  • Blackwell, R.D., Miniard, P.W., Engel, J. F. (2006) Cosumer Behavior. Thomson South-Western Recursos didáticos: quadro, retroprojetor Solomon, M.R., Hogg, M.K., Askegaard. S. & Bamossy, G. (2019). Consumer behaviour: A european perspective (7 ed.). Boston: Pearson.
  • 4
  • 0
  • 5
  • 1
  • IPLUSO6148-8300
  • Consumer Behaviour
  • 8300
  • 6148
  • Commercial and Sales Management

Traineeship

Category: Discipline
  • Sim
  • The Internship is a Course Unit focused on the student's technical intervention within a real-world practice context. This intervention takes place within a Host Entity (club, association, or other) under the supervision of both a corporate tutor and a Higher Education Institution (HEI) supervisor. It is organized and developed according to a Project-based Assessment model, aligned with the professional practices of our field and the principles and objectives of the Degree, within the framework of the cooperation protocol between IPLUSO and the Host Entities (HEI)
  • Semestral

  • Critérios de Avaliação Ponderação
    Cooperação 10%
    PIE 15%
    Cientificidade 10%
    Avaliação Formativa 15%
    Autonomia e Responsabilidade / Desempenho na Intervenção 50%

     
  • 1. Translate marketing theories, e-commerce models, and classroom tools into solving real-world business challenges. 2. Understand organizational culture, respecting hierarchies, ethical standards, and teamwork dynamics within a corporate structure. 3. Master online sales management tools, content creation, metrics analysis (KPIs), and communication campaign execution. 4. Develop the ability to propose original and disruptive solutions for products or services, adapting them to the company's constraints and resources. 5. Improve assertive communication, time management, resilience, and the ability to take initiative in professional challenges. 6. Consolidation Evaluate personal performance, identify areas for improvement, and define a professional positioning for the future job market.
  • Autonomy and responsibility: Ensuring ethical and technically sound participation within the structures and activities of the Host Entity (HE) and IPLUSO. Formative assessment: Interpreting relevant variables regarding the context, participants, exercises, results, and the interns' own performance to propose viable solutions based on explicit criteria.Individual Internship Plan (IIP): Encouraging the projection and planning of activities based on the characterization of the Host Institution and its subjects, ensuring the optimal selection and execution of practices through a process regulated by formative assessment.  Scientific rigor: Applying scientific knowledge and subjects studied during the degree in a judicious and well-founded manner to support technical intervention choices and the organization of practices. Cooperation: Engaging actively in shared intern tasks, collaborating with colleagues, internship supervisors, and all other stakeholders involved in the process.
  • Mandatory
  • The UC is organized in 5 stages: 1 st Placement of Trainees, presentation in EA and opening of the Internship Dossier 2nd Evaluation of the PIE:  it presents a proposal for a PIE. It is time to take stock of the Internship process. 3rd Intermediate Evaluation: the trainee demonstrates the ability to implement the decisions taken, justifying an Intercalary Classification. 4th Dossier Delivery and Internship Report: The results are assessed through evidence of the subjects' performance, attitudes and abilities. Prepares the Internship Report, presenting an overall assessment of its intervention. 5ª Conclusion and Final Classification: The Stage Coordinator in articulation with the Tutor presents an indication of the classification (0 to 20 values). At the final meeting, the Trainee Regent informs the decision on the classifications, published in the agenda.
  • Português
  • Bibliografia das Unidades Curriculares que fazem parte do Plano de Estudos da Licenciatura
  • 4
  • 0
  • 30
  • 2
  • IPLUSO6147-814
  • Traineeship
  • 814
  • 6147
  • Business Management and E-Commerce
  1. Leadership, Team Management and Intrapreneurship
  2. Management and Financial Analysis of Investments
  3. Management Planning and Control
  4. English

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