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

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

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

E-commerce

Category: Discipline
  • Não
  • The curricular unit is part of the field of action of digital business, in its various aspects. From the internet revolution to the technological and social impact that the digital revolution had on companies and societies to the various applications and ramifications of the digital revolution, electronic commerce, information systems, social networks and the emergence and development of digital entrepreneurship. The aim of this curricular unit is to provide students with tools for analysis and reflection and application both in business and in society in general.
  • Semestral

  • Descrição

    Data limite

    Ponderação

    Teste escrito

    A agendar com os alunos.

    40%

    Apresentação de casos de estudo, exercícios e dinâmicas na aula

    A agendar com os alunos

    20%

    Trabalho de Grupo Final (30%: Relatório escrito; 70%: Apresentação e discussão)

    A agendar com os alunos

    40%
  • 1. The Internet 2. Introduction to the Digital Economy and E-commerce 3. Trends in the digital economy, networks and feedback 4. Consequences of E-business 5. Business models and E-commerce in a globalized context 6. Digital Entrepreneurship 7. Customer Relationship Management (CRM) 8. Plan e-Commerce Websites ¿ 9. Social media networks
  • Understand the main transformations operated by the digital economy Analyze the internet as a revolution in business and society Distinguish the different types of e-commerce Identify the relevance of CRM systems for the application of business policy Understand the role of social networks and digital entrepreneurship
  • Mandatory
  • In the theoretical classes, the points referred to in the syllabus topics of the Curricular Unit are developed, with the main objective being to clarify the concepts, analyze models and study fundamental methodologies. The practical classes aim to deepen the subject of the theoretical classes, to acquire knowledge related to some specific topics, and to stimulate personal reflection and the application of knowledge to the organizational reality.
  • Português
  • Isai¿as, P., Sousa, I., Carvalho, L., & Alturas, B. (2017). E-Business e Economia Digital: Desafios e Oportunidades num contexto global. Lisboa: Edic¿o¿es Si¿labo. Chaffey, D. (2015). Digital Business and E-Commerce Management ? Strategy Implementation and Practice, Sixth Edition. Harlow, United Kingdom: Pearson Education Limited. ISBN 978-0273786542
  • 4
  • 0
  • 5
  • 2
  • IPLUSO6148-21305
  • E-commerce
  • 21305
  • 6148
  • Commercial and Sales Management

Market Law

Category: Discipline
  • Não
  • In the current era in which we live, with constant and renewed changes in the economic and commercial sphere, it is increasingly essential, in order to properly manage a company, to master other skills in addition to those directly related to the field of management, especially immediately acquire knowledge of the legal field. It is therefore essential that a company's management or management staff understands the legal aspects of organization and operation that they will face on a daily basis, which will provide them with a competitive advantage over the competition, integration into the market and maintenance of an environment harmonious, either with its customers, its employees or even with the state entities with which it will need to relate. Thus, the objective of this course is to provide a wide and comprehensive range of all the necessary economic and commercial legal tools that a good manager or entrepreneur will need to know.
  • 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

    07-01-2026

    60%

    Participação em aula, incluindo os debates
    relativos à apresentação dos trabalhos,
    resolução dos casos práticos e realização de
    provas orais individuais

    dd-mm-yyyy

    20%

    Elaboração e apresentação de trabalhos e
    respectivo debate em aula

     

    20%

     

    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...

     
  • - Concept and types of market; - Supply and demand; - Economic models in democracy: - The various economic sectors; - Economic constitution and corresponding public policies relating to economic sectors; - The branches of law that regulate the markets, especially the commercial one; - Commercial acts and merchant; - The different types of company, in particular the sole proprietorship, the EIRL and the Companies; - Responsibility for commercial debts and obligations of merchants; - Modes of transmission of the commercial establishment; - Civil, civil and commercial companies - concepts, correlation and respective characteristics and normative rules; - Bodies of Commercial Companies; - Procedure for setting up a commercial company; - Debt securities, especially bills of exchange and promissory notes; - Insolvency; - Consumer rights and corresponding legislation; - Artificial intelligence in the markets; - Cryptocurrencies and/in the market.
  • - Know the different markets and their rules of organization and functioning. - Knowing how to choose the most adequate organizational structure to the pretensions of the entrepreneur/manager;  - Know the legal rules for the constitution/operation of the various commercial organizations;   - Know the rights/duties and corresponding responsibilities/guarantees in each of the respective commercial organizations.  
  • Mandatory
  • Teaching methodologies: a) Interactive classes, with oral, textual and graphic presentation of the subject, accompanied by participation and discussion of the topics taught. b) Research and individual/group work. c) Resolution of practical cases. Knowledge assessment method: The assessment of knowledge will be based on the weighting of three aspects: a) Preparation and presentation of works and respective debate in class: 20% b) Class participation, including debates on the presentation of the work, resolution of practical cases and individual oral tests: 20%. Attendance is a prerequisite for continuous assessment. Note: The student must be present in 75% of classes c) Taking a main written test (60%). January 7th at class time
  • Português
  • AMARAL, Diogo Freitas do (2012). “Os Sistemas de Direito Público Económico em Democracia”. In CORREIA, Fernando Alves (coord). Estudos em Homenagem ao Prof. Doutor José Joaquim Gomes Canotilho, vol. IV. Coimbra: Coimbra Editora. pp. 27-42 CARVALHO, Jorge Morais (2022). Manual de Direito do Consumo. 8ª ed. Coimbra: Almedina CORREIA, Miguel Pupo (2022). Direito Comercial - Direito da Empresa . 15 ed. Lisboa: Universidade Lusíada Editora; FALCÃO, David (2023). Lições de Direito do Consumo. 4ª ed. Coimbra: Almedina. FURTADO, Miguel (2025). Direito Empresarial - Caderno de Casos Práticos . Lisboa: Universidade Lusófona FURTADO, Miguel (2023). Crónicas de Direito. Lisboa: Instituto Superior de Gestão (ISG) FURTADO, Miguel (2013). Manual de Direito Público Económico. Lisboa: Universidade Lusófona MANKIW, Gregory (2013). Introdução à Economia. Tradução da 8ª Edição Norte Americana. São Paulo: Cengace Learning SERRA, Catarina (2025). Lições de Direito da Insolvência. 3ª ed. Coimbra: Almedina
  • 4
  • 0
  • 5
  • 2
  • IPLUSO6148-15492
  • Market Law
  • 15492
  • 6148
  • Commercial and Sales Management
  1. Negotiation and Sales Techniques
  2. Sales Force Management
  3. Data Communications and Computer Networks
  4. Object-Oriented Programming

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