Influencia del intercambio de conocimiento tácito en ventas en la venta cruzada y en la segmentación de clientes en MiPymes

Influence of tacit knowledge exchange in sales on cross-selling and customer segmentation in MiPymes

Autores/as

  • José Luis Zapata Sánchez Universidad Autónoma del Estado de Quintana Roo

DOI:

https://doi.org/10.56712/latam.v4i2.672

Palabras clave:

conocimiento tácito en ventas, venta cruzada, segmentación de clientes

Resumen

El objetivo de este artículo es investigar el impacto del intercambio de conocimiento tácito en la venta cruzada y en la segmentación de clientes en mipymes del Estado de Quintana Roo, México, por lo que se desarrolló un modelo de investigación basado en estudios previos de conocimiento tácito en ventas y segmentación de clientes. Se administró una encuesta a una muestra del personal del área de ventas de una variedad significativa de empresas y se recopilaron 322 respuestas útiles. Se empleó el modelo de ecuaciones estructurales (SEM) para probar el modelo de investigación. Los resultados arrojaron que el intercambio de conocimiento tácito en ventas afecta significativamente la venta cruzada y la segmentación de clientes en las mipymes. 

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Biografía del autor/a

José Luis Zapata Sánchez, Universidad Autónoma del Estado de Quintana Roo

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Publicado

2023-05-25

Cómo citar

Zapata Sánchez, J. L. (2023). Influencia del intercambio de conocimiento tácito en ventas en la venta cruzada y en la segmentación de clientes en MiPymes: Influence of tacit knowledge exchange in sales on cross-selling and customer segmentation in MiPymes. LATAM Revista Latinoamericana De Ciencias Sociales Y Humanidades, 4(2), 1111–1129. https://doi.org/10.56712/latam.v4i2.672

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