Escuela Academica Profesional De Administracion Facultad De Ciencias Empresariales Y Educacion

ESCUELA ACADEMICA PROFESIONAL DE ADMINISTRACION FACULTAD DE CIENCIAS EMPRESARIALES Y EDUCACION

TESIS “FACTORES QUE DETERMINAN LAS VENTAS DE LA COOPERTIVA AGRARIA CAFETALERA EN EL DISTRITO DE PANGOA, 2016”

PRESENTADO POR: BACH. YELTHA HERHUAY SOTO PARA PARA OPTAR OPTAR EL TÍTULO TÍTUL O PROFESIONAL PROFES IONAL DE LICENCIADO EN ADMINISTRACIÓN CARATULA HUANCAYO HUANCAYO – PERÚ 2016

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DEDICATORIA XXXXXXXX

AGRADECIMIENTO

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AGRADECIMIENTO XXXXXXXX

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RESUMEN

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ABSTRACT

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ÍNDICE

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ÍNDICE DE TABLAS

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ÍNDICE DE FIGURAS

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INTRODUCCIÓN

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CAPÍTULO 1: PLANTEAMIENTO METODOLÓGICO 1.1. DESCRIPCIÓN DE LA REALIDAD PROBLEMÁTICA 1.1.1 Fundamentación Empírica L" C##$%&"'()" A*&"&(" C"+%'"%&" P"-*#",

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1.1.2 Fundamentación Científica L" $&%/%-'% (-)%/'(*".(- +-"%-'" / :/'(+(.".(- .(%-';+(." $"&" % %/"&&## % $&#.%/# (-)%/'(*"'()# %- "/ /(*(%-'%/ '%#&;"/ 1.1.2.1

Factores de ventas

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S%*- A"- L< R%(, "'#& % (9&# L"/ T8.-(."/ M#%&-"/ % V%-'"  // A$(.".(#-%/, "+(&" % " )%-'" $&#%)% (-'%&."9(# % $&#.'#/  /%&)(.(#/< S%*- A%&(."- M"&%'(-* A/#.("'(#-, %+(-% " )%-'" .## % $&#.%/# $%&/#-" # ($%&/#-" $#& % % % )%-%#& .#$&%9", ".'()"  /"'(/+".% "/ -%.%/("%/ % .#$&"#& $"&" % '#  .#-'(-# 9%-%+(.(# % "9#/ % )%-%#&  % .#$&"#&H” S%*- P@(($ #'%&, % .#-.%$'# % )%-'" %/ #'&" +#&" % "..%/# " %&."# $"&" .@"/ %$&%/"/, .# #9:%'()#, %/ )%-%& # % @".%- %- *"& % @".%& # % % %&."# %/%"< E .#-.%$'# % )%-'" /#/'(%-% % #/ .#-/(#&%/  #/ -%*#.(#/, /( /% %/ %:" /##/, -#&"%-'% -# "(&(&=- -" ."-'(" /+(.(%-'% % #/ $&#.'#/ % " #&*"-(".(-? $#& %#, 8/'" %9% %$&%-%& -" "9#& "*&%/()" % )%-'"/  $&##.(-< E .#-.%$'# % )%-'" /$#-% % %/ $&%.(/# %/'("& " #/ .#-/(#&%/ $"&" % .#$&%-< P"&" %#, "/ %$&%/"/ % $#-%%- $&=.'(." %/'% .#-.%$'#, '(("- '## - "&/%-" % @%&&"(%-'"/ % )%-'"  $&##.(- $"&" %/'("& =/ .#$&"/< E $&#.%/# % .#-.%$'# % )%-'", /%*- P@(($ #'%&, %/ % /(*(%-'%J

Punto de partida La Fábrica

»

Punto central Los Productos

Punto medio »

Punto fnal »

Una labor agresiva de ventas y promoción

Las utilidades que se generan mediante el volumen de ventas

C"9% %/'"."&, % % .#-.%$'# % )%-'" /% $&".'(." %- / +#&" =/ "*&%/()" %- % ."/# % 9(%-%/ -# 9/."#/ .## /%*&#/ % )("  +#/"/ %- #/ .%%-'%&(#/H< E- % =&%" % #&*"-(".(#-%/ /(+(-%/ % .&#, '"9(8- $&".'(."- % .#-.%$'# % )%-'" #/ &%.""#&%/ % +#-#/, "/ #+(.(-"/ % (-/.&($.(- % -()%&/("%/  #/ $"&'(#/ $#;'(.#/<

13

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1.2.

DELIMITACIONES DE LA IN$ESTIGACIÓN 1.2.1 Delimitación espacial  L"

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1.2.3 Delimitación conceptual  E- " $&%/%-'% (-)%/'(*".(-, /% '%-&= %- .%-'" % /(*(%-'% '%"J #/ +".'#&%/

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1.*. FORMULACIÓN DEL PROBLEMA 1.3.1 Problema principal  •

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1.3.2 Problemas secundarios •

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1.+. OB,ETI$OS DE LA IN$ESTIGACIÓN 1.4.1 Objetio !eneral  •

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1.4.2 Objetios específicos •

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15

•

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1.-. HIPÓTESIS Y $ARIABLES DE LA IN$ESTIGACIÓN 1.".1 #ipótesis !eneral  •

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1.".2 #ipótesis secundarias •

E $&%.(# (-+% /(*-(+(."'()"%-'% %- "/ )%-'"/ % " .##$%&"'()"

•

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% "

.##$%&"'()" "*&"&(" ."+%'"%&" %/ *%-%&"%-'% % "-%&" (&%.'" •

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1.".3 $ariables de la %nesti!ación

$ARIABLES )"&("9%HJ

+".'#&%/

DIMENSIONES %

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X1J )#%-%/ % )%-'"/ %'%&(-"- "/ )%-'"/

X2J %/'(".(- % .#/'%/ X3J -()% % .#$&#(/#

1.".4 Operacionali&ación de las ariables

$ARIABLE

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DEFINICIÓN CONCEPTUAL

$enta %/ #'&" +#&" % "..%/# " %&."# $"&" .@"/ %$&%/"/, .# #9:%'()#, %/ )%-%& # % @".%- %- *"& % @".%& # % % %&."# %/%"< %&-"& ##/

DEFINICIÓN OPERACIONAL

DIMENSIONES

INDICADORES

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M"&

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17

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1./. POBLACIÓN Y MUESTRA DE LA IN$ESTIGACIÓN 1.-.1 Población 1.-.2 *uestra

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2.1.2  niel nacional 

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24

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2.1.3  niel local  

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25

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26

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27

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Punto de partida

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producto

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2.2.4 Dimensiones de factores 5ue determinan las entas

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2!

CAPÍTULO III: PRESENTACIÓN3 ANÁLISIS E INTERPRETACIÓN DE RESULTADOS *.1. PRESENTACIÓN3

ANALISIS

RESULTADOS *.2. PRUEBAS DE HIPÓTESIS *.*. DISCUSIÓN DE RESULTADOS

E

INTERPRETACIÓN

DE

30

CONCLUSIONES

31

RECOMENDACIONES

32

REFERENCIAS BIBLIOGRAFÍCAS

33

ANE>OS

34

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