Análisis de la negociación comercial y su relación con la morosidad de cartera en clientes B2B del sector energético

Bedoya Arbelaez, Damariz Julieth

Análisis de la negociación comercial y su relación con la morosidad de cartera en clientes B2B del sector energético

dc.contributor.advisor	Arias Hernandez, Maritza de Jesus
dc.contributor.author	Bedoya Arbelaez, Damariz Julieth
dc.coverage.spatial	Bogotá D.C.
dc.date.accessioned	2026-11-14T19:16:41Z
dc.date.issued	2026-05-25
dc.description	Analizar la incidencia de la negociación comercial en la morosidad de cartera en clientes B2B con facturación segmentada durante el período 2024–2025.
dc.description.abstract	La presente investigación analiza la incidencia de la negociación comercial en la morosidad de cartera en clientes B2B con facturación segmentada en una organización del sector energético, durante el período 2024–2025. El estudio surge a partir de la identificación de una problemática relacionada con el incremento de la cartera vencida, asociada a la desarticulación entre las condiciones de negociación comercial y la gestión de cartera. El objetivo general consistió en analizar la relación entre las estrategias de negociación comercial y los niveles de morosidad, a través de la caracterización de las condiciones comerciales, la descripción del comportamiento de pago y el establecimiento de relaciones entre estas variables. La investigación se desarrolló bajo un enfoque cuantitativo, con alcance descriptivo-correlacional y diseño no experimental de tipo retrospectivo, basado en el análisis de datos reales provenientes de registros internos de cartera. La muestra estuvo conformada por 200 clientes B2B, distribuidos entre clientes con mora y sin mora, seleccionados de manera intencional.
dc.format.extent	108 páginas
dc.identifier.citation	Bedoya Arbealez, D. J. (2026). Análisis de la negociación comercial y su relación con la morosidad de cartera en clientes B2B del sector energético. [Monografia, Corporación Universitaria Minuto de Dios - UNIMINUTO. Repositorio UNIMINUTO.
dc.identifier.uri	https://repository.uniminuto.edu/handle/10656/27769
dc.language.iso	es
dc.publisher	Corporación Universitaria Minuto de Dios – UNIMINUTO
dc.publisher.department	Posgrado (Virtual)
dc.publisher.program	Especialización en Gerencia Comercial
dc.rights	Acceso Abierto - http://purl.org/coar/access_right/c_abf2
dc.rights.uri	https://creativecommons.org/licenses/by-nc-nd/4.0/
dc.subject.keywords	Negociación comercial
dc.subject.keywords	morosidad de cartera
dc.subject.keywords	facturación segmentada
dc.subject.keywords	gestión de cartera
dc.subject.keywords	crédito comercial.
dc.title	Análisis de la negociación comercial y su relación con la morosidad de cartera en clientes B2B del sector energético
dc.type	Monografía
dc.type.coar	thesis
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