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Universidad Nacional De San Agustín De Arequipa Facultad De Ciencias Histórico Sociales Escuela Profesional De Sociología

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Universidad Nacional De San Agustín De Arequipa Facultad De Ciencias Histórico Sociales Escuela Profesional De Sociología UNIVERSIDAD NACIONAL DE SAN AGUSTÍN DE AREQUIPA FACULTAD DE CIENCIAS HISTÓRICO SOCIALES ESCUELA PROFESIONAL DE SOCIOLOGÍA TESIS RELACIÓN ENTRE CAPACIDAD DE NEGOCIACIÓN Y GRADO DE ÉXITO EN LAS REDES EMPRESARIALES MULTINIVEL DE LOS NETWORKERS EN AREQUIPA METROPOLITANA, 2018 Tesis presentada por el Bachiller: DANI FRANKLIN ZAPANA VILCA Para optar el Título Profesional de: Licenciado en Sociología Asesor: Dr. Eliseo Zeballos Zeballos AREQUIPA – PERÚ 2018 I DEDICATORIA A mis padres, con amor. II AGRADECIMIENTOS Estoy muy agradecido con los networkers, quienes con su entusiasmo, generosidad y tremenda disposición apoyaron brindando información y conectándonos con otros distribuidores de la industria multinivel. Quiero reconocer el asesoramiento del Soc. Eliseo Zeballos, quien ha sido el asesor de la presente tesis, por su contribución en este proyecto. También un agradecimiento especial a todas las demás personas que colaboraron en algún sentido, porque todo suma, con esta investigación. III RESUMEN La presente investigación ofrece una perspectiva centrada en el estudio de las relaciones entre la capacidad de negociación y el grado de éxito en las redes empresariales multinivel, teniendo como propósito determinar la relación entre estas categorías. Realizado entre los networkers de Arequipa Metropolitana en el 2018, este estudio es transversal no experimental y cuantitativo, que ha contado con una muestra probabilística de 378 casos seleccionados mediante un procedimiento aleatorio simple, y ha requerido el uso de un cuestionario estructurado como instrumento de medición. Los resultados evidencian la estrecha vinculación entre la capacidad de negociación y el grado de éxito en las redes empresariales multinivel, y más aún, al profundizar en la capacidad de negociación, esta asociación es más intensa en una de sus dimensiones: en la habilidad para generar alternativas. Asimismo, las relaciones formadas por las categorías de estudio muestran tipos de networkers y modelos organizacionales claramente diferenciados, y a su vez, fuertemente asociados, que coexisten dentro de una estructura multinivel que tiene una marcada desigualdad en la distribución de ingresos, donde unos pocos concentran gran parte de las ganancias. Palabras clave: Capacidad, negociación, éxito, empresa, multinivel IV ABSTRACT This research offers a perspective focused on the study of the relations between negotiation capacity and the degree of success in the multi-level business networks, with the objective of determining the relation between these categories. Realized between the networkers of Metropolitan Arequipa in 2018, this study is cross-sectional non- experimental and quantitative, with a probability sample of 378 cases selected using a simple random procedure, and has required the use of a structured questionnaire as a measuring instrument. The results show the close relation between negotiation capacity and the degree of success in the multi-level business networks, and even more, by deepening in the negotiating capacity, this asociation is more intense in one of its dimensions: in the ability to generate alternatives. Also, the relations formed by the categories of study show clearly differentiated types of networkers and organizational models, at the same time, strongly associateds, which coexist within a multi-level structure that has a marked inequality in the distribution of income, where a few concentrate a large part of the profits. Keywords: Capacity, negotiation, success, company, mlm V ÍNDICE GENERAL DEDICATORIA ............................................................................................................................. I AGRADECIMIENTOS .................................................................................................................. II RESUMEN .................................................................................................................................. III ABSTRACT................................................................................................................................ IV ÍNDICE GENERAL ...................................................................................................................... V ÍNDICE DE ILUSTRACIONES ................................................................................................. VIII ÍNDICE DE CUADROS ............................................................................................................ VIII ÍNDICE DE GRÁFICOS .............................................................................................................. X INTRODUCCIÓN ......................................................................................................................... 1 CAPITULO I: PLANTEAMIENTO DEL TEMA DE INVESTIGACIÓN .......................................... 3 1.1 El problema de investigación ................................................................................................ 3 1.2 Formulación del problema .................................................................................................... 5 1.3 Objetivos de la investigación ................................................................................................ 5 1.4 Justificación del estudio ........................................................................................................ 5 1.5 Limitaciones de la investigación ........................................................................................... 6 1.6 Viabilidad de la investigación ................................................................................................ 6 CAPITULO II: MARCO TEÓRICO ............................................................................................... 8 2.1 Antecedentes del estudio ..................................................................................................... 8 2.2 Teoría de la negociación: conceptos y perspectivas ............................................................ 9 2.2.1 Origen de la negociación .............................................................................................. 9 2.2.2 Conceptos básicos de negociación ............................................................................. 10 2.2.3 Definición de negociación ........................................................................................... 12 2.2.4 Aspectos sociológicos en la negociación .................................................................... 13 2.2.5 Enfoques de negociación ............................................................................................ 14 2.2.5.1 Enfoque estructural ............................................................................................. 15 2.2.5.2 Enfoque estratégico ............................................................................................. 15 2.2.5.3 Enfoque conductual ............................................................................................. 16 2.2.5.4 Enfoque de concesiones ..................................................................................... 16 2.2.5.5 Enfoque integrador .............................................................................................. 17 2.2.6 Perspectivas sociológicas: interacción y estructura social .......................................... 18 2.3 Redes empresariales multinivel .......................................................................................... 20 2.3.1 Desarrollo histórico del multinivel ................................................................................ 20 2.3.2 Conceptos de multinivel .............................................................................................. 22 VI 2.3.3 Estructura de la red empresarial multinivel ................................................................. 25 2.4 Proceso de formación de las redes empresariales multinivel ............................................. 28 2.4.1 Prospección. ............................................................................................................... 28 2.4.2 Conversión .................................................................................................................. 28 2.4.3 Duplicación.................................................................................................................. 29 2.4.4 Éxito ............................................................................................................................ 30 2.4.5 Canal de distribución multinivel ................................................................................... 31 2.4.6 Diferencias entre esquemas piramidales y multinivel .................................................. 33 2.4.7 Generación de ingresos en el multinivel ..................................................................... 35 2.4.7.1 El cuadrante del flujo del dinero .......................................................................... 36 2.4.7.2 Ingresos lineales .................................................................................................. 37 2.4.7.3 Ingresos residuales ............................................................................................. 37 2.4.8 Limitaciones en la industria multinivel ......................................................................... 39 2.5 Hipótesis ............................................................................................................................. 42 2.6 Variables ............................................................................................................................
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