A group of researchers from the Fundación Universitaria Iberoamericana (FUNIBER), which includes researchers from the Universidad Europea del Atlántico (UNEATLANTICO), has published the first article in an indexed journal arising from a thesis of the academic programme in Business. This marks an important achievement for the institution, reflecting its ability to bring academic research to the highest level and position its students on platforms recognised for their quality and impact.
The article, entitled ‘Exploring Sales Training Through a Socioeconomic Stratum: A Case Study of Independent Commercial Advisors at LA UNICA’, was published in Przestrzeń Społeczna (Social Space Journal), a journal dedicated to research in the social sciences and humanities. It publishes relevant research papers and is ranked in the Q2 quartile of the SJR index, highlighting its academic quality.
The work was developed by Dr. Emmanuel Soriano Flores, coordinator of the Master in Business Administration and Management; Mgtr. Ignacio Walter Tapia Stumpf, general manager of Industrias San Miguel for Peru and former FUNIBER scholarship student in the Master in Strategic Management; Dr. Eduardo Silva, academic director of the Master in Human Rights; and Dr. Thomas Prola, director of European R&D projects.
Research findings
The study investigates the lack of a systematic approach to the training of independent sales consultants in the direct sales sector in Peru. The analysis focuses on the relationship between training needs and the socio-economic status of consultants in 2023. The results indicate that as socio-economic status increases, so do training needs. In this sense, the study suggests that LA UNICA should focus its training efforts on consultants from higher socio-economic strata.