<?xml version="1.0" encoding="ISO-8859-1"?><article xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance">
<front>
<journal-meta>
<journal-id>1794-4449</journal-id>
<journal-title><![CDATA[Revista Lasallista de Investigación]]></journal-title>
<abbrev-journal-title><![CDATA[Rev. Lasallista Investig.]]></abbrev-journal-title>
<issn>1794-4449</issn>
<publisher>
<publisher-name><![CDATA[Corporación Universitaria Lasallista]]></publisher-name>
</publisher>
</journal-meta>
<article-meta>
<article-id>S1794-44492018000100102</article-id>
<article-id pub-id-type="doi">10.22507/rli.v15n1a11</article-id>
<title-group>
<article-title xml:lang="en"><![CDATA[Appropriating ICT for International Business Negotiations Performance: A Case Study of the Pacific Alliance]]></article-title>
<article-title xml:lang="es"><![CDATA[Apropiación de las TIC para el rendimiento de la negociación internacional: Estudio de caso Alianza del Pacífico]]></article-title>
<article-title xml:lang="pt"><![CDATA[Apropriação das TIC para o desempenho de negociação internacional: Estudo de Caso Aliança do Pacífico]]></article-title>
</title-group>
<contrib-group>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Cano]]></surname>
<given-names><![CDATA[José Alejandro]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Baena Rojas]]></surname>
<given-names><![CDATA[José Jaime]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
</contrib-group>
<aff id="Af2">
<institution><![CDATA[,Universidad de Medellín  ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>Colombia</country>
</aff>
<aff id="Af3">
<institution><![CDATA[,Universidad Católica Luis Amigó  ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>Colombia</country>
</aff>
<pub-date pub-type="pub">
<day>00</day>
<month>06</month>
<year>2018</year>
</pub-date>
<pub-date pub-type="epub">
<day>00</day>
<month>06</month>
<year>2018</year>
</pub-date>
<volume>15</volume>
<numero>1</numero>
<fpage>102</fpage>
<lpage>112</lpage>
<copyright-statement/>
<copyright-year/>
<self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_arttext&amp;pid=S1794-44492018000100102&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_abstract&amp;pid=S1794-44492018000100102&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_pdf&amp;pid=S1794-44492018000100102&amp;lng=en&amp;nrm=iso"></self-uri><abstract abstract-type="short" xml:lang="en"><p><![CDATA[Abstract  Introduction. Nowadays Information and Communication Technologies (ICT) have improved the processes in organizations and enterprises. In this sense, international business negotiations can be optimized with these tools allowing that small, medium and large enterprises also increase their proficiency and performance in this kind of operation. According to the information above, this article analyzes the level of appropriation of these technologies and several correlations between variables related with the use of ICT within the Pacific Alliance.  Objective. This article aims to identify the relationship between appropriation of ICT and performance of international business negotiations in this trade bloc.  Materials and Methods. A relationship model between appropriation of ICT and performance of international business negotiations is proposed, validating it with a study conducted with 384 companies from Chile, Colombia, Mexico, and Peru that carry out import and/or export processes.  Findings. The evidence indicates an important proficiency and international negotiation performance improvement within the enterprises in this region.  Conclusion. This research shows that increasing the frequency of training in the use of ICT promotes proficiency in these technologies and improves performance in the international negotiation process.]]></p></abstract>
<abstract abstract-type="short" xml:lang="es"><p><![CDATA[Resumen  Introducción. Hoy en día las tecnologías de la información (TIC) y han mejorado los procesos de la organización y de las empresas. En este sentido, las negociaciones comerciales internacionales se pueden optimizar con todas estas herramientas que permiten que las pequeñas, medianas y grandes empresas puedan aumentar también su dominio y el rendimiento en este tipo de operaciones. Por lo tanto, de acuerdo con la idea anterior, en este artículo se analiza el nivel de apropiación de estas tecnologías, además de algunas correlaciones entre las variables asociadas con el uso de las TIC en la Alianza del Pacífico.  Objetivo. Este artículo tiene como objetivo identificar la relación entre la apropiación de las TIC y el rendimiento de las negociaciones comerciales internacionales en este bloque comercial.  Materiales y métodos. Para ello, se propone un modelo de relación entre la apropiación de las TIC y el rendimiento de las negociaciones comerciales internacionales, validando con un estudio realizado en 384 empresas de Chile, Colombia, México y Perú; todo ello entre las empresas que llevan a cabo procesos de importación y/o exportación.  Resultados. La evidencia muestra un dominio importante y la mejora en el rendimiento de la negociación internacional en las empresas de esta región.  Conclusión. Por lo tanto, esta investigación demuestra que el aumento de la frecuencia de entrenamiento en el uso de las TIC promueve el dominio de estas tecnologías, y mejora el rendimiento del proceso de negociación internacional.]]></p></abstract>
<abstract abstract-type="short" xml:lang="pt"><p><![CDATA[Resumo  Introdução. Atualmente, a tecnologia da informação e comunicação (TIC) ajudar a facilitar e processos nas organizações. A este respeito, as negociações comerciais internacionais pode ser otimizado com todas essas ferramentas que permitem que pequenas médias e grandes empresas possam também aumentar o seu domínio e desempenho em tais operações. Portanto, de acordo com a ideia acima, neste artigo o nível de apropriação dessas tecnologias é analisado, bem como algumas correlações entre as variáveis associadas com o uso das TIC na Aliança do Pacífico.  Objetivos. Este artigo tem como objetivo identificar a relação entre apropriação e realização de negociações comerciais internacionais neste bloco comercial TIC.  Metodologia. Para fazer isso, um modelo de relação entre a apropriação das TIC e desempenho das negociações comerciais internacionais, validando um estudo de 384 empresas em Chile, Colômbia, México e Peru é proposta; todos entre empresas que realizam processos de importação e/ou exportação.  Resultados. A evidência mostra um domínio importante e melhorar o desempenho das empresas de comércio internacional na região.  Conclusões. Portanto, esta pesquisa mostra que o aumento da frequência de treinamento no uso das TIC promove domínio dessas tecnologias, e melhora o desempenho do processo de negociação internacional.]]></p></abstract>
<kwd-group>
<kwd lng="en"><![CDATA[ICT]]></kwd>
<kwd lng="en"><![CDATA[international negotiation]]></kwd>
<kwd lng="en"><![CDATA[Pacific Alliance]]></kwd>
<kwd lng="en"><![CDATA[appropriation]]></kwd>
<kwd lng="en"><![CDATA[performance]]></kwd>
<kwd lng="es"><![CDATA[TIC]]></kwd>
<kwd lng="es"><![CDATA[Negociación Internacional]]></kwd>
<kwd lng="es"><![CDATA[Alianza del Pacífico]]></kwd>
<kwd lng="es"><![CDATA[Apropiación]]></kwd>
<kwd lng="es"><![CDATA[Rendimiento]]></kwd>
<kwd lng="pt"><![CDATA[TIC]]></kwd>
<kwd lng="pt"><![CDATA[Negociação Internacional]]></kwd>
<kwd lng="pt"><![CDATA[Pacific Alliance]]></kwd>
<kwd lng="pt"><![CDATA[propriedade]]></kwd>
<kwd lng="pt"><![CDATA[o desempenho]]></kwd>
</kwd-group>
</article-meta>
</front><back>
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