PEP 2026: Formulating and Evaluating Projects - Market, Technical, and Organizational Studies

Comprehensive vocabulary flashcards covering Market Research, Demand Estimation, Commercial Mix, Technical Capacity, Organizational Structure, and Remuneration Policies for project evaluation.

Market Study (Estudio de Mercado)

A component of project evaluation consisting of three parts: Market Research, Demand Estimation, and Commercial Strategy Definition.

Secondary Sources

Information gathered from existing records such as magazines, bulletins, newspapers, Chamber of Commerce records, Prochile, INE, Internet, and previous theses.

Historical Analysis

Statistical information used to project future behavior across scenarios and 6 years of evaluation, also identifying past competitor successes or failures.

Current Situation Study

Analysis to determine potential customer opinions on the product, intended purchase quantities, pricing, and preferences.

Future Situation Study

Analysis used to determine market behavior in coming years to establish growth or decrease rates for the 6-year Cash Flows.

Real Demand

The specific demand that the company will realistically face, as opposed to potential or general market demand.

Delphi Method

A technique based on the emission of opinions from experts used to estimate demand.

Econometric Models

Demand estimation techniques based on the study of historical data.

Market Test

A demand estimation technique based on the observation of behavioral patterns.

Positioning

The attributes or "values" for which a company wants to be recognized, often expressed as a phrase or slogan.

Demographic Variables

Characteristics used to segment a target market of people, including age, sex, income, and marital status.

Pricing Strategies: Penetration and Skimming (Descreme)

The two primary price projection strategies to be considered over the 6-year period.

Promotion

The method of informing customers about product existence, characteristics, and price, which should not be maintained as a constant percentage of income.

Production Capacity Factors

Elements that limit production capacity, such as man-hours, machine-hours, financial resource (indebtedness capacity), and physical space.

Production Process

The step-by-step description of how a product is made or a service is delivered, often presented through a flow diagram or layout.

Localization Factors

Criteria for choosing a company location, including proximity to clients/suppliers, land cost, and legal structures (residential, commercial, or industrial zones).

Staff Function

Support roles within an organization, represented in an organigram by a dotted line, such as a secretary or outsourced services.

Job Analysis (Análisis de Cargos)

The process of explaining roles through Job Identification, Job Description (objectives and functions), and Job Specification.

Job Specification

The requirements for a role, including education level, profession, years of experience, specific knowledge, and personal aptitudes.

External Recruitment

Seeking personnel from the outside market, sometimes utilizing Head Hunters.

Gross Salary (Renta Bruta)

The total salary amount paid by the company, used for Cash Flow calculations rather than the net (liquid) income.

Direct Labor (Mano de Obra Directa)

A category in the remuneration structure representing personnel directly involved in production.

Remuneration Increase Policy

The definition of salary increases that occur strictly above the $IPC$ (Consumer Price Index).

UF (Unidad de Fomento)

The monetary unit used for financial analysis in the project, as flows are adjusted for inflation.