Transformação Digital em Vendas (LGVR)
The curricular unit (CU) introduces a definition and scope related to Digital Transformation (DT), providing a historical context.
It presents the critical drivers of digital transformation, focusing on technological advances, changing user expectations, organizational evolution, shifts in market dynamics, and emerging regulatory and compliance pressures.
Subsequently, the course introduces digital strategy, user engagement, aspects of operational reconfiguration, and the emerging digitalization of business models.
The CU focuses on the technological enablers of DT, namely cloud computing and edge computing, the Internet of Things, Artificial Intelligence and Machine Learning, and distributed ledger technologies and blockchain.
Digital Transformation in different sectors will be addressed, with emphasis on benefits and challenges. The sectors covered in detail are:
Retail sector
Industry sector
Education sector
Finally, case studies are presented, namely:
Case 1. Lisbon Smart City
Case 2. Alibaba Group
Case 3. Tesla Gigafactory 1
Case 4. Netflix
Case 5. Amazon
Digital Transformation
Critical Drivers
Technology
• Fundamental knowledge of Digital Transformation (DT) and related concepts;
• Ability to recognize and overcome the challenges of DT;
• Identify and assess different technologies, trends, and impacts related to DT;
• Understand concrete examples of DT in Sales, enabling the projection of its application in their own business environments.
• Contributing to the organization's digital strategy and creating opportunities for new business models.
• Applying knowledge to real problems and projects.
Topic 1 – Introduction to Digital Transformation
Orientation
Discussion of the PUC
Definition and scope
Historic context
Topic 2 - Key drivers of digital transformation
Technological developments
Changes in user expectations
Organizational evolution
Shifts in market dynamics
Regulatory and compliance pressures
Topic 3 – Digital strategy, users, operations, and business models
Digital Strategy
User Engagement
Operational Reconfiguration
Digitization of Business Models
Topic 4 – Technological Enablers
Cloud computing and edge computing
Internet of Things
Artificial Intelligence and Machine Learning
Distributed ledger technologies and blockchain
Topic 5 – Digital Transformation in Different Sectors
Benefits and challenges of digital transformation across sectors
Retail sector
Industry sector
Education sector
Topic 6 – Case Studies
Case 1. Lisbon Smart City
Case 2. Alibaba Group
Case 3. Tesla’s Gigafactory 1
Case 4. Netflix
Case 5. Amazon
Isaías, Pedro, Miranda, Paula & Pífano, Sara (2025): Transformação Digital nas Organizações: Fundamentos, Tecnologias e Estratégia, 1ª edição, Edições Silabo, Portugal
Support material will also be provided by the lecturer
E-learning.
The preferred assessment system is continuous assessment, consisting of 2/3 e-folios (written work in digital format), throughout the semester, and a final face-to-face assessment (p-folio), to be held at the end of the semester, weighing 40% and 60% respectively in the final grade. However, students may, in due course, opt for a single face-to-face assessment and then take a Final Assessment test (exam) with a weighting of 100%.