Rbgn-Revista Brasileira De Gestao De Negocios最新文献_第10页

The predictors of sales performance: a study with wholesale sellers 销售业绩的预测因素:对批发销售商的研究

IF 1.1 4区管理学

Rbgn-Revista Brasileira De Gestao De Negocios Pub Date : 2014-12-10 DOI: 10.7819/RBGN.V16I52.1686

Paulo Henrique Donassolo, C. Matos

{"title":"The predictors of sales performance: a study with wholesale sellers","authors":"Paulo Henrique Donassolo, C. Matos","doi":"10.7819/RBGN.V16I52.1686","DOIUrl":"https://doi.org/10.7819/RBGN.V16I52.1686","url":null,"abstract":"Understanding which factors influence sales performance and how these factors vary in different contexts is essential both for managers and for researchers in the field of sales and marketing. Several studies have sought to identify the factors that exert most influence over the performance of salespeople. The importance of these factors may vary according to product type and the context in which sales are made. This paper seeks to test a model that consolidates a number of factors that influence sales performance of salespeople. In order to achieve these objectives, this paper addresses various models validated in other sales contexts and selects one of these to later test it by means of a descriptive study based on a survey conducted with 301 outside salespeople linked to wholesale companies located in different states of Brazil. The results obtained from the survey supported the adequacy of the model, which presented good fit indexes. The relationship between Self-efficacy, Effort and Performance has been confirmed and proved to be the main way that influences the performance of the salespeople. Both the academic and the managerial implications of these tests are presented and discussed in this paper.","PeriodicalId":45001,"journal":{"name":"Rbgn-Revista Brasileira De Gestao De Negocios","volume":"16 1","pages":"448-465"},"PeriodicalIF":1.1,"publicationDate":"2014-12-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.7819/RBGN.V16I52.1686","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"71250076","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 8

Female Entrepreneurship as Subject of Research 以女性创业为研究对象

IF 1.1 4区管理学

Rbgn-Revista Brasileira De Gestao De Negocios Pub Date : 2014-09-18 DOI: 10.7819/RBGN.V16I51.1508

Almiralva Ferraz Gomes, Weslei Gusmão Piau Santana, Uajará Pessoa Araújo, Caroline Miriâ Fontes Martins

{"title":"Female Entrepreneurship as Subject of Research","authors":"Almiralva Ferraz Gomes, Weslei Gusmão Piau Santana, Uajará Pessoa Araújo, Caroline Miriâ Fontes Martins","doi":"10.7819/RBGN.V16I51.1508","DOIUrl":"https://doi.org/10.7819/RBGN.V16I51.1508","url":null,"abstract":"This paper’s main goal is to study the literature produced about “female entrepreneurship”, so as to scrutinize and deepen scientific reasoning referring to women entrepreneurs whilst investigating the degree of theoretical consolidation this field of knowledge has achieved. To this end, and from a critical perspective, we assessed research published in Brazilian and international journals from 1970 on, so as to offer a systematic review of the object in focus. Despite the contributions given by previous research – which does, after all, provide us with relevant information and data concerning women entrepreneurs –, most of it merely describes small segments of the female entrepreneur population, and does not advance in applying or developing theories. Moreover, in most cases, research was quantitative and empirical and attempted to draw a “profile” of women entrepreneurs. Few studies specifically carried out a theoretical analysis on the topic “gender”. Apparently, the main concern of many of these studies was to focus on the sexual structure of organizations and on its impact upon business activities. Thus, it seems appropriate to use new points-of-view to study the “female entrepreneurship” phenomenon – or, at least, to establish new ideas for investigation.","PeriodicalId":45001,"journal":{"name":"Rbgn-Revista Brasileira De Gestao De Negocios","volume":"16 1","pages":"319-342"},"PeriodicalIF":1.1,"publicationDate":"2014-09-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"71249434","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 16

French Presence in Brazil in the Nineteenth Century: analysis of the accounting archives of Casa Boris’s in the period from 1872 to 1887 19世纪法国在巴西的存在:鲍里斯之家1872年至1887年会计档案分析

IF 1.1 4区管理学

Rbgn-Revista Brasileira De Gestao De Negocios Pub Date : 2014-09-18 DOI: 10.7819/RBGN.V16I51.1651

J. P. Cosenza, Carlos Antonio De Rocchi, Carlos Alberto Campello Ribeiro

{"title":"French Presence in Brazil in the Nineteenth Century: analysis of the accounting archives of Casa Boris’s in the period from 1872 to 1887","authors":"J. P. Cosenza, Carlos Antonio De Rocchi, Carlos Alberto Campello Ribeiro","doi":"10.7819/RBGN.V16I51.1651","DOIUrl":"https://doi.org/10.7819/RBGN.V16I51.1651","url":null,"abstract":"Founded in Brazilian imperial period, Casa Boris had an important commercial role in the Northeast region of Brazil. Using a competitive business structure, it linked the Ceara Province (branch) with France (headquarters), by importing manufactured goods and exporting raw materials. In this paper, we studied the Journal and Ledger of Casa Boris, particularly from 1872 to 1887. The study aimed to analyze the contents of the accounting records contained in these books so as to report facts and points of historical interest to the Brazilian Accounting. The main contribution of the research, in general, is associated with an attempt to understand the influence of political, economic, social and institutional settings on accounting practices and vice-versa. Our findings led to the conclusion that the bookkeeping of Casa Boris was transparent to reveal the quality of accounting control of commercial operations undertaken by the firm and also shows the coexistence of a incipient provincial market that concomitantly linked Brazil to Europe in the second period of Brazilian Monarchical Empire.","PeriodicalId":45001,"journal":{"name":"Rbgn-Revista Brasileira De Gestao De Negocios","volume":"16 1","pages":"223-256"},"PeriodicalIF":1.1,"publicationDate":"2014-09-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"71249529","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 4

Entrepreneurial Leaders and the Dissemination of Entrepreneurial Orientation 创业领袖与创业导向的传播

IF 1.1 4区管理学

Rbgn-Revista Brasileira De Gestao De Negocios Pub Date : 2014-09-18 DOI: 10.7819/RBGN.V16I51.1422

João Carlos Barreto, V. Nassif

引用次数: 5

Brand Extension Evaluation: an experimental research study in the service sector 品牌延伸评价:服务行业的实验研究

IF 1.1 4区管理学

Rbgn-Revista Brasileira De Gestao De Negocios Pub Date : 2014-09-17 DOI: 10.7819/RBGN.V16I51.1527

Renato Ferreira Pimenta, E. Lopes, D. Silva, F. A. Serralvo

引用次数: 2

Multivariate Models to Forecast Portfolio Value at Risk: from the Dot-Com crisis to the global financial crisis 风险投资组合价值的多元预测模型:从互联网危机到全球金融危机

IF 1.1 4区管理学

Rbgn-Revista Brasileira De Gestao De Negocios Pub Date : 2014-09-17 DOI: 10.7819/RBGN.V16I51.1802

V. Gabriel

引用次数: 0

Los efectos de las prácticas de gestión de la calidad en los resultados clave: muestra de cuestionarios para el sector del alojamiento turístico en España 质量管理实践对关键结果的影响:西班牙旅游住宿部门的问卷样本

IF 1.1 4区管理学

Rbgn-Revista Brasileira De Gestao De Negocios Pub Date : 2014-09-01 DOI: 10.7819/RBGN.V16I52.1614

J. A. García, M. C. D. R. Rama, Mercedes Vila Alonso

{"title":"Los efectos de las prácticas de gestión de la calidad en los resultados clave: muestra de cuestionarios para el sector del alojamiento turístico en España","authors":"J. A. García, M. C. D. R. Rama, Mercedes Vila Alonso","doi":"10.7819/RBGN.V16I52.1614","DOIUrl":"https://doi.org/10.7819/RBGN.V16I52.1614","url":null,"abstract":"In this research work, we examine the direct and indirect effects of quality management practices on key results and we identify the relationship between quality practices. To achieve the proposed objective, a structural model was used, taking into account the previous review of the literature, in order to identify the quality practices and causal relationships with the key results. The theoretical model and hypotheses are tested using data collected from a sample of 186 tourist accommodation companies certified with the “Q for Tourist Quality” standard in Spain, from a questionnaire based on quality practices identified in the literature and on the EFQM Model, taking some of the most relevant scales as a reference. The methodology used consists of the application of an Exploratory and Confirmatory Factorial Analysis to validate the scales (reliability, one-dimensionality and validity) and define the number of items of each of the measuring instruments of the constructs proposed, to then estimate the causal model proposed, proceeding to test the hypotheses formulated by using the Structural Equation Model (SEM) technique. The results achieved support the relationship between quality practices and the direct and positive impact of two of the practices, processes management and quality policy/planning, on the key results. It was also observed that the quality practices that most","PeriodicalId":45001,"journal":{"name":"Rbgn-Revista Brasileira De Gestao De Negocios","volume":"16 1","pages":"351-373"},"PeriodicalIF":1.1,"publicationDate":"2014-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"71249474","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 2

La caracterización de los procesos y desafíos de las empresas industriales brasileñas en la gestión de la innovación 巴西工业公司在创新管理方面的过程和挑战的特征

IF 1.1 4区管理学

Rbgn-Revista Brasileira De Gestao De Negocios Pub Date : 2014-06-01 DOI: 10.7819/RBGN.V16I51.1426

Marcelo Seido Nagano, Juliano Pavanelli Stefanovitz, Thais Elaine Vick

{"title":"La caracterización de los procesos y desafíos de las empresas industriales brasileñas en la gestión de la innovación","authors":"Marcelo Seido Nagano, Juliano Pavanelli Stefanovitz, Thais Elaine Vick","doi":"10.7819/RBGN.V16I51.1426","DOIUrl":"https://doi.org/10.7819/RBGN.V16I51.1426","url":null,"abstract":"The goal of this study is to investigate the use of product innovation management practices and the challenges faced by organizations when increasing their innovative performance. To this end, we analyzed the relationships between internal organizational elements, as well as the influence of contextual factors (size, field and source of capital) in the characterization of innovation management systems and of barriers to innovation faced by each company. We chose this topic due to the fact that management processes that leverage innovative performance are not yet fully understood, and because of the lack of empirical studies that analyze the reality of the practices proposed in the organizational world, especially in Brazil. As a conceptual basis, we presented modern approaches to innovation, which recognize that this should not be seen as an isolated event but as a process. Exploratory qualitative research was carried out by means of a multiple case study. In it, we studied the innovation management systems of four companies which present relevant product development activities in Brazil. As well as a detailed study of the elements of innovation management, this article includes contributions referring to the characterization of organizational challenges faced by organizations when managing their innovation process.","PeriodicalId":45001,"journal":{"name":"Rbgn-Revista Brasileira De Gestao De Negocios","volume":"16 1","pages":"163-179"},"PeriodicalIF":1.1,"publicationDate":"2014-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"71249371","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 7

Fatores Determinantes da Implementação do Balanced Scorecard em Portugal: evidência empírica em organizações públicas e privadas 在葡萄牙实施平衡计分卡的决定因素:来自公共和私人组织的经验证据

IF 1.1 4区管理学

Rbgn-Revista Brasileira De Gestao De Negocios Pub Date : 2014-06-01 DOI: 10.7819/RBGN.V16I51.1335

P. R. Quesado, Beatriz Aibar Guzmán, L. Rodrigues

引用次数: 7

The relationship between cost management knowledge and budgetary participation with managers’ performance 成本管理知识、预算参与与管理者绩效的关系

IF 1.1 4区管理学

Rbgn-Revista Brasileira De Gestao De Negocios Pub Date : 2014-05-19 DOI: 10.7819/RBGN.V16I50.1236

Alexandre Corrêa dos Santos, C. Lavarda, Idair Edson Marcello

{"title":"The relationship between cost management knowledge and budgetary participation with managers’ performance","authors":"Alexandre Corrêa dos Santos, C. Lavarda, Idair Edson Marcello","doi":"10.7819/RBGN.V16I50.1236","DOIUrl":"https://doi.org/10.7819/RBGN.V16I50.1236","url":null,"abstract":"Management control systems are applied tools that may be useful to align managers’ personal interests concerning organizational goals. In this context, corporate budgets are used as an organizational control tool and, historically, research reveals that their use, associated with other tools such as those referring to management and budgeting, may contribute to managers’ individual performance and, globally, to organizational performance itself. However, subjective and behavioral phenomena may also affect the organizational environment; thus, it is appropriate to investigate the effect of control tools on the behavior of individuals. This paper is based on the work of Agbejule and Saarikoski (2006), and it aims to investigate the relationship between cost management knowledge and budgetary participation with the performance of managers. The survey is descriptive as to its goal and to procedures such as surveys, and quantitative as to the approach taken to approaching the problem. The sample consists of hierarchical middle-level managers working in organizations located in Southern Brazil. Survey data was analyzed with Regression and Factor Analysis statistical methods, using 18.0 version SPSS software. Results indicate that there is an influence of cost management knowledge and budgetary participation on managers’ performance, but only for factors considered collective managerial performance. Keywords: Cost management knowledge. Managerial performance. Budgetary participation.","PeriodicalId":45001,"journal":{"name":"Rbgn-Revista Brasileira De Gestao De Negocios","volume":"16 1","pages":"124-142"},"PeriodicalIF":1.1,"publicationDate":"2014-05-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.7819/RBGN.V16I50.1236","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"71248773","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 4