BAR - Brazilian Administration Review最新文献

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Corporate Reputation and Bankruptcy Risk 企业声誉与破产风险
BAR - Brazilian Administration Review Pub Date : 2020-01-01 DOI: 10.1590/1807-7692bar2020180159
A. D. Góis, M. M. M. Luca, G. Lima, Jislene Trindade Medeiros
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引用次数: 9
Sales Prospecting Framework: Marketing Team, Salesperson Competence, and Sales Structure 销售前景框架:营销团队、销售人员能力和销售结构
BAR - Brazilian Administration Review Pub Date : 2020-01-01 DOI: 10.1590/1807-7692BAR2020200025
V. Vieira, D. Claro
{"title":"Sales Prospecting Framework: Marketing Team, Salesperson Competence, and Sales Structure","authors":"V. Vieira, D. Claro","doi":"10.1590/1807-7692BAR2020200025","DOIUrl":"https://doi.org/10.1590/1807-7692BAR2020200025","url":null,"abstract":"Sales management is an integral part of virtually all market exchanges. Marketing team, sales opportunities, salesperson skills, firm sales resources, digital platforms, and sales compensation plan create a marketing-salesperson-firm dynamic underlying the sales prospecting framework. Firm’s managers continuously strive to deal with these manifold elements of such dynamic context. This article offers an overview of the sales prospecting effort and sheds light on how firms generate superior performance by managing three interconnected elements. The marketing team (e.g., generating leads), salesperson competence (e.g., individual and team competence), and the firm being ready to deploy sales structure (e.g., sales platform) result in superior performance. By thinking outside the box, the authors propose the Salespeople Prospecting Framework with multiple associations based on previous marketing, sales, and retail research. The authors discuss implications for managing the sales funnel and offer suggestions for further research investigation.","PeriodicalId":53636,"journal":{"name":"BAR - Brazilian Administration Review","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2020-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"80718905","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 3
A Design Research Business Model: A Framework Built with Brazilian Farmers 设计研究商业模式:与巴西农民建立的框架
BAR - Brazilian Administration Review Pub Date : 2020-01-01 DOI: 10.1590/1807-7692bar2020190032
André Luiz Surdi Debastiani, G. D. Alperstedt, Grazielli Faria Zimmer Santos, Graziele Ventura Koerich
{"title":"A Design Research Business Model: A Framework Built with Brazilian Farmers","authors":"André Luiz Surdi Debastiani, G. D. Alperstedt, Grazielli Faria Zimmer Santos, Graziele Ventura Koerich","doi":"10.1590/1807-7692bar2020190032","DOIUrl":"https://doi.org/10.1590/1807-7692bar2020190032","url":null,"abstract":"","PeriodicalId":53636,"journal":{"name":"BAR - Brazilian Administration Review","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2020-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"76383424","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 3
Country Brand Equity: The Role of Image and Reputation 乡村品牌资产:形象和声誉的作用
BAR - Brazilian Administration Review Pub Date : 2020-01-01 DOI: 10.1590/1807-7692bar2020180128
F. Mariutti, Janaina de Moura Engracia Giraldi
{"title":"Country Brand Equity: The Role of Image and Reputation","authors":"F. Mariutti, Janaina de Moura Engracia Giraldi","doi":"10.1590/1807-7692bar2020180128","DOIUrl":"https://doi.org/10.1590/1807-7692bar2020180128","url":null,"abstract":"Country brand equity (CBE) is expanding in theory and in practice; however, little has been published on its conceptualization. By incorporating ‘reputation’ into the place brand equity construct at a country level, we provide a theoretical multidimensional framework for CBE. Seventeen interviews with international researchers were undertaken for theory building. A seven-dimensional CBE framework was developed according to the interpretations of two constructs — country brand reputation (‘share of experience’) and country brand image (‘share of mind’) — along with country brand associations, country brand awareness, country brand loyalty, country brand perceived quality, and channel relationships. We conclude by outlining potential further research avenues and implications for managerial practice. These contributions may guide policymakers, government officials, executives, and scholars in maximizing the value of a place brand (e.g., country, region, or city) by focusing on ‘reputation’ as an added (qualitative and/or quantitative) construct. This study may also inspire insights into joint efforts of public and private strategies and actions on economic performance, consumer welfare, and business decisions for national prosperity.","PeriodicalId":53636,"journal":{"name":"BAR - Brazilian Administration Review","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2020-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"81574554","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 8
Stewardship-oriented Culture and Family Firm Performance: A Study on the Moderating Effects in an Emerging Economy 管理导向文化与家族企业绩效:新兴经济体的调节效应研究
BAR - Brazilian Administration Review Pub Date : 2020-01-01 DOI: 10.1590/1807-7692bar2020180139
D. Mucci, Fábio Frezatti, A. Jorissen, Diogenes de Souza Bido
{"title":"Stewardship-oriented Culture and Family Firm Performance: A Study on the Moderating Effects in an Emerging Economy","authors":"D. Mucci, Fábio Frezatti, A. Jorissen, Diogenes de Souza Bido","doi":"10.1590/1807-7692bar2020180139","DOIUrl":"https://doi.org/10.1590/1807-7692bar2020180139","url":null,"abstract":"","PeriodicalId":53636,"journal":{"name":"BAR - Brazilian Administration Review","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2020-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73626562","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 6
The Smart Cities MethodoLogy Based on Public Value: The First Evaluation Cycle 基于公共价值的智慧城市方法论:第一个评估周期
BAR - Brazilian Administration Review Pub Date : 2020-01-01 DOI: 10.1590/1807-7692bar2020190048
J. Porto, Mírian Oliveira
{"title":"The Smart Cities MethodoLogy Based on Public Value: The First Evaluation Cycle","authors":"J. Porto, Mírian Oliveira","doi":"10.1590/1807-7692bar2020190048","DOIUrl":"https://doi.org/10.1590/1807-7692bar2020190048","url":null,"abstract":"","PeriodicalId":53636,"journal":{"name":"BAR - Brazilian Administration Review","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2020-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86849610","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 2
Fatigue at Work: Scale Validation with Airline Pilots 工作疲劳:航空公司飞行员的规模验证
BAR - Brazilian Administration Review Pub Date : 2020-01-01 DOI: 10.1590/1807-7692bar2020190031
Victor Rafael Rezende Celestino, J. BUCHER-MALUSCHKE, E. Marqueze
{"title":"Fatigue at Work: Scale Validation with Airline Pilots","authors":"Victor Rafael Rezende Celestino, J. BUCHER-MALUSCHKE, E. Marqueze","doi":"10.1590/1807-7692bar2020190031","DOIUrl":"https://doi.org/10.1590/1807-7692bar2020190031","url":null,"abstract":"In the organizational context, the study of occupational stress encompasses constructs of fatigue at work. Within the air transportation sector, fatigue at work is a potential issue influencing both safety and occupational stress. The objective of the present study was to perform a convergent-discriminant validity analysis of the Feeling of Fatigue scale in the area of Administration. Data from an observational cross-sectional study involving a sample of 1,066 airline pilots were analyzed using quantitative modeling. Confirmatory factor analysis with the structural equations model was performed to determine the validity of a Portuguese version of the Feeling of Fatigue scale in the organizational context of civil aviation. This study fills a gap in the literature on occupational stress in Administration, highlighting the relevance of research on fatigue at work. The results confirmed the validity of a Portuguese version of a mature scale for subjective assessment of fatigue in Administration, thereby contributing to fatigue management in organizational settings.","PeriodicalId":53636,"journal":{"name":"BAR - Brazilian Administration Review","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2020-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"84879126","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 4
Why is Academia Sometimes Detached from Firms’ Problems? The Unattractiveness of Research on Organizational Decline 为什么学术界有时会脱离企业问题?组织衰落研究的缺乏吸引力
BAR - Brazilian Administration Review Pub Date : 2020-01-01 DOI: 10.1590/1807-7692BAR2020200005
F. Serra, M. Ferreira, I. Scafuto
{"title":"Why is Academia Sometimes Detached from Firms’ Problems? The Unattractiveness of Research on Organizational Decline","authors":"F. Serra, M. Ferreira, I. Scafuto","doi":"10.1590/1807-7692BAR2020200005","DOIUrl":"https://doi.org/10.1590/1807-7692BAR2020200005","url":null,"abstract":"We examined how scholars decide what they study, scrutinizing researchers’ problem choice. We qualitatively analyzed a survey conducted by e-mail with 40 top management scholars on organizational decline in top-ranked journals. This topic appears to be neglected despite the real life evidence that the performance of firms is declining at an increasingly rapid pace. We conducted a content analysis of motivation to undertake, remain with, or abandon research. We found explanations for what researchers’ study specifically related to concerns over tenure and promotion, difficulty in conducting research, and the general unattractiveness of ‘negative’ themes that lead scholars to avoid a research topic. We contribute to studies on problem choice in management research by explaining why relevant economic and societal research agendas are under-researched. Our findings indicate that motivation not to undertake is related to extrinsic factors. Motivations to remain are usually intrinsic. However, motivations to abandon may be intrinsic, in order to move on to another research project, or extrinsic, depending on the situation. It also serves as a warning that scholars may be paying excessive attention to mainstream theoretical approaches and topics, inhibiting the emergence of new ideas and detracting attention from phenomena that are important for teaching.","PeriodicalId":53636,"journal":{"name":"BAR - Brazilian Administration Review","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2020-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"74419633","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 1
e-Qualifácil: Preparing Small Businesses for a Quality Management System e-Qualifácil:为小企业准备质量管理体系
BAR - Brazilian Administration Review Pub Date : 2020-01-01 DOI: 10.1590/1807-7692bar2020180154
E. M. P. G. Bianchi, Saulo Ferraz Junior
{"title":"e-Qualifácil: Preparing Small Businesses for a Quality Management System","authors":"E. M. P. G. Bianchi, Saulo Ferraz Junior","doi":"10.1590/1807-7692bar2020180154","DOIUrl":"https://doi.org/10.1590/1807-7692bar2020180154","url":null,"abstract":"More than 95 percent of all the businesses around the globe are small- and medium-sized (International Organization for Standardization [ISO], 2016). However, the limited resources of small businesses represent a difficulty in implementing a quality management system (QMS) complied with ISO 9001:2015, which is many times demanded by the supply chain of these companies. The object of this research was to develop an artifact, named e-Qualifácil, to access the current stage of the small business’ QMS. Using the Design Science Research method, the artifact was built considering the seven guidelines of the Design Science and the five phases of research applied to development cycles of artifacts. e-Qualifácil was tested in three small businesses of discrete manufacturing. For each business, the artifact generated a prioritized list of activities that together represent an action plan for the adequacy of busines s’ process to the requirements of the ISO 9001 standard. In addition, the application process of the artifact pointed out the lack of leadership in planning, formalization and control of quality processes, and technical processes in general. Design Science Research showed up as a good option to include rigor in organizational interventions and a practical tool to strengthening knowledge dissemination.","PeriodicalId":53636,"journal":{"name":"BAR - Brazilian Administration Review","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2020-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"78332789","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 8
Impact beyond impact factor: The Design-science way 超越影响因素的影响:设计科学方法
BAR - Brazilian Administration Review Pub Date : 2020-01-01 DOI: 10.1590/1807-7692bar2020200054
D. P. Lacerda, Aline Dresch
{"title":"Impact beyond impact factor: The Design-science way","authors":"D. P. Lacerda, Aline Dresch","doi":"10.1590/1807-7692bar2020200054","DOIUrl":"https://doi.org/10.1590/1807-7692bar2020200054","url":null,"abstract":"In 2003, the following questions were exposed to the scientific community of operations management: “Do we contribute so little because we are irrelevant?” or “Are we irrelevant because we contribute so little?” (Ford, Duncan, Bedeian, Ginter, Rousculp & Adams, 2005, p. 36). It is not a new issue for the scientific community, but it remains today. The criticisms focus on rigor in conducting research at the expense of its usefulness. The literature has portrayed this situation as a trade-off between relevance and rigor. Besides, examples of dysfunctionalities of logic ‘publish or perish’ are also abundant.","PeriodicalId":53636,"journal":{"name":"BAR - Brazilian Administration Review","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2020-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"87648323","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 2
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