Pub Date : 2020-01-01DOI: 10.1590/1807-7692bar2020180159
A. D. Góis, M. M. M. Luca, G. Lima, Jislene Trindade Medeiros
{"title":"Corporate Reputation and Bankruptcy Risk","authors":"A. D. Góis, M. M. M. Luca, G. Lima, Jislene Trindade Medeiros","doi":"10.1590/1807-7692bar2020180159","DOIUrl":"https://doi.org/10.1590/1807-7692bar2020180159","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":"83452852","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}
Pub Date : 2020-01-01DOI: 10.1590/1807-7692BAR2020200025
V. Vieira, D. Claro
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.
{"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}
Pub Date : 2020-01-01DOI: 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}
Pub Date : 2020-01-01DOI: 10.1590/1807-7692bar2020180128
F. Mariutti, Janaina de Moura Engracia Giraldi
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.
{"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}
Pub Date : 2020-01-01DOI: 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}
Pub Date : 2020-01-01DOI: 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}
Pub Date : 2020-01-01DOI: 10.1590/1807-7692bar2020190031
Victor Rafael Rezende Celestino, J. BUCHER-MALUSCHKE, E. Marqueze
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.
{"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}
Pub Date : 2020-01-01DOI: 10.1590/1807-7692BAR2020200005
F. Serra, M. Ferreira, I. Scafuto
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.
{"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}
Pub Date : 2020-01-01DOI: 10.1590/1807-7692bar2020180154
E. M. P. G. Bianchi, Saulo Ferraz Junior
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.
{"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}
Pub Date : 2020-01-01DOI: 10.1590/1807-7692bar2020200054
D. P. Lacerda, Aline Dresch
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.
{"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}
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