Coleção de Artigos Acadêmicos
URI permanente para esta coleçãohttps://repositorio.insper.edu.br/handle/11224/3227
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Artigo Científico Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe(2024) Rouziou, Maria; Bolander, Willy; Karen Peesker; Hautamäki, Pia; Rangarajan, Deva; Samaraweera, Manoshi; Bullemore, Jorge; Klein, Michel; Agnihotr, Raj; Jensen, Karina Burgdorff; Fournier, Christophe; DANNY PIMENTEL CLARO; Gonzalez, Gabriel R.; Guenzi, Paolo; Kadić-Maglajlić, Selma; Lai-Bennejean, Christine; Palomino-Tamayo, Walter; Ryals, Lynette; CARLA SOFIA DIAS MOREIRA RAMOS; Salas, Jim; Shi, Huanhuan; Squire, Philip; Westphal, JörgIn the context of the global crisis presented by the COVID-19 pandemic, the authors investigate the perspectives of sales managers regarding their organizations’ responses to the crisis and future expectations in a post-COVID-19 world. While there has been much discussion about these topics in the sales literature, very little research has examined them globally by collecting data from many nations and across many continents. Yet, how can global events be understood without analyzing global data? In response, the authors convened the first, to their knowledge, global data coalition by hosting video-recorded group interviews with 76 sales executives representing 27 nations. This inductive investigation, informed by institutional logics, reveals how organizations accepted new norms, retained old ones, or blended the old with the new in response to the crisis. The results simultaneously validate certain emerging concepts on a global scale (e.g., customer success management, bricolage) and give rise to several insights not currently detailed by extant scholarship (e.g., localization, cultural cringe). This work also catalyzes new, relevant avenues for international research and sheds light on issues facing sales practice globally.Artigo Científico Judicialização de tratamentos para o Transtorno do Espectro Autista no âmbito da saúde suplementar: Análise de sentenças proferidas pelo TJSP em 2023(2025) Oliveira, Bruno da Cunha de; Penha, Maria Sthefanny Cavalcante da; Rodrigues, Giulia Beatriz Brombine Alves; Püschel, Mariana Araujo; VANESSA BOARATIApesar da relevância econômica, jurídica e social do tema da judicialização de tratamentos para o Transtorno do Espectro Autista, o assunto ainda não foi abordado em profundidade pela literatura acadêmica. Para preencher essa lacuna, foi realizada a análise sistemática do conteúdo de uma amostra representativa de sentenças proferidas pelo TJSP em 2023. Nesse período, houve um predomínio de crianças bastante jovens entre os demandantes: a média de idade foi de cerca de seis anos e a mediana, de quatro anos e dez meses. Os principais tratamentos demandados foram consultas com fonoaudiólogos, terapeutas ocupacionais e psicólogos. Em 66% dos casos houve pedido por profissional que adotasse a técnica ABA (Applied Behavior Analysis). Os principais argumentos apresentados pelas operadoras de planos de saúde estão associados a discussões jurídicas sobre a existência de obrigação de cobertura dos tratamentos pleiteados. Já o principal argumento utilizado pelos magistrados foi o de que não caberia ao Judiciário nem à operadora revisar a prescrição feita pelo médico do paciente. Para fundamentar as suas decisões, os magistrados se ampararam principalmente na jurisprudência e nas súmulas do próprio TJSP, além do Código de Defesa do Consumidor. A taxa de sucesso total ou parcial dos pacientes foi de 92%.Artigo Científico A systematic literature review of citizen science in urban studies and regional urban planning: policy, practical, and research implications(2025) Beck, Donizete; Mitkiewicz, JulianaCitizen Science (CS) has been useful in research development and policymaking, where laypeople contribute to collecting and/or analyzing data. With the technological advancement of smart cities and data analysis techniques, CS helps foster efficient/sustainable cities and data-driven decision-making. However, more effort is needed to make CS more accessible for urban scholars and practitioners. Thus, we provided a comprehensive overview of CS in Urban Studies and Regional Urban Planning (USRUP) by revealing the main thematic/method approaches, stakeholder roles, socioeconomic/environ mental/policy impacts, limitations, best practices, and cases. Thus, we performed a Systematic Literature Review on CS in USRUP using the PRISMA Guidelines of 94 studies collected from the Web of Science Core Collection, published by 2023. Our key findings underscore the practical uses of diverse methodologies and approaches employed in CS projects, emphasizing their potential to enhance urban research and policymaking. The core socioeconomic impacts of CS projects are fostering community empowerment, engagement, and educational opportunities. The main environmental impacts are enhancing monitoring capabilities, improving ecosystem service assessments, and supporting adaptive management practices. As for urban planning and policies, CS projects can foster data-driven planning, urban sustainability, urban resilience, healthier cities, and social equity. CS challenges include data quality and consistency, the digital divide, and the need for sustained funding. Best practices have included clear communication, standardized protocols, and strong community engagement. Further developments should involve citizens in more analytical roles (rather than merely instrumental ones, like data collection) in CS projects and explore CS in social urbanism for transforming vulnerable communities.Artigo Científico 1st Industrial Marketing Management (IMM) South America Summit (2nd - 4th October 2024)(2024) CARLA SOFIA DIAS MOREIRA RAMOS; DANNY PIMENTEL CLARO; Lindgreen, Adam; Benedetto, C. Anthony DiThe 1st Industrial Marketing Management South America Summit seeks to unite academics and practitioners from South America, as well as other regions, who share an interest in business-to-business marketing, with the goal of creating and/or strengthening collaborative research networks. This summit also intends to continue the tradition established by the European and American Industrial Marketing Management summits, which includes promoting discussions, sharing cutting-edge research, and enhancing the effectiveness and efficiency of industrial markets on a global scale. The event will display recent developments in both theory and practice within the realm of global industrial and business-to business marketing. Leveraging the success of past summits and the rich heritage of Industrial Marketing Management, this gathering assures dynamic conversations, visionary insights, and effective answers.Artigo Científico Stakeholder Theory(2024) Beck, DonizeteStakeholder networks are an organizational and social phenomenon. Organizations are not alone, and managing stakeholders matters in strategic management. This encyclopedia entry aims: (1) to synthesize the theoretical thought behind the foundational publications; and (2) to introduce the main constructs, definitions, and approaches of Stakeholder Theory. In doing so, it explores the definition of stakeholder theory including; the normative, descriptive, and instrumental pillars; the convergent and divergent stakeholder theory debate; the difference between stakeholder issues and social issues; stakeholder salience (power, urgency, legitimacy, and proximity); mutual trust as instrumental value of ethical behavior; stakeholder influence strategies (withholding, usage, direct, and indirect); stakeholder value creation; and stakeholder capitalism.Artigo Científico Stakeholder Theory(2024) Beck, DonizeteStakeholder networks are an organizational and social phenomenon. Organizations are not alone, and managing stakeholders matters in strategic management. This encyclopedia entry aims: (1) to synthesize the theoretical thought behind the foundational publications; and (2) to introduce the main constructs, definitions, and approaches of Stakeholder Theory. In doing so, it explores the definition of stakeholder theory including; the normative, descriptive, and instrumental pillars; the convergent and divergent stakeholder theory debate; the difference between stakeholder issues and social issues; stakeholder salience (power, urgency, legitimacy, and proximity); mutual trust as instrumental value of ethical behavior; stakeholder influence strategies (withholding, usage, direct, and indirect); stakeholder value creation; and stakeholder capitalism.Artigo Científico Quality Perception of São Paulo Transportation Services: A Sentiment Analysis of Citizens’ Satisfaction Regarding Bus Terminuses(2024) Beck, Donizete; Teixeira, Marco; Maróstica, Juliana; Ferasso, MarcosPurpose: To explore citizens’ satisfaction with all Bus Terminuses (BTs) in São Paulo City, Brazil. Method: This study performed a Sentiment Analysis of citizens' perception of 32 BTs of São Paulo, composed of 8,371 user comments on Google Maps. Originality/Relevance: This study highlights the role of Sentiment Analysis as an optimal tool for Stakeholder Analysis in the Urban Context. Findings: First, Sentiment Analysis is a valuable source for stakeholder oriented urban management. Second, sentiment Analysis provides detailed information about citizen satisfaction, providing valuable cues for urban managers to improve public service quality. Third, Smart Sustainable Cities can provide multiple and massive quantities of data that all kinds of urban stakeholders can use in decision-making processes, which helps perform Sentiment Analysis. Fourth, Sentiment Analysis is helpful for BT managers to improve BT services based on the users' feelings. Finally, further studies should explore sentiment classification in Sentiment Analysis of the critical aspects unfolded in this study as well as for exploring responsiveness of municipal public services. Methodological Contributions: This study demonstrated that Sentiment Analysis can be a method for scrutinizing stakeholders' opinions and perceptions about governmental services at the city level. Practitioner Contributions: Urban Planners, Transportation Policy Makers, and Urban Managers can use Sentiment Analysis to foster stakeholder-oriented management, which in turn fosters democracy and urban performance.Artigo Científico Economic Freedom and the Determinants of the Bank Spread in South America(2022) Maciel, Vladimir Fernandes; Gamboa, Ulisses Ruiz de; Alves, Rafael Estevão GarciaThis paper performs panel data analysis to test the existence of an inverse relationship between bank spreads and the degree of economic freedom in South American countries between 2000 and 2020. In the late 1990s, South America began a process of financial sector reforms, which included in almost all countries the liberalization of interest rates (instead of capping) and the elimination of direct credit allocation mechanisms. By hypothesis, it is expected that the greater the economic freedom, the lower the degree of financial regulation. This would reduce the transaction costs of financial institutions and contribute to reducing the banking spread (assuming constant credit risk). The traditional methodology is applied here, complemented by unit root and cointegration tests, in addition to impulse-response function analysis, in the context of panel autoregressive vectors (VAR). The results show that economic freedom and monetary credibility (component area of the EFW, Economic Freedom of the World index) negatively affect the value of the spread, with long-run effects as well.Artigo Científico Estilo da gestão educacional em Minas Gerais na ausência do Programa Jovem de Futuro(2024) Abreu, Laura Almeida Ramos de; RICARDO PAES DE BARROS; LAURA MULLER MACHADOArtigo Científico Trials of strength, paradoxes and competing networks in kaizen institutionalization(2024) Carneiro, Welington Norberto; Oyadomari, Jose Carlos Tiomatsu; Afonso, Paulo; Dultra-de-Lima, Ronaldo Gomes; Mendonça Neto, Octavio Ribeiro dePurpose – This paper seeks to understand kaizen in practice as it travels through time and space in the organisational setting. Design/methodology/approach – A qualitative case study was carried out at a multinational company using mainly interviews for the data collection that were analysed from an actor-network theory (ANT)perspective. Findings –This paper finds that the company deals with a series of paradoxes while managing the kaizen process. Efficiency and quality paradoxes are the basis for starting kaizen projects. Furthermore,intrinsic, and extrinsic motivation, emerge in these processes, and paradoxes relate to how spontaneous ideas emerge in a deliberated context of cost-saving objectives. The supply chain finance team coordinates kaizen projects with the collaboration of plant managers, promoting the paradox of autonomy and control. In addition, as kaizen mobilises and enrols the actors, some trials of strength emerge, showing actors who oppose the kaizen network and create competing networks that mutually exist in the firm. Practical implications – This study presents valuable insights for professionals to successfully implement kaizen methodologies that take advantage of developing a network for problem-solving in organizations. Originality/value – This study highlights the supply chain finance team’s role in enrolling the actors within a network built by practitioners engaged in kaizen projects. Usually, engineers, quality, or manufacturing teams lead kaizen projects, and only occasionally, accounting and financial teams participate, including multidisciplinary teams.