DANNY PIMENTEL CLARO

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Agora exibindo 1 - 4 de 4
  • Artigo Científico
    Network centrality and multiplexity: a study of sales performance
    (2012) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLARO; Gonzalez, G. R.
    Network literature suggests that individual embeddedness leads to performance. The authors argue that resources from intra-firm social networks are critical for gaining advantages. The contribution of the paper lies at the performance impact of the network position. Previous studies have considered two alternative views, degree and closeness, of network centrality that have been shown to impact job promotion, innovation diffusion, and wage increase. To our knowledge no work has been done to identify the specific impact of the network on sales performance. Moreover, two different types of network relations were focused on in order to analyze the multiplexity of ties: friendship and advice. Conceptual work has suggested the impact of overlapping ties on performance, however elaborated empirical evidence is lacking. Estimates from a sample of salespeople in a focal firm of input supplies reveal that having many direct ties (degree centrality) and multi-dimensional relations (advice and friendship) positively influences a salesperson’s performance. The results demonstrate that salespeople can structure intra-firm ties in order to leverage firm resources and enhance individual performance.
  • Artigo Científico
    Networking and developing collaborative relationships: evidence of the auto-part industry of Brazil
    (2011) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLARO
    Purpose – This study aims to assess the moderating effect of the business network on the effects of between relational behavior and the effects of transaction-specific investments on joint actions. Design/methodology/approach – The study was a survey-based field study designed using theoretical support from marketing channels, transaction cost economics and network perspectives. Findings – The results show the importance of relational behavior and the network in coordinating joint actions, and this has relevant managerial implications for the coordination of a collaborative relationship. The characteristics of the relationship, its length as well as the size of each partner affect the collaborative efforts of the partners. Practical implications – Firms and managers should understand not only the dyadic relationships they are in but also the network structure. Dyadic characteristics affect collaboration, while the network also has effects on the collaboration of partners in vulnerable positions. Originality/value – The paper points out the role of the network as a countervailing safeguard for dyadic TSIs and network stability. Dyadic relationships are supported by the network.
  • Artigo Científico
    Estimating Total Claim Size in the Auto Insurance Industry: a Comparison between Tweedie and Zero-Adjusted Inverse Gaussian Distribution
    (2011) ADRIANA BRUSCATO BORTOLUZZO; DANNY PIMENTEL CLARO; Caetano, Marco Antonio Leonel; RINALDO ARTES
  • Working Paper
    Estimating Claim Size and Probability in the Auto-insurance Industry: the Zero-adjusted Inverse Gaussian (ZAIG) Distribution
    (2009) ADRIANA BRUSCATO BORTOLUZZO; DANNY PIMENTEL CLARO; Caetano, Marco Antonio Leonel; RINALDO ARTES