CARLA SOFIA DIAS MOREIRA RAMOS

CARLA SOFIA DIAS MOREIRA RAMOS

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Networking capability in business relationships - concept and scale development
(2012) Mitrega, Maciej; Forkmann, Sebastian; CARLA SOFIA DIAS MOREIRA RAMOS; Henneberg, Stephan C.
In previous research on inter-organizational marketing and supply chain management the processes through which a focal company deals with the dynamic nature of its business relationships is not fully addressed or understood. To address this gap in the literature, this study proposes the concept of networking capability (NC) as the complex organizational capability oriented towards managing business relationships along all their main development stages. The main proposition is that such a NC capability exists and can be measured, for various types of business partners (especially customers and suppliers), and that NC represents an important aspect that influences firm performance significantly. In order to define the NC concept and develop as test a measurement model, this study uses empirical research and integrates it with the existing literature on business networking-related capabilities. This study distinguishes itself from previous research on networking-related capabilities which not only utilize activities and routines at the company level to measure relational capabilities, but incorporate instead emotions and attitudes of managers towards their exchange partners. Our study, on the other hand, develops and tests a measurement model of NC that is consistent with a grounding in the resource-based view of the firm, specifically the dynamic capability view of the firm. It thereby contributes to the theory and practice of relationship management by proposing a conceptualization and measurement model of NC with regard to all main relationship stages and main types of business partners. Our study adopts a three-stage process of scale development, including qualitative and quantitative research. In summary, our empirical research suggests our NC measurement model as reliable and valid with regard to two main exchange partners: suppliers and business customers. Nomological validity of NC construct is also supported through regression model with company performance as the dependent variable.
Understanding the service infusion process as a business model reconfiguration
(2017) CARLA SOFIA DIAS MOREIRA RAMOS; Forkmann, Sebastian; Henneberg, Stephan C.; Naudé, Peter
This study conceptualizes service infusion as a business model reconfiguration by using a process perspective. Ser vice infusion is therefore understood as a process affecting the business model dimensions of transaction content, structure, and governance. The service-related reconfiguration of the business model is explained by underlying knowledge conversion mechanisms, which provide insights into the development of reconfiguration capacities as important enablers for business model change. Furthermore, this study introduces the concept of service defusion as an important counterpart to service infusion. Both concepts together are found to fully capture firms' strategic options with respect to their service offering components (transaction content), their engagement with, and dis engagement from, important business partners (transaction structure), and also their interactions with these im portant business partners (transaction governance). The conceptually derived understanding of the service infusion process and mechanisms are exemplified via a multi-actor longitudinal illustrative case study. A concep tual grounding for understanding service infusion processes for further theory and concept development is pro vided, and managers gain an understanding of how to effectively manage the processes underlying service related business model reconfigurations.
Salespeople formation of triadic closure: the study of network dynamics
(2016) CARLA SOFIA DIAS MOREIRA RAMOS; DANNY PIMENTEL CLARO
Service infusion: does it always pay off?
(2019) Santos, Rafael S.; CARLA SOFIA DIAS MOREIRA RAMOS; RINALDO ARTES
The Dynamics of Intra-Organizational Sales Network
(2014) DANNY PIMENTEL CLARO; CARLA SOFIA DIAS MOREIRA RAMOS; Brashear , Thomas G.
Dynamic effects of intrafirm relational strategies and relational structures on performance
(2017) CARLA SOFIA DIAS MOREIRA RAMOS; Claro, Danny P.; Gonzalez, Gabriel; Palmatier, Robert W.
Introduces a dynamic perspective on the influence of intrafirm relationships on relationship marketers’ sales performance. Integrates results from two studies: a longitudinal sample (three-year period) of relationship managers from a single firm and a sample of RMs across three industries.
Marketing de redes - o marketing das independências
(2014) CARLA SOFIA DIAS MOREIRA RAMOS; Roseira, Catarina
(Re)organising for interaction within innovation networks – an exploratory study in the public sector
(2013) CARLA SOFIA DIAS MOREIRA RAMOS; Espelid, Theodor Sommersten; Corsaro, Daniela; Henneberg, Stephan C.
Issues around innovation have seen considerable increase of academic and managerial interest over the last decades. In parallel, the role of business relationships and networks has also attracted growing attention. Consequently, the concept of innovation networks (INs) is positioned at the interface of these two streams. At the core of the concept of INs is the proposition that relationships, i.e. interactions with other business partners, are critical for key innovation activities. However, research on INs has focused mostly on network structure-related aspects, while not providing enough insights into the processes of organising for interactions. In particular, this study explores the role of actors’ perceptions and interpretations regarding business relationships on how actors organise for innovation activities. Furthermore, this paper sheds light on the reciprocal influence that exists between cognition and action in such contexts, something that has been discussed in the field of organisational and cognitive science but not within innovation networks setting as part of business marketing studies. Longitudinal exploratory case study research was conducted, which analyses two ser vice innovation processes in an innovation network in a district within a municipality of a North European country. Our study shows how INs evolve over time as actors shape (and reshape) the network through specific interactions within and between realms of the IN, whereby the diverse views held by different actors are confronted. In particular, we find that perceptions and interpretations of power distribution and strength of relationships emerge as relevant aspects to determine actors’ intentions toward organising both in the innovation development and the implementation phases. At the same time, the changes (such as initiation, development, and termination) in the relationships with other actors, actor groups, or realms of the IN affect the actors’ interpretations, thereby generat ing a recursive interpretative path through which the innovation network is shaped.
Revisiting conflict in hybrid channels of distribution: when conflict increases performmance
(2015) CARLA SOFIA DIAS MOREIRA RAMOS; DANNY PIMENTEL CLARO; Vojnovskis, Denys
How do managers see it? capturing practitioner theories via network pictures
(2014) CARLA SOFIA DIAS MOREIRA RAMOS; Ford, David