PRISCILA BORIN DE OLIVEIRA CLARO
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Trabalho de Evento Competitiveness and coordination of the brazilian market pulp chain(2006) PRISCILA BORIN DE OLIVEIRA CLARO; Zylbersztajn, D.; DANNY PIMENTEL CLARO; Gonçalves, R. N. C.Capítulo de Livro The enhancing impact of friendship networks on sales managers’ total sales, new product sales, prospecting and the closing of new deals(2011) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLARO; Laban Neto, Silvio AbrahaoCapítulo de Livro Consumo consciente e planejamento financeiro: duas faces da mesma moeda na busca pelo desenvolvimento sustentável(2018) PRISCILA BORIN DE OLIVEIRA CLARO; DANNY PIMENTEL CLAROArtigo Científico Coordinating B2B cross-border supply chains: the case of the organic coffee industry(2004) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLAROArtigo Científico Consumer Complaints and Company Market Value(2014) DANNY PIMENTEL CLARO; Fragoso, Antonio Fabio Guena Reali; Laban Neto, Silvio Abrahao; PRISCILA BORIN DE OLIVEIRA CLAROConsumer complaints affect company market value and common sense suggests that a negative impact is expected. However, do complaints always negatively impact company market value? We hypothesize in this study that complaints may have a non-linear effect on market value. Positive (e.g. avoiding high costs to solve complaints) and negative (e.g. speedy and intense diffusion) tradeoffs may occur given the level of complaints. To test our non-linear hypothesis, a panel data was collected from cell phone service providers from 2005 to 2013. The results supported our tradeoff rationale. Low levels of complaints allow for companies to increase market value, while high levels of complaints cause increasing harm to market value. The sample, model and period considered in this study, indicates a level of 0.49 complaints per thousand consumers as the threshold for a shift in tradeoffs. The effects on market value become increasingly negative when trying to make reductions to move below this level, due to negative tradeoffs.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.Trabalho de Evento Moving towards the sustainable development goals: the role of brazilian companies and multinational enterprises(2019) PRISCILA BORIN DE OLIVEIRA CLARO; Esteves, Nathalia RamajoNão informadoArtigo Científico Sustainability-oriented strategy and sustainable development goals(2021) PRISCILA BORIN DE OLIVEIRA CLARO; Esteves, Nathalia RamajoArtigo Científico Gerenciando relacionamentos colaborativos com fornecedores(2004) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLAROO objetivo deste artigo é discutir a importância da confiança e o efeito dos investimentos em ativos específicos em relacionamentos colaborativos com fornecedores. O artigo ainda discute o efeito moderador da rede de informações sobre as ações colaborativas. Tomaram-se como base teórica as abordagens da economia de custos de transação e os estudos sobre canais de comercialização e redes organizacionais. Para testar as hipóteses formuladas, foram coletadas informações de atacadistas e outros distribuidores do setor de flores e vasos de plantas da Holanda. Os resultados sugerem que as informações obtidas na rede incentivam as ações conjuntas, como proteção para investimentos realizados pelos compradores. Constata-se também que o grau de confiança, os investimentos específicos e as informações obtidas na rede facilitam a coordenação de relacionamentos entre fornecedores e compradores.Artigo Científico How to manage a long-term buyer-supplier relationship successfully? The impact of network information on long-term buyer-supplier relationships in the Dutch potted plant and flower industry(2004) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLARO; Omta, Onno S. W. F.