PRISCILA BORIN DE OLIVEIRA CLARO

PRISCILA BORIN DE OLIVEIRA CLARO

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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 Abrahao
Consumo consciente e planejamento financeiro: duas faces da mesma moeda na busca pelo desenvolvimento sustentável
(2018) PRISCILA BORIN DE OLIVEIRA CLARO; DANNY PIMENTEL CLARO
Consumer Complaints and Company Market Value
(2014) DANNY PIMENTEL CLARO; Fragoso, Antonio Fabio Guena Reali; Laban Neto, Silvio Abrahao; PRISCILA BORIN DE OLIVEIRA CLARO
Consumer 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.
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.
Moving towards the sustainable development goals: the role of brazilian companies and multinational enterprises
(2019) PRISCILA BORIN DE OLIVEIRA CLARO; Esteves, Nathalia Ramajo
Não informado
Sustentabilidade estratégica: existe retorno no longo prazo?
(2014) PRISCILA BORIN DE OLIVEIRA CLARO; DANNY PIMENTEL CLARO
O objetivo neste artigo é avaliar o impacto de longo prazo que os investimentos em práticas ambientais e sociais têm nas empresas que reportam seus desempenhos em sustentabilidade. Duas hipóteses baseadas na literatura são lançadas: empresas que investem em sustentabilidade de forma estratégica apresentam desempenho melhor após um choque externo; empresas praticam e reportam sustentabilidade com sucesso quando o foco dos investimentos é estratégico. De um painel de 252 empresas, aquelas que investiram em sustentabilidade tiveram resultados melhores no período pós-crise financeira de 2008. Adicionalmente, evidências de uma empresa (Brasil Foods) estudada em um contexto histórico expõem a evolução dos investimentos estratégicos em sustentabilidade e a relação deles com as competências e o negócio central da empresa.
Teaching and learning sustainability and the sustainable development goals: the role of the action learning method
(2019) PRISCILA BORIN DE OLIVEIRA CLARO; Esteves, Nathalia Ramajo
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.
The enhancing impact of friendship networks on sales managers’ performance
(2013) DANNY PIMENTEL CLARO; SILVIO ABRAHAO LABAN NETO; PRISCILA BORIN DE OLIVEIRA CLARO
O "boca a boca" na era da internet
(2012) DANNY PIMENTEL CLARO; Laban Neto, Silvio Abrahao; PRISCILA BORIN DE OLIVEIRA CLARO