PRISCILA BORIN DE OLIVEIRA CLARO
Unidades Organizacionais
Resumo profissional
person.page.researcharea
Nome para créditos
29 resultados
Resultados da Pesquisa
Agora exibindo 1 - 10 de 29
Artigo Científico Networking and developing collaborative relationships: evidence of the auto-part industry of Brazil(2011) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLAROPurpose – 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 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.Trabalho de Evento Teaching and learning sustainability and the sustainable development goals: the role of the action learning method(2019) PRISCILA BORIN DE OLIVEIRA CLARO; Esteves, Nathalia RamajoArtigo Científico Sustainability-oriented strategy and sustainable development goals(2021) PRISCILA BORIN DE OLIVEIRA CLARO; Esteves, Nathalia RamajoCaso Banco Real e o Desafio da Sustentabilidade(2011) PRISCILA BORIN DE OLIVEIRA CLAROWorking Paper Managing trust relationships: evidence of the purchasing perspective of agrochemical distributors(2007) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLAROTrabalho de Evento Networking and developing collaborative alliances: the impact of the network on joint action(2007) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLARO; SERGIO GIOVANETTI LAZZARINIArtigo Científico The Enhancing Impact of Friendship Networks on Sales Managers’ Performance(2013) DANNY PIMENTEL CLARO; Laban Neto, Silvio Abrahao; PRISCILA BORIN DE OLIVEIRA CLAROThis paper examines how relationships with friends moderate the impact of professional networks on sales performance. Based on a sample of 204 sales managers in a professional service company, this study presents evidence that friendship networks amplify the effect of sales forces’ professional networks on new product sales as well as on prospecting and converting new deals. Our results offer important insights into the socio-cognitive perspective of sales management literature and suggest that firms should encourage managers to improve their friendships in order to access valuable information that will enhance customer knowledge and support their sales efforts.Artigo Científico Adopting Healthcare Information Exchange among Organizations, Regions, and Hospital Systems toward Quality, Sustainability, and Effectiveness(2020) PRISCILA BORIN DE OLIVEIRA CLARO; Salomi, Maria Jose AmaralArtigo Científico Coordinating B2B cross-border supply chains: the case of the organic coffee industry(2004) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLARO
- «
- 1 (current)
- 2
- 3
- »