Juracy Parente

Área de influência: um estudo no varejo de supermercados

This article intends to make a contribution to the knowledge of retailing in Brazil, integrating theoretical and empirical aspects of trading area – a fundamental retailing concept. The methodology encompasses a review of the existing concepts and develops an empirical investigation about the trading area phenomenon within Brazilian supermarkets. The discoveryof certain regularities occurred when the analysis was conducted through cumulative distribution curves of clients. It was verified that the size of the stores and the population density seem to be determinant factors of the trading area dimensions.

ANTECEDENTS AND CONSEQUENCES OF HOUSEHOLD FINANCIAL MANAGEMENT IN BRAZILIAN LOWER-MIDDLE-CLASS

Mediante dos estudios exploratorios complementarios –uno cualitativo y otro cuantitativo–, la presente investigacion tiene como objetivo entender los medios por los cuales las familias de clase media-baja brasilena administran sus finanzas domesticas. El estudio propone un marco integrado que reune varios fragmentos teoricos previamente no relacionados. Basandonos en una encuesta realizada con una muestra de 165 consumidoras de clase media baja, de una empresa minorista en Sao Paulo, exploramos y examinamos, mediante un estudio cuantitativo, que antecedentes, tales como caracteristicas personales, afectan el proceso de administracion financiera, asi como tambien sus consecuencias, ya sea negativamente como incumplimientos de pago, ya sea positivamente como ahorros. La calibracion y analisis del modelo derivaron de una serie de analisis de regresion. Los resultados revelaron el papel mediador que la administracion financiera cumple en la relacion entre las caracteristicas personales y el impago y los ahorros. En comparacion con estudios previos sobre consumidores de paises mas ricos, llegamos a conclusiones peculiares con respecto a los consumidores de la clase media-baja brasilena: insuficiente atencion al control, poca o ninguna importancia otorgada a la planificacion a corto o largo plazo, ausencia generalizada de superavit presupuestario, e influencia de eventos criticos en los eventos de impago.Through two complementary and exploratory studies – one qualitative and one quantitative – this research aims to understand the ways in which lower-middle-class families in Brazil manage their household finances. The study proposes an integrated framework that brings together various previously disconnected theoretical fragments. Based on a survey with a sample of 165 lower-middle-class female consumers of a retail company in Sao Paulo, we explored and tested, via a quantitative study, how antecedents such as personal characteristics affect the financial management process, as well as its consequences, either negatively as defaults or positively as savings. The model calibration and analysis were derived from a series of regression analyses. The results revealed the mediator role that financial management plays in the relationship between personal characteristics and defaults and savings. Compared to previous studies with consumers of more affluent countries, we identified peculiar findings among Brazilian lower-middle-class consumers: inadequate attention to control, weak or no focus on short- or long-range planning, widespread absence of budget surplus, and influence of critical events on episodes of default.Mediante dos estudios exploratorios complementarios –uno cualitativo y otro cuantitativo–, la presente investigacion tiene como objetivo entender los medios por los cuales las familias de clase media-baja brasilena administran sus finanzas domesticas. El estudio propone un marco integrado que reune varios fragmentos teoricos previamente no relacionados. Basandonos en una encuesta realizada con una muestra de 165 consumidoras de clase media baja, de una empresa minorista en Sao Paulo, exploramos y examinamos, mediante un estudio cuantitativo, que antecedentes, tales como caracteristicas personales, afectan el proceso de administracion financiera, asi como tambien sus consecuencias, ya sea negativamente como incumplimientos de pago, ya sea positivamente como ahorros. La calibracion y analisis del modelo derivaron de una serie de analisis de regresion. Los resultados revelaron el papel mediador que la administracion financiera cumple en la relacion entre las caracteristicas personales y el impago y los ahorros. En comparacion con estudios previos sobre consumidores de paises mas ricos, llegamos a conclusiones peculiares con respecto a los consumidores de la clase media-baja brasilena: insuficiente atencion al control, poca o ninguna importancia otorgada a la planificacion a corto o largo plazo, ausencia generalizada de superavit presupuestario, e influencia de eventos criticos en los eventos de impago.

Retail evolution model in emerging markets: apparel store formats in Brazil

Purpose – The purpose of this paper is to develop a taxonomy to describe and synthesize the retail strategies and store formats in the fast-changing modernization context of emerging markets. It identifies how these different formats are related to the existing literature about retail evolution. The paper proposes analogies between the empirical findings and the Big Middle Theory model developed by Levy et al. (2005). Design/methodology/approach – Structured observations and personal interviews were conducted with managers/owners of 108 apparel stores located in three unplanned shopping districts in Sao Paulo, Brazil. Cluster analysis was used to derive the store formats. Findings – The results identify four store formats – old fashioned, price focused, specialized, and consolidated – reflecting diverse marketing strategies and different stages in the retailing modernization cycle. There is a striking resemblance between these empirically derived formats and the four types of retail segments (Big Middle, ...

Brasileiro gosta de "muvuca"?: impacto da densidade humana no comportamento de compra

This study investigated how the changes in human density in stores affect the consumers’ perception of crowding and satisfaction. Two experiments were conducted to test how shoppers behave in different levels of store crowding, moderated by the variables: familiarity, acumen towards the store aesthetics, and consumers’ income. The moderation tests indicated that while higher familiarity reduces the negative responses to crowding, higher levels of aesthetic acumen have an opposite effect. The results indicated non-significant differences in consumers’ responses between the low and medium stores human density levels, but showed a substantial increase of negative responses between the medium and high density level. The results indicated non-significant differences between lower and upper income responses. This paper brings not only managerial suggestions, but offers a significant contribution to a better understanding and integration of conceptual frameworks about the crowding phenomenon, and suggests many avenues for further investigation.

Percepção de crowding no varejo: uma investigação exploratória no mercado Brasileiro

The objective of this study is to investigate in an exploratory manner and by means of semi-structured interviews, the perception of Brazilian consumers regarding crowding in “discount stores”, and how this perception affects the satisfaction and buying behavior of these customers. Part of the results corroborates the conclusions of previous studies. Analysis of the empirical data, however, suggests the possibility of the existence in the Brazilian market of differences in the way that antecedents, like culture, income, store format and buying motivation (utilitarian or hedonic) operate in the perception of crowding. It also shows that this set of variables affects buying behavior indicators, such as discomfort level, degree of satisfaction and intention to repurchase. The results not only contribute to enriching the theoretical framework related to this theme, but also identify managerial and practical implications so that retailers can better with this situation better.

Franchisor–Franchisee Relationship Quality and Performance: Influence of Personality Traits

Literature in franchise has virtually ignored the role of psychological aspects on firm results. The present study aims to examine the influence of franchisees’ personality on franchisor–franchisee relationship quality and financial performance. This study used a self-report survey from 342 franchisees selected from 3 franchise networks. Personality was represented by the Big-Five personality traits: extraversion, agreeableness, conscientiousness, emotional stability, and imagination. Relationship quality was conceptualized through a second-order construct (trust, commitment, and satisfaction), while financial performance was represented by sales growth and profitability. A Partial Least Squares (PLS) structural equation model was conducted. Three personality dimensions produced the predicted effect on relationship quality—agreeableness (positively), emotional stability (positively), and imagination (positively). Financial performance was affected by conscientiousness (positively), emotional stability (positively), and imagination (positively). As expected, relationship quality presented a positive and significant effect on financial performance. Results indicate that personality does influence relationship quality and performance in a particular manner in the Brazilian context, suggesting that factors such as culture and market stability may have influence on the relationship between personality traits and both relationship quality and financial performance.

Varejo: desafios e oportunidades em mercados emergentes

Presentation of the forum of articles from the Latin American Retail Conference (CLAV-2012) with thoughts on the evolution and perspectives for research in the area.

Determinants of Relationship Continuity between Fashion Retailers and Suppliers in Brazil

Fashion markets are characterized by increasingly short product life cycles and demand uncertainties. Due to these peculiarities, the patterns of relationships between suppliers and retailers have specificities that differ from more stable markets. This study identifies the aspects most valued by fashion retailers to maintain relationships with their suppliers in Brazil. The existing research encompassing distribution channels, as well as industrial and relationship marketing indicates the relevance of trust and commitment, their antecedents, and consequences. Based on the Morgan and Hunt KMV framework, we adjusted and tested a model in which supplier and seller elements are taken into account to reflect the characteristics of supplier and retailer relationships in the Brazilian fashion markets. Data were collected from a survey with 154 store brand product manager respondents from 29 firms, classified into four retail store formats: department stores, hypermarkets, upscale, and low-end specialty stores. Two distinct techniques were applied: SEM for aggregate data and factor analysis followed by multiple regressions for each retail format. Findings of qualitative and quantitative research indicate that the relationship continuity intention is mediated by affective commitment and by the trust dimensions credibility and benevolence, supporting the Morgan and Hunt Commitment and Trust theory. Six trust antecedents were identified in order of relevance: seller characteristics, agility, supplier competencies, willingness to agree, supplier values, and product development skills. Depending on retail format, product managers distinctly evaluated these trust antecedents, each one requiring a different approach by supplier and seller.

Antecedencias y consecuencias de la administración financiera doméstica en la clase media baja brasileña

Mediante dos estudios exploratorios complementarios –uno cualitativo y otro cuantitativo–, la presente investigacion tiene como objetivo entender los medios por los cuales las familias de clase media-baja brasilena administran sus finanzas domesticas. El estudio propone un marco integrado que reune varios fragmentos teoricos previamente no relacionados. Basandonos en una encuesta realizada con una muestra de 165 consumidoras de clase media baja, de una empresa minorista en Sao Paulo, exploramos y examinamos, mediante un estudio cuantitativo, que antecedentes, tales como caracteristicas personales, afectan el proceso de administracion financiera, asi como tambien sus consecuencias, ya sea negativamente como incumplimientos de pago, ya sea positivamente como ahorros. La calibracion y analisis del modelo derivaron de una serie de analisis de regresion. Los resultados revelaron el papel mediador que la administracion financiera cumple en la relacion entre las caracteristicas personales y el impago y los ahorros. En comparacion con estudios previos sobre consumidores de paises mas ricos, llegamos a conclusiones peculiares con respecto a los consumidores de la clase media-baja brasilena: insuficiente atencion al control, poca o ninguna importancia otorgada a la planificacion a corto o largo plazo, ausencia generalizada de superavit presupuestario, e influencia de eventos criticos en los eventos de impago.Through two complementary and exploratory studies – one qualitative and one quantitative – this research aims to understand the ways in which lower-middle-class families in Brazil manage their household finances. The study proposes an integrated framework that brings together various previously disconnected theoretical fragments. Based on a survey with a sample of 165 lower-middle-class female consumers of a retail company in Sao Paulo, we explored and tested, via a quantitative study, how antecedents such as personal characteristics affect the financial management process, as well as its consequences, either negatively as defaults or positively as savings. The model calibration and analysis were derived from a series of regression analyses. The results revealed the mediator role that financial management plays in the relationship between personal characteristics and defaults and savings. Compared to previous studies with consumers of more affluent countries, we identified peculiar findings among Brazilian lower-middle-class consumers: inadequate attention to control, weak or no focus on short- or long-range planning, widespread absence of budget surplus, and influence of critical events on episodes of default.Mediante dos estudios exploratorios complementarios –uno cualitativo y otro cuantitativo–, la presente investigacion tiene como objetivo entender los medios por los cuales las familias de clase media-baja brasilena administran sus finanzas domesticas. El estudio propone un marco integrado que reune varios fragmentos teoricos previamente no relacionados. Basandonos en una encuesta realizada con una muestra de 165 consumidoras de clase media baja, de una empresa minorista en Sao Paulo, exploramos y examinamos, mediante un estudio cuantitativo, que antecedentes, tales como caracteristicas personales, afectan el proceso de administracion financiera, asi como tambien sus consecuencias, ya sea negativamente como incumplimientos de pago, ya sea positivamente como ahorros. La calibracion y analisis del modelo derivaron de una serie de analisis de regresion. Los resultados revelaron el papel mediador que la administracion financiera cumple en la relacion entre las caracteristicas personales y el impago y los ahorros. En comparacion con estudios previos sobre consumidores de paises mas ricos, llegamos a conclusiones peculiares con respecto a los consumidores de la clase media-baja brasilena: insuficiente atencion al control, poca o ninguna importancia otorgada a la planificacion a corto o largo plazo, ausencia generalizada de superavit presupuestario, e influencia de eventos criticos en los eventos de impago.

Antecedentes e consequências do gerenciamento das finanças domésticas na classe média baixa brasileira

Mediante dos estudios exploratorios complementarios –uno cualitativo y otro cuantitativo–, la presente investigacion tiene como objetivo entender los medios por los cuales las familias de clase media-baja brasilena administran sus finanzas domesticas. El estudio propone un marco integrado que reune varios fragmentos teoricos previamente no relacionados. Basandonos en una encuesta realizada con una muestra de 165 consumidoras de clase media baja, de una empresa minorista en Sao Paulo, exploramos y examinamos, mediante un estudio cuantitativo, que antecedentes, tales como caracteristicas personales, afectan el proceso de administracion financiera, asi como tambien sus consecuencias, ya sea negativamente como incumplimientos de pago, ya sea positivamente como ahorros. La calibracion y analisis del modelo derivaron de una serie de analisis de regresion. Los resultados revelaron el papel mediador que la administracion financiera cumple en la relacion entre las caracteristicas personales y el impago y los ahorros. En comparacion con estudios previos sobre consumidores de paises mas ricos, llegamos a conclusiones peculiares con respecto a los consumidores de la clase media-baja brasilena: insuficiente atencion al control, poca o ninguna importancia otorgada a la planificacion a corto o largo plazo, ausencia generalizada de superavit presupuestario, e influencia de eventos criticos en los eventos de impago.Through two complementary and exploratory studies – one qualitative and one quantitative – this research aims to understand the ways in which lower-middle-class families in Brazil manage their household finances. The study proposes an integrated framework that brings together various previously disconnected theoretical fragments. Based on a survey with a sample of 165 lower-middle-class female consumers of a retail company in Sao Paulo, we explored and tested, via a quantitative study, how antecedents such as personal characteristics affect the financial management process, as well as its consequences, either negatively as defaults or positively as savings. The model calibration and analysis were derived from a series of regression analyses. The results revealed the mediator role that financial management plays in the relationship between personal characteristics and defaults and savings. Compared to previous studies with consumers of more affluent countries, we identified peculiar findings among Brazilian lower-middle-class consumers: inadequate attention to control, weak or no focus on short- or long-range planning, widespread absence of budget surplus, and influence of critical events on episodes of default.Mediante dos estudios exploratorios complementarios –uno cualitativo y otro cuantitativo–, la presente investigacion tiene como objetivo entender los medios por los cuales las familias de clase media-baja brasilena administran sus finanzas domesticas. El estudio propone un marco integrado que reune varios fragmentos teoricos previamente no relacionados. Basandonos en una encuesta realizada con una muestra de 165 consumidoras de clase media baja, de una empresa minorista en Sao Paulo, exploramos y examinamos, mediante un estudio cuantitativo, que antecedentes, tales como caracteristicas personales, afectan el proceso de administracion financiera, asi como tambien sus consecuencias, ya sea negativamente como incumplimientos de pago, ya sea positivamente como ahorros. La calibracion y analisis del modelo derivaron de una serie de analisis de regresion. Los resultados revelaron el papel mediador que la administracion financiera cumple en la relacion entre las caracteristicas personales y el impago y los ahorros. En comparacion con estudios previos sobre consumidores de paises mas ricos, llegamos a conclusiones peculiares con respecto a los consumidores de la clase media-baja brasilena: insuficiente atencion al control, poca o ninguna importancia otorgada a la planificacion a corto o largo plazo, ausencia generalizada de superavit presupuestario, e influencia de eventos criticos en los eventos de impago.