Paulo Fernando Pinto Barcellos

Can Brazilian firms survive the Chinese challenge?: Effects of globalization on markets, strategies, and performance

Purpose – The purpose of this paper is to apply the structure‐conduct‐performance theory and the strategic fit concept to examine the effects of globalization on markets, strategies, and performance of business‐to‐consumer firms in Brazil.Design/methodology/approach – The paper takes a qualitative approach to answer the research questions. Top decision makers such as president, chief executive officer, chairman of the board, vice president, and director of the companies were interviewed. The elite approach to in‐depth interviewing was followed to obtain reliable information from the decision makers.Findings – Findings indicate that globalization and especially the entry of Chinese firms significantly changed market contexts in Brazil. Brazilian executives responded to changes in market contexts by shifting from production to customer orientation, building brand equity, developing new products, and differentiating offerings. Overall, marketing performance of Brazilian firms was positive, but profitability ...

Competitive Threats, Strategic Responses and Performance of Brazilian B2B Firms

Purpose – The economic realignment in Latin America has created two clusters, one stagnant in the north and the other growth-bound in the south. This study aims to focus on Brazil, the key player in the growth-bound southern cluster, and address three fundamental questions: how Brazilian executives in four B2B sectors (telecommunications, business equipment, steel, and transportation) viewed the internal competitive developments, how they strategically responded to these developments, and what were the marketing and financial outcomes of these strategies. Design/methodology/approach – Data were obtained by interviewing top decision makers such as president, chief executive officer, and director of the companies. Findings – Findings show that the intensity of competitive pressures due to globalization varied by sector and so did strategic responses of firms. Marketing and financial performance outcomes also varied by sectors. Originality/value – The study adds to the growing literature on competitive marke...

Pro-environmental marketing and sustainable products in compliance with regulation: a study in the south of Brazil

The aim of this paper is to verify the influence of marketing actions in order to obtain sustainable products, as well as better compliance with environmental regulation in typical industrial companies. The research presents two stages: (1) an exploratory stage characterized by a theoretical review for the definition of scales to measure constructs, as well as a review about compliance with environmental regulation, pro-environmental marketing and sustainable products; and (2) descriptive stage that involves data collection and analysis in the target study population (manufacturing companies of non-durable, semi-durable and durable consumer goods). The sample consisted of 110 valid cases, which were analysed through descriptive statistics and graphic representations of the distribution of cases in the context of research variables. Two control cases were used to verify the correspondence of their positions in the graphs when compared with the communications strategy about their pro-environment actions. Sample results showed that a more effective pro-environmental marketing exerts more influence on the compliance with environmental regulation than on achieving sustainable products. Both cases of control fall in the quadrant of more sustainability, which corresponds to public disclosures about actions to protect the environment.

Percepção de atletas profissionais de basquetebol sobre o estilo de liderança do técnico

No contexto das competicoes esportivas, a influencia do tecnico pode facilitar o desempenho individual e propiciar um suporte social significativo aos demais. O estudo objetivou verificar a percepcao de atletas profissionais de basquetebol masculino quanto ao estilo de lideranca de seus tecnicos. A pesquisa tem carater descritivo e o instrumento de pesquisa utilizado e um questionario chamado de Escala de Lideranca Revisada para o Esporte. Vinte e nove atletas de tres equipes brasileiras responderam a pesquisa e os principais resultados mostram que, em duas dessas equipes, os atletas avaliam que seus tecnicos utilizam, predominantemente, a autoridade pessoal para tomar as decisoes com pouca ou nenhuma participacao dos atletas.

MUDANÇA ORGANIZACIONAL IMPULSIONADA PELA PRODUÇÃO MAIS LIMPA

As empresas como transformadoras de materias-primas em produtos possuem grande responsabilidade na protecao, manuseio e utilizacao dos recursos naturais disponiveis. Desta forma, todos os esforcos em busca de promover o desenvolvimento sustentavel devem ser prioritarios. Neste contexto, o objetivo deste artigo e descrever e avaliar o impacto da utilizacao de tecnicas de Producao mais Limpa no desempenho dos setores de serraria e de fabricacao de caixas para embalagens (caixaria) em uma empresa fabricante de motores eletricos. A pesquisa e de abordagem qualitativa com objetivo descritivo. O procedimento tecnico utilizado foi o estudo de caso. Da analise dos resultados obtidos, pode-se concluir que o uso desta ferramenta foi decisivo para a reducao de residuos dos processos produtivos, ressaltando-se os beneficios ambientais e economicos da implementacao da tecnica de Producao mais Limpa e como esta impulsionou a mudanca organizacional na organizacao pesquisada, principalmente pelo envolvimento de todos os funcionarios do processo e pelas pequenas mudancas implantadas no decorrer do projeto.

Identifying the Reasons Why Companies Abandon Collaborative Networks

The present work identified possible factors that led some collaborative network organizations to close. The case study was based on experiences obtained in networks that took part of the Collaborative Network Program of the State of Rio Grande do Sul (Brazil). One of the Program creators, managers, consultants and entrepreneurs of six networks that broke down were interviewed based on a semi-structured instrument. The analysis of the Collaborative Network method indicated that important factors could motivate the failure of networks, which were validated with the integrated model of alliance failure proposed by Park and Ungson [1]. The article ends by suggesting some improvements in the Collaborative Network Program of the State of Rio Grande do Sul to become more efficient and contribute to the network success.

Utilização da gestão por processos de negócio nas organizações do setor metalmecânico de Caxias do Sul

A gestao por processos de negocio (BPM) surgiu para facilitar a integracao e coesao dos diversos setores da organizacao, centrados em seus processos e buscando gerar maior valor ao cliente. O objetivo desta dissertacao e de investigar a utilizacao de BPM nas organizacoes de pequeno, medio e grande porte do setor metalmecânico de Caxias do Sul, pertencente a um dos maiores polos metalmecânicos do estado do Rio Grande do Sul. Uma pesquisa do tipo survey, com questionario adaptado de Paim (2007), foi aplicada numa amostra de 106 empresas. O resultado aponta que 47,2% das empresas utilizam BPM como o estilo de gestao predominante, sendo que para fomentar este estilo investiram na faixa de R

A Brazilian Experience of Customer Retention and Its Key Drivers in Banking Service Rendering

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Percepción de jugadores profesionales de baloncesto sobre el estilo de liderazgo del técnico

100 mil nos ultimos quatro anos. Na media, o grau de gestao por processos praticado pelas empresas respondentes foi de 2,98 entre o grau 1 (nao pratica) e o grau 5 (pratica habitualmente). Entre os motivos pelos quais as empresas decidiram utilizar BPM destaca-se a melhoria dos processos internos (22,4%). Uma das conclusoes e que mesmo as organizacoes que dizem utilizar gestao por processos estao numa fase de transicao, migrando de uma gestao funcional. A adocao de BPM de maneira holistica, como definido pela literatura, ainda nao e plenamente observada no cenario desse estudo.

Professional basketball players perception over their head coach's leadership style

This article focuses on customer retention through the existing relationship of a banking service provider with its customers. A theoretical model was tested with banking service natural person customers taking into account customer satisfaction, value, service provider reputation, and trust as key drivers of customer retention. A multivariate statistical approach with structural equation modeling was used. Results indicate that the theoretical model has acceptable fit, confirming that customer satisfaction positively affects perceived value by customers; perceived value is a key driver of trust through service provider reputation; service provider reputation is important in the studied context; and customer retention is positively affected by trust in the service provider.