Zobrazeno 1 - 10
of 63
pro vyhledávání: '"Danny Pimentel Claro"'
Publikováno v:
BAR: Brazilian Administration Review, Vol 17, Iss 4, Pp e200025-e200025 (2021)
Sales management is an integral part of virtually all market exchanges. Marketing team, sales opportunities, salesperson skills, firm sales resources, digital platforms, and sales compensation plan create a marketing-salesperson-firm dynamic underlyi
Externí odkaz:
https://doaj.org/article/b0cb3d6baa9a4fe3bd8156a207ceb85b
Publikováno v:
Revista Brasileira de Gestão De Negócios, Vol 20, Iss 2, Pp 210-231 (2018)
Purpose – Our study analyzes the non-linear effect of customer lifetime value (CLV), which accounts for the revenue accumulated over the lifetime of a customer relationship, calculated using a discount rate, on customer referral value (CRV), which
Externí odkaz:
https://doaj.org/article/d358a82a36e14a3a9258985476bffe5d
Publikováno v:
BAR: Brazilian Administration Review, Vol 12, Iss 2, Pp 209-228 (2015)
The buzz agent is any consumer perceived by others as a source of product referral. Previous literature in word of mouth (WOM) has looked into characteristics of individuals who successfully persuade others to choose a brand. While there have been
Externí odkaz:
https://doaj.org/article/d0e1da1a6a074d309a34704685af0957
Publikováno v:
RAUSP: Revista de Administração da Universidade de São Paulo, Vol 50, Iss 1, Pp 73-88 (2015)
A vaidade influencia a definição de padrões estéticos e de como a beleza corporal é culturalmente construída. Neste trabalho, o objetivo é entender a vaidade feminina e investigar sua relação com a autoestima, envolvimento com a beleza e o c
Externí odkaz:
https://doaj.org/article/1388e065401b4b7aa7958392717447e9
Autor:
Danny Pimentel Claro, Antonio Fabio Guena Reali Fragoso, Silvio Abrahão Laban Neto, Priscila Borin de Oliveira Claro
Publikováno v:
BAR: Brazilian Administration Review, Vol 11, Iss 3, Pp 248-263 (2014)
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 eff
Externí odkaz:
https://doaj.org/article/0abfc3f724b54123b06470fb2fbb4181
Publikováno v:
RAUSP: Revista de Administração da Universidade de São Paulo, Vol 49, Iss 2, Pp 291-306 (2014)
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 qu
Externí odkaz:
https://doaj.org/article/0dda3d1bc3e14424bb75539bcc6aa403
Publikováno v:
BAR: Brazilian Administration Review, Vol 10, Iss 2, Pp 158-175 (2013)
This 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 amp
Externí odkaz:
https://doaj.org/article/17bef00bf0b44d718a999d1f404b69c0
Publikováno v:
RAC: Revista de Administração Contemporânea, Vol 15, Iss 3, Pp 498-512 (2011)
This paper argues that an informal network can itself be a basis for the increase in a sales manager’s performance. Informal networks create a structure that surpasses the formal hierarchical structure defined by the firm. We concentrated on the ad
Externí odkaz:
https://doaj.org/article/0a417f7b8a1848adb9a6017257f663c6
Autor:
Adriana Bruscato Bortoluzzo, Danny Pimentel Claro, Marco Antonio Leonel Caetano, Rinaldo Artes
Publikováno v:
BAR: Brazilian Administration Review, Vol 8, Iss 1, Pp 37-47 (2011)
The objective of this article is to estimate insurance claims from an auto dataset using the Tweedie and zero-adjusted inverse Gaussian (ZAIG) methods. We identify factors that influence claim size and probability, and compare the results of these me
Externí odkaz:
https://doaj.org/article/5d2381fe3a3e4db987b80fb51fd4d4b0
Publikováno v:
BAR: Brazilian Administration Review, Vol 6, Iss 4, Pp 316-330 (2009)
The aim of this study is to research a sales manager’s social network and demonstrate that sales managers who are central in closure structures of an advice network achieve high sales performance. Considering the results obtained and the discussion
Externí odkaz:
https://doaj.org/article/ecaa6ef3e1094774b39062db8148e0c3