The use of social media in the B2B sales process: a meta synthesis

Autor: Graziela Perretto Rodrigues, Adriana Roseli Wünsch Takahashi, Paulo Henrique Muller Henrique Prado

Publikováno v: RAUSP Management Journal, Vol 56, Iss 1, Pp 9-23 (2021)

Purpose – The purpose of this study is to understand how business-to-business organizations use social media during the sales process. Design/methodology/approach – The meta-synthesis steps methodology (Hoon, 2013) was applied. Findings – This

Externí odkaz: https://doaj.org/article/2db57f572179451ca7d0f62db004b997

The mediating effect of proactive market orientation capability in entrepreneurial orientation and service innovation

Autor: Karen Raphaele Cantaleano, Graziela Perretto Rodrigues, Tomas Sparano Martins

Publikováno v: RAM. Revista de Administração Mackenzie, Vol 19, Iss 1 (2018)

Purpose: The purpose of this article is to verify the mediating effect of a proactive market orientation capability in the relationship between entrepreneurial orientation (EO) and service innovation in micro and small companies in the food-away from

Externí odkaz: https://doaj.org/article/50b0c27cbfdc4c2480d47c774f23885a

The Mediator Role of Sales Force Management Capability on the Relation between Market Orientation and Financial Performance

Autor: Renata Bárbara Moreno, Cecília Souto Maior de Brito, Graziela Perretto Rodrigues, Paulo Henrique Muller Prado, Renato Zancan Marchetti, Ana Maria Machado Toaldo

Publikováno v: Teoria e Prática em Administração, Vol 10, Iss 1 (2020)

Purpose: This study demonstrates that sales force management capability (SFMC) is a driver to financial performance when influenced by marketing orientation. Wherefore, the researchers explore how each SFMC ́s dimension (salesforce structuring, tale

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::1929e772b4ac5307bf3b624843f560ff
https://periodicos.ufpb.br/index.php/tpa/article/view/49935

THE MEDIATING EFFECT OF PROACTIVE MARKET ORIENTATION CAPABILITY IN ENTREPRENEURIAL ORIENTATION AND SERVICE INNOVATION

Autor: Graziela Perretto Rodrigues, Karen Raphaele Cantaleano, Tomas Sparano Martins

Publikováno v: RAM. Revista de Administração Mackenzie v.19 n.1 2018
RAM. Revista de Administração Mackenzie
Universidade Presbiteriana Mackenzie (UPM)
instacron:MACKENZIE
RAM. Revista de Administração Mackenzie, Vol 19, Iss 1 (2018)
RAM. Revista de Administração Mackenzie, Volume: 19, Issue: 1, Article number: eRAMR180038, Published: 05 APR 2018

Purpose: The purpose of this article is to verify the mediating effect of a proactive market orientation capability in the relationship between entrepreneurial orientation (EO) and service innovation in micro and small companies in the food-away from

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::fc4416f1f70efddd880be9967983a9f2
http://old.scielo.br/scielo.php?script=sci_arttext&pid=S1678-69712018000100201