Price level and brand knowledge and its effects on purchase behavior

Purpose: this study aims to examine the impacts of price levels, high level vs. low level, associated to a known brand vs. an unknown brand over fairness perception, symbolism quality and purchase intention.Design/methodology/approach: one pre-experiment is conducted with a 2 (high price level vs. low price level) x 2 (known brand vs. unknown brand) between-subjects design and a sample of 152 jeans customers.Finding: the results indicate that different price levels with brand knowledge or without brand knowledge impact differently over customer behavior, mainly when it comes to quality, fairness, perceived value, symbolic value and purchase intention of the investigated product and that that the relation between symbolic value and purchase intention is totally mediated by the perceived fairness.Practical Implication: by understanding how customers integrate, relate and infer quality, fairness and symbolic aspects to products through their perceptions concerning price levels and brand knowledge levels, it is possible to supply marketing professionals with information that lead to better-informed choices about pricing policy and branding in their companies.Originality/value: among these research contributions, we emphasize the proposition of eleven research hypotheses that aim to better understand customer behavior from the manipulation of two variables: product price level and brand knowledge level and its impact on perceived quality, fairness, symbolism and purchase intention.

The role of individual values in the behavior of using discount coupons

Purpose – The research analyzed the determinants (Performance Expectation, Expectation of Effort, Social Influence, Facilitating Conditions, Hedonic Motivation, Value and Habit) of the intention and the behavior of using online discount coupons, through UTAUT2 in the Brazilian context. Design/methodology/approach – The survey was adopted with an instrument adapted from Yang (2010) and Christino et al. (2019) validated by experts. Made available online, the instrument collected 309 responses for analysis using the structural equation modeling technique. Findings – The results validated the positive relationships for Facilitating Conditions, Hedonic Motivation, Perceived Value, Habit and Performance Expectation - the highest’s coefficients. The influence of Expectation on Effort and Social Influence has not been validated. Research limitations/implications – The results cannot be generalized to all Brazilian individuals, in addition to considering recognized determinants of international literature. For this reason, suggestions are made for continuing and deepening the research. Practical implications – The results contribute by indicating the main perceptions that lead to the intention and use of discount coupons, which are the performance expectation and the habit. Thus, managers can develop their sales strategies considering such factors while society can establish strategies to more sustainable purchases. Originality/value – The research discusses the determinants of UTAUT2 in the Brazilian context to explain the intention and behavior of using online discount coupons, which are grouped together are unprecedented in Brazilian literature.

Management systems by performance indicators of higher education institutions: proposal of a model

Purpose – This research aims to recognize the performance indicators relating to the management of species reported in the literature.Design/methodology/approach – It is an exploratory and descriptive research. It assumes the qualitative characteristics. We presented a theoretical proposal of indicators and sufficient dimensions to manage an IES. The board was selected by convenience. The expert group was composed of people who have expertise in managing performance. Findings – We found indicators that were added according to the suggestion of the respondents, resulting in 65 indicators, divided into 9 dimensions. The model contemplates the dimensions: Economic; Internationalization and research; Student/Client; Market; Academia; Operational; Human Resources; Society/extension and Sustainability.Research limitations/implications – As limitations of the research, there is the possibility of some work on indicators that have not been identified at this stage of research, and also the choice of specialists.Practical implications – This study presents the determinants of business performance. The indicators that should be used for each type of organization are of utmost importance and were highlighted as one of the challenges of future research in the management of organizational performance.Social implications – In the Brazilian literature, 75% of the surveys do not address performance management holistically, thus reinforcing this study's importance and originality.Originality/value – Previous literature were identified 57 performance indicators, distributed in six 6 dimensions based on the concepts of multidimensionality. The work found indicators were added according to the suggestion of the interviewees, resulting in 65 indicators divided into 9 dimensions.

Diversidade do perfil dos gestores como uma alavanca estratégica para criação de valor: um enfoque no conservadorismo contábil de empresas brasileiras e francesas

Purpose – The research aimed to analyze the relationship between the diversity of the managers' profile as a lever for value creation and the accounting conservatism of Brazilian and French companies.Design/methodology/approach – The sample consisted of 71 Brazilian companies and 67 French companies, listed in the B3 Index IBrX-100 and the SBF 120 Index of Euronext Paris, respectively. Multiple Regression was used to analyze the data (2011 to 2015).Findings – The results revealed that the characteristics of the diversity of the profile of Brazilian managers that are related to accounting conservatism are: age, place of formation and position occupied in the directive body. In France, the characteristics are: degree of schooling, link with the company and function performed.Research limitations/implications – The limitation of the impossibility of generalizing the results is highlighted. As theoretical contributions, this research analyzes an element that can be considered for analysis in the face of accounting conservatism: the profile of managers.Practical implications – The diversity of the managers' profile should be considered in companies, since it has repercussions on accounting conservatism, that is, on how managers conduct accounting to maximize company value.Social implications – The findings have social implications for professionals who aim to enter the Brazilian and French labor market.Originality/value – The study advances in the accounting area, as it analyzes the governing body of organizations, an important differential in the analysis of the demographic, professional and performance characteristics of managers and their relationship with accounting conservatism.

Key competencies of traders in municipal markets: case study in the Livramento Market of Setubal

Purpose – This study aims to analyse the role and importance of trader’s competencies in the context of municipal markets. It is proposed to define the ideal competences profile of traders (ICPT) in a municipal market – Livramento Market of Setubal, Portugal – attending to their key competencies, to assess the degree of similarity between the actual profile of the traders and the ICPT.Design/methodology/approach – A case study was carried out with a quantitative approach through the application of a survey to individuals of the various stakeholders’ groups (N = 36) related to the municipal markets.Findings – The ordering the relative importance of the competencies allowed to obtain the ICPT, highlighting the greater importance of more technical competencies in detrimental of soft competencies. Each of the competence’s profiles identified by the different groups were compared to the ICPT and high percentages of similarity were obtained (greater than 70%).Research implications – This study assists professional associations and managers in the design of local market management models with a focus on competencies, guiding their efforts towards the development of the most relevant competencies for professional practice.Originality/value – Its originality is based on the lack of research studies focused on the analysis of the competences of the players in the municipal markets. The analysis of the central role of a profession that is little valued, and little studied in the national context serves as an anchor for other studies on the competencies of these professionals.

O uso do cartão de crédito: o valor da marca e materialismo influenciam no comportamento impulsivo de compra?

Purpose - This study aims to identify factors, such as materialism and brand equity, that can influence impulsive buying behavior associated with the use of a credit card.Design/methodology/approach - We adopted the survey method, collecting 384 structured face-to-face questionnaires, focusing on the footwear industry. We collected the data in the state of Rio Grande do Sul - Brazil, covering the seven mesoregions of the state. Confirmatory factor analysis, descriptive statistics, ANOVA, T test and Structural Equation Modeling (SEM) were used to analyze the data.Findings – In this study, we find that brand equity does not impact impulsive buying behavior, but the credit card positively impacts impulsive buying behavior.Research limitations/implications – The research was executed just in one province, so future research could be developed in other’s places and culturesPractical Implications – This study can help scholars and managers of footwear industry understand impulsive buying behavior of its consumers.Original value – This study shows the relationship between credit card use, materialism and impulsive buying behavior constructs.

Public policies and strategies of a complex system: the change in the urban mobility system of Bogotá

Purpose – Urban mobility is one of the most relevant themes in discussions regarding quality of life in large urban centers worldwide. It is a challenge that local governments have been facing due to a significant growth in the urban population. The purpose of this study is to analyze the changes in public transport made by the local government in the city of Bogotá, ColombiaDesign/methodology/approach – It is an in-depth case study of a qualitative nature, based upon primary (interviews and observation) and secondary data. Data was collected in Brazil and Colômbia.Findings – The case signaled a significant change process by improving urban mobility through the implementation of successful public policies and strategies. The findings indicated that transforming a chaotic public transport system into a point of reference in this field is a notable effort.Practical implications – This study provides insights to public administrators that manage organizations that operate complex systems and pluralistic contextsOriginality/value – This paper contributes to the field by discussing a unique case study in which the administration of a large capital of a South American country promoted a substantial change in the urban mobility system, tackling obstacles and developing an efficient approach.

Modelos de gestão por competências em organizações líderes no Brasil

Purpose: To investigate into the strategic alignment of competency-based management (CBM) models implemented in 95 Brazilian organizations, leaders in their respective segments.Design / methodology / approach: The study is a longitudinal, exploratory-descriptive study under a qualitative and quantitative approach.Findings: A great similarity was found in the competencies in the CBM models, both in terms of incidence of competencies and similarity of their descriptions.Research limitations / implications: The study reveals a trend towards a disconnection between individual competencies and organizational strategies and values, and suggests four possible propositions to be investigated in future studies: P1: Absence of conceptual rigor for competences; P2: Insufficient dedication of time to implement a model; P3: Dissemination of “off-the-shelf models”, and P4: Institutionalization of CBMs as a dominant practice for people management.Practical implications: The results point to the need for organizations, when building or updating their CBM models, to pay attention to the concept of competencies used, ensuring the incorporation of the organizational strategy into the model, and dedicating adequate time to its elaboration and implementation in order to customize the CBM model to their needs.Originality / value: It constitutes one of the few longitudinal surveys with a representative sample of existing CBM models in Brazil and worldwide; hence, it captured a phenomenon (homogenization of CBM) that has been difficult to be observed outside this research.

O impacto da meritocracia em empresas de logística durante crises econômicas

Purpose: meritocracy and incentives for innovation are instruments in the search for efficiency and increased productivity. The objective of this work is to demonstrate the correlation between meritocracy and productivity gains that a franchise network presented in a year of economic crisis in Brazil. Design/methodology/approach: the method of qualitative and quantitative approach of this research used experimentation, based on interviews, observation and data analysis. Two groups of companies, which totalized 92 companies and 746 professionals participated of the research. Findings: management based on recognition and reward for employees of a group of companies has shown an increase in productivity of up to 25% in a year of economic recession. In the same period, another group of companies in the same business, but without a meritocracy-based compensation system, achieved a 9% drop. Research limitations/implications: this work suffered from limitations as to the influence of the local economy of each franchise on the results, impacting the comparisons of the groups that participated in the experimental research. Practical implications: logistics companies can use this work to define a meritocratic model that encourages employees to seek innovation in processes and contribute to better operational performance. Social implications: logistics has a strong impact on the competitiveness of companies, from industry to commerce. This work offers visibility of the influence of productivity in logistics companies in the supply chain. Originality/value: this work contributes to the analysis of the influence of meritocracy in people management, especially in times of economic crisis.

An analysis of the influence of organizational leadership on innovation management using the Fuzzy-AHP method

Purpose – The changes that occurred in the market, resulting from technological advancement, made companies pay attention to innovation in their processes, products or services, as a way to stand out. To enhance innovation in companies, focusing on leadership is an effective way. In this sense, the present study aimed to develop a model in order to list the priorities related to leadership and its interface with innovation, under the top management perspective of a telecommunications company.Design/methodology/approach – For the development of the model, the Fuzzy Analytic Hierarchy Process (Fuzzy-AHP) method was used to identify such factors and the best alternatives so that the investigated company can make consistent decisions. Thus, the criteria chosen by the Manager and Director were discovered, as well as the alternatives that they cherish, contributing to the development of innovation within the company.Findings – The results showed that the perception of the two interviewees was similar, however, it is emphasized that they should better choose how to apply innovation within the company.Originality/value – This study opens the way to highlight the importance of the theme of leadership and its interface with innovation for professionals in the management area, favoring decision making, in addition to contributing to the literature, deepening the debate on the theme of leadership and innovation, which is still incipient and needs development.