Satisfaction and Attitudinal Responses: Indirect Effects of Involvement and Reputation

ID: 56830

Autoria: Aleixo Fernandes, Marcelo Moll Brandão, Evandro Luiz Lopes, Filipe Quevedo Silva.

Fonte: RAUSP Management Journal, v. 55, n. 1, p. 0-85, Janeiro-Março, 2020. 86 página(s).

Palavras-chave: Involvement , Loyalty , Reputation , Satisfaction , Services

Tipo de documento: Artigo (Inglês) Ver Resumo

'Purpose' – The purpose of this paper is to identify the influence of the company’s reputation and individual consumer involvement in the relationship between satisfaction, loyalty and willingness to pay more for a product. 'Design/methodology/approach' – The method used is quantitative, by means of a survey with real consumers of automotive services of two vehicle dealerships, whose data were analyzed through linear regression analysis and conditional analysis of moderation. 'Findings' – The authors have identified that the relationship between satisfaction and loyalty and between loyalty and willingness to pay more for a product is entirely moderated by the (high) reputation of the brand and the (high) individual involvement of the consumer. 'Practical implications' – The study contributes to marketing managers as it demonstrates effect of brand reputation and involvement. Therefore, it is understood that these variables need to be considered in satisfaction surveys, as it has been proven that satisfaction alone cannot explain the variables of business performance (loyalty and willingness to pay). 'Originality/value' – The greatest innovation of this study is the identification of the total moderation between stated satisfaction and loyalty and between satisfaction and willingness to pay more. It has been demonstrated that high levels of brand reputation coupled with high levels of consumer involvement account for the fully dependent variables.

Reflections on the Last four Years of RAUSP’s Management Journal

ID: 56825

Autoria: Flavio Hourneaux Junior.

Fonte: RAUSP Management Journal, v. 55, n. 1, p. 2-3, Janeiro-Março, 2020. 2 página(s).

Tipo de documento: Editorial (Inglês)

Advisor Gender and Advice Justification in Advice Taking

ID: 56826

Autoria: Vinicius Farias Ribeiro, Adriana Victoria Garibaldi de Hilal, Marcos Gonçalves Avila.

Fonte: RAUSP Management Journal, v. 55, n. 1, p. 4-21, Janeiro-Março, 2020. 18 página(s).

Palavras-chave: Advice justification , Advice taking , Advisor gender , Analysis and intuition , Decision-making

Tipo de documento: Artigo (Inglês) Ver Resumo

'Purpose' – The purpose of this paper is to identify under what circumstances advisor gender and advice justification influence advice taking by managers. 'Design/methodology/approach' – The authors designed a quasirational managerial decision experiment with both analytic and intuitive cues. The design was a 2 2 between-subjects factorial, in which gender (male/female) and advice justification (intuitive/analytic) were crossed. The experiment involved two independent samples, taken from Amazon Mechanical Turk workers and Brazilian professionals. 'Findings' – Results suggest that, in general, analytic justification is more valued than intuitive justification. The findings also infer that depending on the advisees’ sample and providing that advice justification is analytic, quasirational scenarios seem to favor male advisors (MTurk sample) or both male and female advisors with “male values”(professional sample), as analysis is traditionally considered a “male value.” 'Practical implications' – Analytic justification will likely lead to more advice utilization in quasirational managerial situations, as it may act as a safeguard for the accuracy of the offered advice. 'Social implications' – The results might signal an ongoing, but slow, process leading to the mitigation of gender stereotypes, considering that the male gender stereotype was active in the MTurk sample, but not in the professional one. 'Originality/value' – This study contributes to the advice-taking research field by showing the interplay between advisor gender and advice justification in a quasirational managerial decision setting with both analytic and intuitive cues. In advice-taking literature, observations are usually collected from students. However, as this study focused on managerial decisions, the authors collected independent samples from MTurk workers and Brazilian professionals.

Tacit Knowledge in Unstructured Decision Process

ID: 56827

Autoria: Fábio de Oliveira Lucena, Silvio Popadiuk.

Fonte: RAUSP Management Journal, v. 55, n. 1, p. 22-39, Janeiro-Março, 2020. 18 página(s).

Palavras-chave: Evaluation , Strategic decisions , Tacit knowledge , Unstructured decision-making

Tipo de documento: Artigo (Inglês) Ver Resumo

'Purpose' – This paper aims to identify the expressions and flows of tacit knowledge in the unstructured decision process. In this type of process, decision-makers use not only the explicit knowledge but also aspects such as intuition, experience and other forms of tacit knowledge. The research developed a qualitative approach, through a study of multiple cases, and applied semi-structured interviews to ten executives. The analysis of data was carried out according to Flores (1994) interpretative analysis of text technique. Results indicated that there was the insertion of tacit knowledge in all unstructured decision-making routines. It was also detected the need to explicitly add the routine of evaluation to the Mintzberg et al.’s (1976) model as elements of tacit knowledge were also identified at this stage of the decision-making process. 'Design/methodology/approach' – The research has taken a qualitative approach, through a study of multiple cases, applying semi-structured interviews to ten executives. The analysis of data was carried out according to technique for interpretative analysis of the text. 'Findings' – Results indicated that there was tacit knowledge in all unstructured decision-making routines. Also detected was the need to explicitly add the routine of evaluation to the model. 'Research limitations/implications' – It was unable to perform psychological studies to investigate the deepest cognitive and emotional aspects of managers, and it does not address, in depth, some issues that are related to tacit knowledge in decisions and that would be considered relevant. 'Practical implications' – Although this research was unable to dissect the composition of tacit knowledge in unstructured decision process, a better understanding of the aspects that make up the knowledge in question has been developed, providing some decision-making guidelines to managers. 'Social implications' – The language between communications actors can share decision-making rules to assist in the production and process of arguments necessary for the debate, evaluation and attribution of institutionally recurrent decisions. 'Originality/value' – The original contribution is present in a detailed description of the expressions of flows of tacit knowledge in unstructured decision-making processes, based on the model of Mintzberg et al. (1976). From the influence of tacit knowledge, it was found that the model in question needs to consider the relevance of the evaluation phase, as a stage equivalent to the other described by Mintzberg et al. (1976). These aspects have been better explained in the introduction and conclusion. Participant observation was not possible because the decision had already been taken by the informant at the moment of the interviews. Keywords Evaluation, Strategic decisions, Tacit knowledge, Unstructured decision-making

Foreign Direct Investment in Developing Economies: A Study on the Productivity Spillover Effects in Latin America

ID: 56828

Autoria: Nádia Campos Pereira Bruhn, Cristina Lelis Leal Calegario, Douglas Mendonça.

Fonte: RAUSP Management Journal, v. 55, n. 1, p. 40-54, Janeiro-Março, 2020. 15 página(s).

Palavras-chave: Foreign direct investment , Latin American countries , Spillover effects , Total factor productivity

Tipo de documento: Artigo (Inglês) Ver Resumo

'Purpose' – The aim of this study was to investigate how the productivity spillover effects of foreign direct investment (FDI) in the Latin American economies are manifested. Specifically, the paper sought to identify the role of foreign presence and government intervention through an industrial policy on total factor productivity in Latin American countries. 'Design/methodology/approach' – The analyses in this study were performed in two stages. The first step consisted of decomposing the total factor productivity growth, in technical efficiency change (EC) and technological efficiency change (TC), using the Malmquist Productivity Index (MPI). In the second stage of this research, the specific EC and TC indexes of each country – obtained with the MPI – are used alternately as a dependent variable in a regression analysis with dynamic panel data. The variables were collected from the World Development Indicators database, available in the World Bank database, and cover the period from 1994 to 2014. 'Findings' – FDI has contributed to not only the catch-up effect – i.e. to continuous improvements in production processes and products using the same technology – but also in terms of productivity, due to technological innovations and the frontier-shift effect. Industrial policies, such as the FDI attraction, when established in isolation, are not able to contribute to the generation of productivity spillovers, measured in terms of technical and technological efficiency. 'Research limitations/implications' – The limitation of the present study lies precisely in the nature of data aggregation that actually limits a more in-depth analysis of the object of study. The available data set for the analysis in this study does not provide a detailed examination of the domestic corporations’ characteristics, the sectors and motivations of multinational corporations of each one of the analyzed economies. 'Practical implications' – The outcomes of this research present several practical implications, as its development is based on the recognition that productivity is essential for the development of a country. It remains the Achilles' heel of the Latin American economies, and therefore, it is necessary and essential to move toward a change in its development model and, more specifically, in its industrial policies, with a focus on investment and innovation to achieve the new sustainable development objectives. Among the main challenges presented to governments in the region is the emergence of policies aimed at establishing a sustainable development path through industrial policies capable of accelerating productivity growth. 'Social implications' – The evidence presented in this study highlights the importance of better understanding the real effects of state intervention through the use of industrial policy instruments and how they affect foreigners’ investment decisions, as the lack of clear industrial policy orientation that is systematically integrated with MNEs’ operations may result in economic development opportunities below the ideal. 'Originality/value' – The research results corroborate the foundations of spillover effects theory and with the recognition that the intensity of the effect of the foreign participation on the performance of economies will depend on the absorption capacity of host economies.

New Instruments for Water Management in Brazil

ID: 56829

Autoria: Gustavo Velloso Breviglieri, Guarany Ipê do Sol Osório, Guilherme Borba Lefèvre.

Fonte: RAUSP Management Journal, v. 55, n. 1, p. 55-69, Janeiro-Março, 2020. 15 página(s).

Palavras-chave: Economic instruments , Markets for use rights , Scarcity , Water resources policy

Tipo de documento: Artigo (Inglês) Ver Resumo

'Purpose' – This paper aims to explore the possible uses of economic instruments, other than water tariffs, to assist water management policy in Brazil. In particular, the paper focuses attention toward markets for use rights. 'Design/methodology/approach' – The research is based on water resources specialists’ opinions and perceptions, collected through surveys (Delphi method) and a focus group, to understand if such an instrument is desirable and which roles could it play within Brazilian water basins. 'Findings' – Results suggest there is room and utility for markets for water use rights, although mostly on a temporary basis, localized, predominantly dealing with scarcity events and in conjunction with the other instruments under Brazil’s National Water Policy. 'Originality/value' – Given the persistence of scarcity events in the country, the research represents a first step to understand if new instruments for water management are politically feasible and contribute to better delineate future investigations applied to specific water basins and their local conditions.

The Discourse and Coordination Among Advocacy Coalitions: The Case of Belo Monte

ID: 56831

Autoria: Diego Mota Vieira.

Fonte: RAUSP Management Journal, v. 55, n. 1, p. 86-99, Janeiro-Março, 2020. 14 página(s).

Palavras-chave: Advocacy coalition framework , Belo monte hydroelectric power plant , Critical discourse analysis

Tipo de documento: Artigo (Inglês) Ver Resumo

'Purpose' – This study aims to analyze the use of discourse to solve issues related to coordination between advocacy coalitions in processes of gradual and transformative institutional change related to public policies. 'Design/methodology/approach' – Theoretical background is based on the advocacy coalition framework (ACF), new discursive institutionalism and critical discourse analysis theories. The research examines shorthand notes of public hearings held in the Brazilian Chamber of Deputies and the Federal Senate between 1999 and 2012, carrying out a case study on Belo Monte hydroelectric power plant. The speech extracts were categorized according to the modes of operation of ideology and typical strategies of symbolic construction proposed by Thompson (1995). 'Findings' – The results suggest that the discourse can be an instrument of internal coordination and between coalitions that share beliefs about a policy, as in the case of Belo Monte. Potentially existing coalitions define their identities and set positions on controversial issues, aligning interests and expectations. In the case studied, the modes of operation of ideology verified as instruments of the coalitions were dissimulation, reification, fragmentation, unification and legitimation. 'Research limitations/implications' – The paper represents a unique analysis of the modes of operation of ideology (Thompson, 1999) in the case of Belo Monte. In addition, the paper aims to contribute to the New Discursive Institutionalism and to the ACF when it uses the critical discourse analysis to articulate a method to analyze the use of the Discourse by the coalitions. In fact, such an approach integrating the ACF, the New Discursive Institutionalism and the critical discourse analysis is something original. Finally, it also addresses a gap in ACF: issues related to advocacy coalition coordination. 'Practical implications' – Attentive readers linked to organizations working on infrastructure and environmental policies can benefit from the results by envisaging the deliberate manipulation of typical symbolic construction strategies and general modes of operation of ideology. 'Social implications' – The study sheds light on the daily and behind-the-scenes disputes among stakeholders who are interested in a certain public policy. It may draw attention to the access and professional use of the shorthand notes of the hearings held at the National Congress. 'Originality/value' – This paper aims to fill a gap pointed out by Jenkins-Smith et al. (2014) regarding problems of coordination of advocacy coalitions. In addition, it innovates by using critical discourse analysis as a methodological reference in ACF empirical studies. In addition, this work continues a trajectory of two other previously published studies dealing with the same phenomenon: a theoretical essay and a case study.

Case Study Research: Opening up Research Opportunities

ID: 56832

Autoria: Adriana Roseli Wünsch Takahashi, Luis Araujo.

Fonte: RAUSP Management Journal, v. 55, n. 1, p. 100-111, Janeiro-Março, 2020. 12 página(s).

Palavras-chave: Alignment , Case study , Concept , Epistemology , Quality , Rigor

Tipo de documento: Artigo (Inglês) Ver Resumo

'Purpose' – The case study approach has been widely used in management studies and the social sciences more generally. However, there are still doubts about when and how case studies should be used. This paper aims to discuss this approach, its various uses and applications, in light of epistemological principles, as well as the criteria for rigor and validity. 'Design/methodology/approach' – This paper discusses the various concepts of case and case studies in the methods literature and addresses the different uses of cases in relation to epistemological principles and criteria for rigor and validity. 'Findings' – The use of this research approach can be based on several epistemologies, provided the researcher attends to the internal coherence between method and epistemology, or what the authors call “alignment.” 'Originality/value' – This study offers a number of implications for the practice of management research, as it shows how the case study approach does not commit the researcher to particular data collection or interpretation methods. Furthermore, the use of cases can be justified according to multiple epistemological orientations.

The Quest for Achieving United Nations Sustainability Development Goals (SDGs): A Dialogue with Huaccho Huatuco and Ball

ID: 56833

Autoria: Suyu Liu.

Fonte: RAUSP Management Journal, v. 55, n. 1, p. 112-118, Janeiro-Março, 2020. 7 página(s).

Tipo de documento: Artigo (Inglês)