Retail: challenges and opportunities in emerging markets

ID: 14993

Authors: Edgard Barki, Delane Botelho, Juracy Gomes Parente.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 534-538, November-December, 2013. 5 page(s).

Document type: Article (Portuguese) Show Abstract

Presentation of the forum of articles from the Latin American Retail Conference (CLAV-2012) with thoughts on the evolution and perspectives for research in the area.

The weight of retail, the weight in retail and identity: an analysis of plus size consumers

ID: 14994

Authors: Maria Carolina Zanette, Carlos Eduardo Lourenço, Eliane Pereira Zamith Brito.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 539-550, November-December, 2013. 12 page(s).

Keyword: consumer culture , fashion , fashion retail , Identity , stigma

Document type: Article (Portuguese) Show Abstract

This paper examines the concept of identity from the perspective of plus size women´s consumption of fashion. 14 phenomenological interviews were conducted and analyzed from a hermeneutical perspective. Three thematic categories emerged from the data analysis: the construction of identity through fashion, elements of plus size identity and creative strategies to deal with the lack of products for plus size women in retail. Among the main results, the way the term plus size acts as stigma, influencing consumer´s identity projects, the role of retail in the stigmatization process and the shopping epic saga, which involves a “black market” with the participation of sellers.

The new consumer elderly: analysis of relevant retailer attributes

ID: 14995

Authors: Evandro Luiz Lopes, Eduardo Garcia, Valdirene Mendes dos Santos, Monica Aparecida Schiavo.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 551-564, November-December, 2013. 14 page(s).

Keyword: attributes , Consumer , elderlys , loyalty , retail

Document type: Article (Portuguese) Show Abstract

Both the world and Brazilian population are aging. There is a gap in academic studies on elderly consumer preference. This research focused on which retailer attributes are most important to maintain loyalty of this group of consumers. Two focus groups generated a list of 44 relevant retailer attributes, followed by a survey with 615 consumers over 60 years old. We found that the dimensions Service and Assortment Management (including management prices and products) explain 47% of the variability of loyalty in the sample. The results also pointed out that attributes related to internal and external structure of the store were not significant in the model, by means of structural equation modeling.

Determinants of salespearson performance and cross selling

ID: 14996

Authors: Valter Afonso Vieira, Deividi Pires, Ronie Galeano.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 565-579, November-December, 2013. 15 page(s).

Keyword: consumer , cross-selling , performance , retail , Sales

Document type: Article (Portuguese) Show Abstract

The paper goal is to identify the predictors of the sales team that determine business performance and cross-selling in the relationship marketing. In the theoretical model, we suggested hypotheses that are associated with sales performance and cross-selling. In terms of results, cross-selling and sales training had significant association with business performance in the B2B channel. The boss pressure also had significant relation. The leadership pressure means that there is much pressure and demand for better results. However, this high pressure decreases cross-selling performance. The results supported this assumption. Also, understanding the consumer´s need affected cross-selling. Finally, directing sales, which had a negative relationship with performance in the retail segment B2B, was positive in the pharmaceutical segment, B2C.

Personality and word-of-mouth: propensity of sending and receiving information

ID: 14997

Authors: Kenny Basso, Danúbia Reck, Eduardo Rech.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 580-591, November-December, 2013. 12 page(s).

Keyword: Consumer behavior , personality , receiving of information , sending of information , word of mouth

Document type: Article (Portuguese) Show Abstract

This article aims to assess the connection between personality traits and willingness to word of mouth. By means of structural equation modeling, it was found that the sending of information was significantly preceded by amiability, emotional instability, and consciousness. The receiving of information was significantly preceded by emotional instability and consciousness. In the academic context, this study contributes to the understanding of connections between personality and sending and receiving of information by consumers, by empirically testing a model that makes the junction between psychological constructs with marketing constructs. At the managerial level, this study contributes to the understanding of consumer behavior and provides evidence for decision making when the intention is to prevent negative word of mouth or to instigate positive word of mouth.

Is category management in small supermarkets worth the effort?

ID: 14998

Authors: Leandro Angotti Guissoni, Matheus Alberto Cônsoli, Jonny Mateus Rodrigues.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 591-603, November-December, 2013. 13 page(s).

Keyword: Category Management , Distribution Channels , Emerging Markets , Food Retailing , Marketing

Document type: Article (English) Show Abstract

Category management (CM) is an important tool to strengthen the relationship between manufacturers and retailers. This process has been associated with large corporate retailers; however, some recent researches show that CM is open to companies of any type or size. This possibility is important in emerging markets, where neighborhood supermarkets are still representative and are often considered an alternative for manufacturers to achieve higher margins compared to big chains. In this context, the aim of this research was to analyze the results of a CM initiative in small neighborhood supermarkets from a manufacturer perspective. Data for the study comes from a food manufacturer in Brazil that implemented a CM process with 180 small retailers. A quantitative analysis was conducted in order to analyze the effect of the program on the food manufacturer’s sales and market share. Our analysis suggests an overall positive effect of the program on both, sales and market share.  

Participant observation in information management studies in Brazil

ID: 14999

Authors: Gustavo Abib, Norberto Hoppen, Paulo Hayashi Júnior.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 604-616, November-December, 2013. 13 page(s).

Keyword: adoption , assessment , information management , methodology , Participant observation

Document type: Article (Portuguese) Show Abstract

Given the impact caused by the use of information and communication technologies in organizations in their economic and social environment, an increase can be observed in the study about social phenomena. Among the research methods that permit studying these phenomena in depth, participant observation stands out. It enables the researcher to obtain information about the field as an insider, permitting a view of details and of the sequence of events. Since the use of participant observation in studies of Information Management (IM) in Brazil is still incipient, this paper presents essential elements of the method, its main benefits, its difficulties and challenges faced for its adoption. For such, empirical studies of IM that adopted participant observation and a research experience with 12 months in the field were analyzed, discussing the lessons learned and presenting suggestions for promoting the adoption of participant observation in IM research.

Guilty or innocent? Comments from internet users about white-collar crime

ID: 15000

Authors: Cintia Rodrigues de O. Medeiros, Valdir Machado Valadão Júnior, Rodrigo Miranda.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 617-628, November-December, 2013. 12 page(s).

Keyword: discourse , ideology , intertextuality , slave labor , White-collar crime

Document type: Article (Portuguese) Show Abstract

In this paper, we analyze comments from Internet users posted in news about white-collar crime found in the national electronic press. We focused our analysis on reports about a specific type of whitecollar crime, slave labor, with the objective of identifying the conceptions surrounding the subject based on a dynamic inter-textual analysis woven in its production. As a result, we observe discourse, speech and ideologies imbedded in the analyzed comments, indicating the importance of understanding inter-textual production about corporate action.

How to resist linguistic domination and promote knowledge diversity?

ID: 15001

Authors: Mário Aquino Alves, Marlei Pozzebon.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 629-633, November-December, 2013. 5 page(s).

Document type: Article (English) Show Abstract

Reflection on the hegemony of the English language and on the possibility of disseminating knowledge through linguistic diversity.

Marketing and social media

ID: 15002

Authors: Benjamin Rosenthal.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 634-634, November-December, 2013. 1 page(s).

Document type: Bibliographical Note (Portuguese)

Decisions in extreme situations

ID: 15003

Authors: Wesley Mendes-da-Silva.

Source: Revista de Administração de Empresas, v. 53, n. 6, p. 635-635, November-December, 2013. 1 page(s).

Document type: Bibliographical Note (Portuguese)