[{"jcr:title":"Núcleo de Estratégia","cq:tags_0":"area-de-conhecimento:gestão-e-negócios/empreendedorismo-e-inovacao","cq:tags_1":"tipos-de-conteudo:acontece-no-insper/pesquisa"},{"richText":"Produz e dissemina pesquisas acadêmicas sobre gestão estratégica em organizações","madeBy":"Por","tag":"centro-de-conhecimento:centro-de-estudos-em-neg-cios","buttonUrl":"str@insper.edu.br","title":"Núcleo de Estratégia","variant":"imagecolor","buttonText":"contato: str@insper.edu.br"},{"jcr:title":"turquesa / vermelho / preto"},{"themeName":"turquesa / vermelho / preto"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"titleItem":"Sobre"},{"text":"O Núcleo de Estratégia do Insper desenvolve pesquisas que exploram as nuances da gestão estratégica em organizações, focando em aspectos competitivos, corporativos e de inovação. Nossas investigações abrangem temas como diversidade organizacional, estruturas de governança, interações entre atores públicos e privados, estratégias não-mercado, sustentabilidade, mudança tecnológica e inovação. Compreendemos como organizações ajustam suas estratégias em resposta à dinâmica do mercado e às demandas sociais, promovendo inovação e aprimorando seu desempenho.   A agenda de pesquisa do núcleo inclui temas como: Estratégias corporativas e competitivas, incluindo diversificação e fusões e aquisições; Interações entre organizações públicas e privadas e seu impacto na performance econômica e social; Estruturas de governança organizacional e suas implicações para a criação e apropriação de valor; Impactos das escolhas estratégicas em sustentabilidade; Estratégias de inovação e políticas pró-inovação; Desenvolvimento tecnológico e disseminação de conhecimento."},{"text":"  Missão Gerar conhecimento que contribua para o desenvolvimento de estratégias inovadoras e eficazes em organizações, auxiliando gestores na tomada de decisões que maximizem o impacto econômico, social e ambiental.   Visão Ser um núcleo de referência em pesquisas sobre estratégia na América Latina, contribuindo para a formação e internacionalização de novos pesquisadores."},{"titleItem":"Equipe"},{"text":"  Coordenação"},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Gestão do Conhecimento e Inovação, Capital Humano Estratégico e Empreendedorismo Acadêmico   ThiagoJCCS@insper.edu.br [Google Scholar](https://scholar.google.com/citations?user=hEzDcxoAAAAJ&hl) [Lattes](http://lattes.cnpq.br/8353124952756626) [LinkedIn](https://www.linkedin.com/in/thiago-j-soares-666b8596/) [Site pessoal](https://www.thiagojsoares.com/)  "},{"text":"  Pesquisadores Associados"},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Modelagem em Finanças, Estratégia Corporativa   minardi@insper.edu.br [Lattes](http://lattes.cnpq.br/6355002224099333)"},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Economia Organizacional e Institucional, Estratégia   BrunoVM@insper.edu.br [Lattes](http://lattes.cnpq.br/3360584432326612)  "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Empreendedorismo, Análise de Redes e Indústrias Criativas   CharlesK1@insper.edu.br [Google Scholar](https://scholar.google.com/citations?user=wz5gslQAAAAJ&hl=en&oi=sra) [Lattes](http://lattes.cnpq.br/7245862293227645) [LinkedIn](https://www.linkedin.com/in/charles-kirschbaum/) [Site pessoal](https://sites.google.com/site/kircharles/)  "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Estratégia, Economia Institucional e Organizacional, Governança de Desafios de Concessão e Desenvolvimento Sustentável   FernandaKL@insper.edu.br [Lattes](http://lattes.cnpq.br/1602130112667170) [LinkedIn](https://www.linkedin.com/in/fernanda-lemos-20094935/) [Site pessoal](https://www.fklemos.com/)  "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Estratégia, Economia Institucional e Organizacional, Empreendedorismo   guilhermefam@insper.edu.br [Lattes](http://lattes.cnpq.br/5908414582147240) [Site pessoal](http://www.guilhermefowler.com.br)  "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Estratégia, Política Pública   marcelomc5@insper.edu.br [Google Scholar](https://scholar.google.com/citations?user=97jOZH4AAAAJ&hl=pt-BR) [Lattes](https://lattes.cnpq.br/5592647237879903) [LinkedIn](https://www.linkedin.com/in/marcelo-marchesini-da-costa-368b48ba/)"},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Negócios Internacionais, Comércio Internacional, Estratégia, Política Pública   rlaverde@insper.edu.br [Lattes](http://lattes.cnpq.br/2691143929932523) [Site pessoal](https://www.ricardolaverde.net/)  "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Estratégia, Gestão de Stakeholders, Economia Financeira, Finanças Corporativas   pedrofm5@insper.edu.br [Lattes](http://lattes.cnpq.br/0319945198185335) [Site pessoal](https://www.pedromakhoul.com/)  "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Estratégia, Gestão Pública   SandroC2@insper.edu.br [Lattes](http://lattes.cnpq.br/7713027891641002) [Site pessoal](https://sandroufba.wordpress.com/)  "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Áreas de interesse: Estratégia e governança de atividades de interesse público executadas por diversos atores, como organizações públicas, empresas orientadas para impacto e colaborações público-privadas   SergioGL1@insper.edu.br [Google Scholar](https://scholar.google.com/citations?user=9y4Ul5MAAAAJ&hl=en) [Lattes](http://lattes.cnpq.br/9349675479355938) [LinkedIn](https://br.linkedin.com/in/sergio-lazzarini-45346412) [Site pessoal](https://sites.google.com/view/sergio-lazzarini)  "},{"text":"  Doutorandos"},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Área de interesse: Estratégia, Inovação, Gestão do Conhecimento   [Lattes](http://lattes.cnpq.br/5474514110552220) [LinkedIn](https://www.linkedin.com/in/alexander-souza-b04110236/)    "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Área de interesse: Estratégia, Gestão Pública, Economia Urbana, Grandes Desafios   [Google Scholar](https://scholar.google.com/citations?user=vO2yf_AAAAAJ&hl=pt-BR&oi=ao) [Lattes](http://lattes.cnpq.br/0062740744467799) [LinkedIn](https://www.linkedin.com/in/dqcoelho/)    "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Área de interesse: Estratégia, Direito e Economia   [Lattes](http://lattes.cnpq.br/2321939626205497) [LinkedIn](https://www.linkedin.com/in/joaojatahy)    "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Área de interesse: Finanças Comportamentais e Marketing.   [Lattes](http://lattes.cnpq.br/2810775729831039)    "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Área de interesse: Estratégia, Gestão de Conhecimento e Inovação.   [Lattes](http://lattes.cnpq.br/3502473102178481) [LinkedIn](https://www.linkedin.com/in/marcello-ferreira-0a51a2/)    "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Área de interesse: Sustentabilidade, marketing e estratégia   NathaliaRE1@insper.edu.br [Google Scholar](https://scholar.google.com.br/citations?user=xYryctQAAAAJ&hl=pt-BR&oi=ao) [Lattes](http://lattes.cnpq.br/2857192393531286) [LinkedIn](https://www.linkedin.com/in/nathalia-ramajo-esteves/?originalSubdomain=br)    "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Área de interesse: Empreendedorismo, Inovação, Tecnologia, Desenvolvimento de Produtos, Business Intelligence, Estratégia, Problemas Socioambientais e Música   [Lattes](https://buscatextual.cnpq.br/buscatextual/visualizacv.do?metodo=apresentar&id=K2970825A2) [LinkedIn](https://br.linkedin.com/in/pedro-thiago-marmello)    "},{"containerType":"containerTwoEqual"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"variantCarousel":"cards","buttonText":"Ver bio","noPhotoText":"Sem foto","variantGroup":"docentes"},{"text":"  Área de interesse: Redes Sociais, Inovação, Estratégia e Econometria Aplicada.   [LinkedIn](https://br.linkedin.com/in/osvaldo-ignacio-147b5331)    "},{"text":"Egressos de destaque do Doutorado em Economia dos Negócios do Insper"},{"cardsType":"cardsHalf"},{"jcr:title":"Stick Form Container Section","layout":"responsiveGrid"},{"subtitle":"Strategy and Innovation, Copenhagen Business School","link":"https://www.cbs.dk/en/research/departments-and-centres/department-of-strategy-and-innovation/staff/ttsi","title":"Thomaz Teodorovicz"},{"subtitle":"Strategy and Business Policy, HEC Paris","link":"https://www.hec.edu/en/faculty-research/faculty-directory/faculty-member/nardi-leandro","title":"Leandro Nardi"},{"cardsType":"cardsHalf"},{"jcr:title":"Stick Form Container Section","layout":"responsiveGrid"},{"subtitle":"Escola de Administração de Empresas, FGV-EAESP","link":"https://eaesp.fgv.br/pessoa/fernando-deodato-domingos","title":"Fernando Domingos"},{"subtitle":"Ecole des Hautes Études Commerciales, HEC Paris","link":"*","title":"Octavio Augusto Darcie de Barros"},{"titleItem":"Geração de Conhecimento"},{"text":"Pesquisadores do Núcleo de Estratégia do Insper conduzem estudos de ponta, com publicações nos mais importantes periódicos científicos nacionais e internacionais."},{"title":"Publicações acadêmicas recentes em periódicos internacionais de alto impacto","children":"[Fragmentation of Technology Ownership and Acquisition Strategy of Firms.](https://onlinelibrary.wiley.com/doi/full/10.1111/1467-8551.12762) British Journal of Management, v. 35, p. 1392-1407, 2024. Asija, A., Moreira, S., Ringov, D., Soares, T. J.   [Assessing the Impact of COVID-19 on Banks’ Profitability: The Role of Size in an Emerging Economy.](https://journals.sagepub.com/doi/full/10.1177/09721509241252416) Global Business Review, 2024 Bortoluzzo, A. B., Minardi, A., Bortoluzzo, M. M., & Fernandes, M. M. de A. A.    [The dark side of the boom: Dutch disease, competition with China, and technological upgrading in Colombian manufacturing.](https://www.sciencedirect.com/science/article/pii/S0022199623001046) Journal of International Economics, v. 148, p. 103818, 2024. Branstetter, L. G., Laverde-Cubillos, N. R.    [A Review of Organizational Design Considerations in Public-Private Collaborations.](https://journals.sagepub.com/doi/10.1177/01492063221148992) Journal Of Management, v. 50, p. 10-40, 2024. George, G., Fewer, T., Lazzarini, S. G., Mcgahan, A., Puranam, P. Partnering for Grand Challenges:    [Polyarchy and societas: an extended continuum of discrete structural alternatives.](https://doi.org/10.1093/cje/beae025) Cambridge Journal of Economics, v. 48, p. 869-888, 2024. Grandori, A., Varella Miranda, B.    [Unchaining Supply Chains: Transformative Leaps Toward Regenerating Social-Ecological Systems.](https://doi.org/10.1111/jscm.12314) Journal of Supply Chain Management, v. 60, p. 53-67, 2024. Gualandris, J., Branzei, O., Wilhelm, M., Lazzarini, S., Linnenluecke, M., Hamann, R. Dooley, K., Barnett, M., Chen, C.    [From power asymmetry to collective action: Brazilian developers in the digital games ecosystem.](https://doi.org/10.1108/INMR-07-2021-0141) Innovation & Management Review, v. 21, p. 78-93, 2024. Kirschbaum, C., Sakuda, L. O.    [Câmeras nos Uniformes Reduzem Mortes Decorrentes de Intervenção Policial? Avaliando Potenciais Mecanismos Explicativos.](https://periodicos.ufv.br/apgs/article/view/15774) Administração Pública e Gestão Social, v. 16, p. 1-20, 2024. M. Tavares, G., Ferrari Marcolino, A. C., Cabral, S.    [Entrepreneurship in Times of Economic Stress: Unraveling the UShaped Relationship between the Internality of Causal Attributions and Growth.](https://www.emerald.com/insight/content/doi/10.1108/jsbed-06-2023-0258/full/html) Journal of Small Business and Enterprise Development, v. 31, p. 786-809, 2024. Monteiro, G. F. A., Arter, R.    [Environmental enforcement, property rights, and violence: evidence from the Brazilian Amazon.](https://doi.org/10.1017/S1744137424000122) Journal of Institutional Economics, v. 20, p. e27, 2024. Oliveira, G. M., Miranda, B. V.    [New regulations in the Brazilian private security industry: efects on turnover and human capital outcomes.](https://doi.org/10.1108/rausp-05-2023-0074) Rausp Management Journal, v. 59, p. 256-274, 2024. Souza, R. O., Cabral, S., Ribeiro, P. F.    [Investing in general human capital as a relational strategy: Evidence on flexible arrangements with contract workers.](https://doi.org/10.1002/smj.3571) Strategic Management Journal, v. 45, p. 902-938, 2024. Teodorovicz, T., Lazzarini, S., Cabral, S., Mcgahan, A. M.    [Voting with the wallet: a principal-agent framework for the analysis of sustainable supply chains.](https://doi.org/10.1108/RAUSP-09-2023-0193) Rausp Management Journal, v. 59, p. 188-201, 2024. Varella Miranda, B.; Fowler A. Monteiro, G., Oliveira, G. M., Rodrigues, V. P."},{"title":"Projetos selecionados em andamento","children":"Pro-innovation policies and innovation search strategies: Evidence from China Thiago J. Soares (Insper), Daxin Sun (Nanjing University), and Shaker Zahra (University of Minnesota)   Beyond the Closed Doors: Uncovering the Impact of Lab Closures on Corporate Technological Integration Thiago J. Soares (Insper) and Raphael Martins (Undersecretary for Innovation and Sustainable Development)"},{"titleItem":"Difusão de Conhecimento"},{"richText":"Como potencializar a inovação a partir da colaboração acadêmica","author":"Thiago Soares","madeBy":"Por","buttonUrl":"https://www.insper.edu.br/pt/conteudos/gestao-e-negocios/como-potencializar-a-inovacao-a-partir-da-colaboracao-academica","title":"Artigo","variant":"imagecolor","buttonText":"Acesse aqui"},{"jcr:title":"transparente - turquesa - vermelho"},{"themeName":"transparente - turquesa - vermelho"},{"titleItem":"Seminários Acadêmicos"},{"title":"Thomas Choi | Global Supply Networks: Fragility and Resilience","children":"Data: 07/05/2025 Palestrante: Thomas Choi, Arizona State University"},{"title":"Samina Karim | Hierarchy Expansion in Young Firms: The Impact of Internal versus External Hiring on Performance","children":"Data: 09/04/2025 Palestrante: Samina Karim, Northeastern University   Resumo: As startups scale, they often professionalize their management structure, and the decision to appoint the first non-founder manager—whether through internal promotion or external hiring—may influence firm performance. Using employer-employee matched data from Brazilian firms founded between 2004 and 2010, we examine the relationship between this decision and firm survival. Distinguishing managerial human capital into firm-specific, industry-specific, and generic categories, we observe that firms promoting internal candidates tend to have higher survival rates, which we associate with the value of firm-specific knowledge. For firms hiring externally, performance outcomes vary based on the external hire’s industry and managerial experience. These findings contribute to research on organizational scaling, managerial human capital, and decision-making in growing ventures by exploring how early managerial roles are associated with startup performance trajectories."},{"title":"Danny Leipziger | A Review of Growth Determinants and Views on Industrial Policy","children":"Data: 13/03/2025 Palestrante: Danny Leipziger, GW School of Business"},{"title":"Julia Brandl | The Place Makes the Perspective! The Context of Unitary HRM Education in Austrian Universities","children":"Data: 12/03/2025 Palestrante: Julia Brandl, University of Innsbruck   Resumo: Despite concerns with unitarism in HRM education, the adoption of a unitarist tendencies in HRM education remains little understood. We use a Bourdieusian perspective to explore the adoption of unitary HRM courses in Austria, a context where unitarism has been less pronounced in the past. The analysis of 452 course descriptions and related teacher profiles from 27 universities shows that HRM courses with a unitary perspective are strongly associated with the particular university and only weakly associated with course formats or disciplinary backgrounds. In universities where unitary courses are more likely found, full professors are most likely to offer non-unitary courses. Based on these results, we suggest that the rise of unitary education may be better understood as a consequence of the unique positioning of universities in the education field than a result of teaching methods or HRM scholars’ disciplines."},{"title":"Renata Almeida | Parental Death and Stock Market Participation","children":"Data: 19/02/2025 Palestrante: Renata Almeida, Norwegian Business School   Resumo: Early-life traumatic experience is a relevant predictor of the financial risk taking of households. I show that parental death during childhood leads to lower stock market participation later in life. I provide evidence that this relationship is explained mainly by variations in cognitive abilities, risk attitudes, and financial distress, which together result in 70% of the observed difference. In contrast, noncognitive abilities and self-confidence do not appear to be the channels driving the gap in stock market participation. Alternative family dynamics, such as divorce of parents and gender norms through the influence of the surviving parent, do not remove the effect of trauma on stock market participation. The trauma effect also persists across the wealth distribution and age groups. The results are indicative of the long-lasting effects of childhood adversity on financial decisions."},{"title":"Zeki Simsek | Overcoming The High-Stakes Problem of Theory Development: Developing Socioperspectival Pragmatism for Ambidextrous Contributions","children":"Data: 11/12/2024 Palestrante: Zeki Simsek, Clemson University   Resumo: A cornerstone of theoretical contribution development is achieving the dual goals of originality and usefulness. However, the theorizing process that addresses the inherent tensions between those goals remains underdeveloped. This study introduces socioperspectival pragmatism as a novel theorizing mode to address the complex and often contradictory challenges of producing ambidextrous contributions that balance originality and usefulness. Socioperspectival pragmatism fuses socially engaged perspective-taking with a problem-solving orientation to reconcile seemingly incompatible theoretical aims of originality and usefulness. The study offers a comprehensive development and framework for socioperspectival pragmatism to advance the theorizing process of ambidextrous contributions."},{"title":"Marlon Dalmoro | Agência Coletiva dos Consumidores","children":"Data: 27/11/2024 Palestrante: Marlon Dalmoro, Universidade Federal do Rio Grande do Sul   Resumo: Consumidores demonstram uma crescente capacidade de agir coletivamente para reverter estigma social, reformar práticas de mercado, desafiar instituições, leis, varejistas e marcas. O seminário visa colocar luz neste fenômeno social contemporâneo. Para isso, apresenta o conceito de agência coletiva de consumidores e descreve dois casos empíricos. O primeiro expõe como os consumidores direcionam recursos organizacionais e mobilizam ferramentas digitais para criar enclaves de mercado capazes de garantir uma participação mais equitativa de grupos de consumidores nos mercados. O segundo caso explora como consumidores desenvolvem consensus e alinham suas atividades de consumo para agir coletivamente. Ao seu final, o seminário almeja tornar os participantes mais conscientes dos movimentos coletivos de consumidores e a sua capacidade de gerar transformações no mercado."},{"title":"Claudine Gartenberg | Innovation and Pay Benchmarking","children":"Data: 13/11/2024 Palestrante: Claudine Gartenberg, The Wharton School   Resumo: We find that firms relying on innovation and skilled labor adopt more internally oriented pay. We analyze the sensitivity of pay to market and internal benchmarks using a dataset of nearly 22 million confidential U.S. employee records. Our primary finding is that the relative sensitivity of pay to internal over market benchmarks increases with i) the firm's innovation intensity, ii) the skill level of employees, and iii) the interaction of the two factors. We observe a similar pattern following leadership changes: firms whose new CEOs announce a renewed focus on innovation shift towards more internally oriented pay, while firms whose new CEOs announce other focuses do not. Firms with internally oriented pay also produce more innovation, generating higher quantities and quality of patents, including more breakthrough patents. Altogether, these results are consistent with firms with high intangible capital fostering employee cooperation by aligning pay internally and reducing its coupling to market forces. Our findings suggest that while market-oriented pay is prevalent across the economy, it is less effective in high-skill settings."},{"title":"Marcos Severo | Classical and Non-Simultaneous Pathways in the Online Sales Funnel: Strength and Duration of the Effects of Cross- and Up-Selling","children":"Data: 30/10/2024 Palestrante: Marcos Severo, UFG - Universidade Federal de Goiás   Resumo: Consumers undertake different journeys in an online sales funnel when purchasing for products. Lower and higher states refer to different sections of the funnel and the existent literature is dispersed around different frameworks and keywords, structured around isolated stages, instead of providing a complete picture of all states of the sales funnel. We compare classical simultaneous versus alternative non-simultaneous dynamic pathways and disentangle the sequence (or simultaneity) of product and sales strategies, customer and sales agent sentiments that lead to interaction, sales conversions, and sales revenues. We additionally identify the cumulative magnitude of product bundling, cross-selling and up-selling strategies in different states of the sales funnel and the fraction of the performance variance that is attributed to changes in sales strategies and customer and sales agent sentiment variables. The main results show how sales agent sentiment drives more sales strategies. They also reveal cumulative effects for sales strategies that reach up to .70%, the asymmetrical relationship between cross-selling and up-selling inside the sales funnel and indicate the suitability of simultaneous or non-simultaneous structures at different states of the funnel. The implications are particularly important for marketing performance research."},{"title":"Caroline Flammer | Blended Finance","children":"Data: 16/10/2024 Palestrante: Caroline Flammer, Columbia University   Resumo: The use of public and philanthropic funding to crowd in private capital -- is a potential way to finance a more sustainable world. While blended finance holds the promise of being catalytic in mobilizing vast amounts of private capital, little is known about this practice. In this paper, we provide a conceptual framework that formalizes the decision-making of development finance institutions (DFIs) that engage in blended finance. We then provide empirical evidence on blended finance using data from a major DFI. The key variable we study is the level of concessionality, which captures the subsidy from the blended co-investment. Our findings indicate that DFIs provide higher concessionality for projects that have a higher sustainability impact per dollar invested. Moreover, the concessionality is higher for projects in countries with higher political risk and a higher degree of information asymmetries. In such cases, the blending tends to also include risk-management provisions. These findings are consistent with the predictions from our conceptual framework, in which DFIs have a limited budget that they allocate across projects to create societal value."},{"title":"Maria Rouziou | Navigating Pay Comparisons in Sales Organizations: Effects on Turnover and Performance","children":"Data: 07/10/2024 Palestrante: Maria Rouziou, Texas A&M University   Resumo: Sales organizations are increasingly embracing pay transparency policies, hoping to improve workplace culture. However, these policies can also lead to heightened pay comparisons among peers, particularly top performers. This paper presents insights from three studies on the impact of such pay comparisons on salespeople's turnover intentions and performance. Based on interviews with 30 salespeople, Study 1 shows that employees can discern their colleagues' pay even without formal pay transparency policies. Study 2, analyzing survey responses from 233 salespeople, shows that those with lower pay are less, and top earners are, more likely to leave the company, with job satisfaction mitigating this inclination. In Study 3, analysis of the archival pay and performance metrics of 2,800 salespeople highlights that those who earn less than their superstar counterparts exhibit lower performance levels, with the negative impact being more pronounced in local (versus national) comparisons. Notably, embracing the challenge of their job contributes to substantial improvements in sales outcomes. These results assist managers in managing pay transparency policies and designing more effective compensation plans, issues continuously ranked among their top preoccupations."},{"title":"Barbara Flynn | Supply Chain Expedience: Unraveling the Double Helix of Delivery Delays","children":"Data: 20/09/2024 Palestrante: Barbara Flynn, Kelley School of Business   Resumo: This study investigates the causes of delivery delays in supply chains that rely on large trucks to transport loads of cargo. We postulate that, metaphorically speaking, supply chain delivery delays result from the inextricably intertwined double helix of motor carrier errors and driver errors. Agency theory provides a foundation for understanding the relationship between a shipping company, a motor carrier, and a truck driver, in both the tendering and transit phases of cargo transportation in a supply chain. However, agency theory’s moral hazard construct is insufficient for fully explaining delays in this context. We integrate the literature on organizational expedience with agency theory to develop an explanation for actions by an agent that knowingly breaks rules to support both its own interests and the principal’s goals. We further speculate that the principal may turn a blind eye to such actions, since both the agent and the principal benefit from them. For example, there are benefits to both a truck driver and the motor carrier when the truck driver breaks the speed limit to deliver a load more quickly. We draw upon the cognitive science literature to develop an understanding of motor carrier errors and truck driver errors, developing hypotheses based on expedience as a way of compensating for motor carrier and truck driver errors. We apply logit analysis and survival analysis, using a Cox proportional hazards model and ROC curve, to analyze a unique data set of over 200,000 recent supply chain deliveries (almost 17 million data points) at a Fortune 500 company, which we link to data about motor carrier behavior and truck driver behavior in a U.S. Department of Transportation (DOT) database. The results are relevant to shipping companies that rely on large trucks to transport their cargo, motor carriers providing transportation services and academics seeking to understand the nuances of agency relationships in supply chains and interested in incorporating big data into their research."},{"title":"Aline Bretas | Assessing Socio-Economic Impacts of Revenue Sources in Brumadinho-Affected Municipalities: A Novel Multi-Criteria Decision-Making Approach","children":"Data: 28/08/2024 Palestrante: Aline Bretas, EBAPE / FGV   Resumo: Despite extensive emergency management research on immediate response efforts, there is a significant gap in understanding how revenue streams and fiscal policies impact the long-term socio-economic development of municipalities affected by tragedies. This paper investigates the socio-economic development of municipalities following the Brumadinho landslide tragedy in Minas Gerais, Brazil, focusing on the impact of diverse revenue streams such as the PTR transparency initiative, taxes, public expenditures, and government transfers. Utilizing a novel multi-criteria decision-making (MCDM) framework that incorporates an optimized Cobb-Douglas utility function, we quantitatively assess the contributions of various financial inputs and socio-economic indicators. Our findings highlight significant disparities in the effects of these revenue sources. Notably, increases in PTR and formal sector income are critical for sustaining socio-economic utility, effectively balancing the adverse impacts from other financial sources. Conversely, the impact of public expenditures and taxes is not homogeneous, with some demonstrating detrimental effects on municipal socio-economic development utility, indicating potential inefficiencies or misallocations in financial management. The results have important implications for policymakers, emphasizing the need for precise guidelines and impactful fiscal policy interventions to optimize revenue stream trade-offs and enhance socio-economic development in regions affected by tragedies."},{"title":"Subramanian Rangan | Paradigm Lost: Why & How Business Economics Has to Evolve","children":"Data: 16/08/2024 Palestrante: Subramanian Rangan, INSEAD   Resumo: The decentralized market-based economic system has delivered great output but it has neglected outcomes. It has mastered efficiency but neglected equity. It has demonstrated size but not sustainability. The problem is in the paradigm, and not just in the practice. In this seminar, I will aim to share my decade-long exploration that leads me to this conclusion. If we are avoid more regulation, we need business to better integrate performance and progress. The academy has a significant role to play both in terms of research and teaching."},{"title":"Jay Barney | Signaling a Stakeholder-Oriented Corporate Purpose","children":"Data: 13/05/2024 Palestrante: Jay Barney, The University of Utah   Resumo: A growing literature argues that a stakeholder-oriented corporate purpose can induce stakeholders to make critical resources available to a firm and thus enhance shareholder wealth. For this to occur, stakeholders must be able to reliably distinguish firms that are “genuinely” committed to their claimed purpose from firms that only claim a stakeholder-oriented purpose to maximize shareholder wealth. When contracts, reputation, and governance do not enable stakeholders to make this distinction, firms can credibly signal their purpose by engaging in actions consistent with that purpose, but that are not expected to maximize shareholder wealth when these actions are taken. This paper explores the implications of such signals for the performance of purpose-oriented firms. Implications for the integration of stakeholder theory into strategic management are also discussed."},{"title":"Erick Mas | Payday Mayday! Income-Class Misalignment and Payday Loans","children":"Data: 24/04/2024 Palestrante: Erick Mas, Kelly School of Business – Indiana University   Resumo: Predatory lenders often target lower-income consumers, potentially causing great harm to the financial health of people who are more prone to financial vulnerability. By pairing secondary internet search data paired with a large consumer survey, we demonstrate that consumers whose objective income and subjective social class are negatively misaligned (i.e., those who are objectively lower-income relative to others but feel subjectively higher in social class) are more likely to rely on predatory payday loans than lower-income consumers who are not misaligned and higher-income consumers. We replicate these effects with an online survey and thus argue that negatively misaligned lower-income consumers are among the most vulnerable and at greatest risk of financial harm from predatory lending services. As such, we provide a marketing intervention that aligns consumers’ subjective social class more closely to their objective relative income position to reduce their likelihood of patronizing payday lenders. We discuss implications for multiple stakeholders, including nonprofit entities and government organizations that may use this realignment intervention towards similar positive outcomes."},{"title":"Sinziana Dorobantu | Global Entry: reconceptualizing multinational investments as two-sided matches between governments and firms","children":"Data: 10/04/2024 Palestrante: Sinziana Dorobantu, New York University Stern   Resumo: Strategy research largely conceptualizes multinational investment decisions as unilateral decisions made by multinational firms, without acknowledging that in most industries and countries, governments play a critical role in approving multinational investments. We develop a theoretical framework that conceptualizes a multinational investment as a two-sided match between a multinational firm interested in a particular location and a government interested in the investment of that firm. Our two-sided framework (1) accounts for the strategic goals of both multinational firms and governments that can incentivize or block multinational firms from entering their markets, and (2) incorporates the interdependencies of competition between firms for the best investment locations and competition between governments for the best firms. Empirically, we use statistical simulations to assess the relative explanatory power of matching and unilateral choice models, and we show that in the global electricity generation industry, matching models outperform unilateral choice models."},{"title":"Adam Duhachek | The Persuasive Power of AI Ingratiation: A Persuasion Knowledge Theory Perspective","children":"Data: 27/03/2024 Palestrante: Adam Duhachek, University of Illinois Chicago   Resumo: This article examines the emerging marketing tactic of AI ingratiation of humans and reveals that AI ingratiation leads to increased consumer acceptance of product recommendations. The positive effect of ingratiation is explained by consumers’ self-enhancing motivations to believe that AIs’ ingratiating comments are particularly accurate and objective. Moreover, these ingratiation effects are moderated by the extent to which AI is anthropomorphized. Counter to the literature showing benefits of anthropomorphism and consistent with the Persuasion Knowledge Model, consumers perceive ingratiation by human-like (vs. machine-like) AI systems to be more driven by ulterior motives, thereby activating consumer defense mechanisms against ingratiation attempts. Our theory and findings elucidate how AI design features serve to strengthen or weaken consumer resistance to persuasion. We discuss the implications of our findings for the development and ethical utilization of the sophisticated conversational AI that are fast emerging in various marketing contexts."},{"title":"Jared Scruggs | Not About the Grind: The Emergence and Consequences of Employee Anti-Work Orientation","children":"Data: 13/03/2024 Palestrante: Jared Scruggs, The Wharton School – The University of Pennsylvania   Resumo: The growing anti-work movement sees millions rejecting the notion of “work as worth,” yet it remains unclear if “anti-work” is merely a trending label or a meaningful construct with real impacts. This research introduces anti-work orientation (AWO) and defines AWO as a contentious rejection of work as determinant of one's self-worth or worth to society. I differentiate AWO from related concepts (e.g., work centrality, anti-capitalism, alienation) and identify its key antecedents (societal and cumulative organizational injustice) and outcomes (emotional exhaustion, cynicism, and higher counterproductive work behaviors) across three studies and a mix of methods. In Study 1, I apply topic modeling and thematic analysis to analyze 189,436 posts from the Reddit r/antiwork community, revealing themes of contentious rejection of work and experienced injustice. In Study 2, across online surveys, I validate a new scale of anti-work orientation, find support for hypotheses, and observe that AWO is prevalent in working adults. Finally, in Study 3, I return to data from Reddit and apply quantitative text analysis using large language models (LLMs, e.g., GPT-4) to test hypotheses in a behavioral, archival data set, which provides a constructive replication of the model. This research establishes AWO as an impactful concept and helps pave the way for new theory and future research on contentious worker beliefs and the meaning of work."},{"title":"João Albino-Pimentel | Undercover Operations? MNE ‘Concealed Distancing’ in Hostile Geopolitical Environments","children":"Data: 06/03/2024 Palestrante: João Albino-Pimentel, University of South Carolina   Resumo: This paper introduces ‘concealed distancing' as a unique approach used by multinational enterprises (MNEs) to obscure the identity of their local units in host nations exhibiting geopolitical animosity towards their country of origin. We delve into how country-of-origin can be conceptualized as an MNE trait and explore how geopolitical hostilities generate a 'liability of origin,' leading to legitimacy challenges for MNE subsidiaries from the targeted nation. To mitigate these challenges, MNEs obscure their local units' identities by complicating the ownership structure that connects them to their home country headquarters. These MNEs are thus willing to accept implementation costs and risks associated with such concealment, including potential exposure and resultant backlash costs. We further examine how MNE behaviors alter the balance between the advantages and disadvantages of concealed distancing. We argue that MNEs' political engagement amplifies the benefits of this strategy by aiding in legitimacy acquisition from policymakers and reducing backlash costs. Conversely, the public exposure of MNE wrongdoing exacerbates backlash costs due to continuous scrutiny from societal actors. Empirical support for these predictions is derived from our analysis of 12,280 U.S. subsidiaries of 2,523 international MNEs from 2013 to 2020."},{"title":"Juliana Mansur | Women in Entrepreneurship: Examining the Role of Female Leadership in Fostering Sustainable Development Practices","children":"Data: 13/12/2023   Palestrante:  Juliana Mansur, EBAPE-FGV   Resumo: Women engaged in entrepreneurial activities are known to play a significant role as greater contributors to the development of local economies, making a positive and sustainable impact on the society. Yet, what makes these women so unique in their endeavours? This study aims to understand the mechanisms of leadership that women in the Agrifood system use to achieve a more sustainable production, economically, socially and ecologically. A grounded theory study was conducted through interviews with 33 female entrepreneurs that founded locally recognized and impactful sustainable businesses. The proposed framework highlights 1) contextual conditions for women to become entrepreneurs; 2) the balanced expression and use of gendered skills, behaviors, perceptions and emotions while leading their businesses; and 3) the local transformations resulting from their initiatives, including sustainability awareness, community engagement, women empowerment, economic development, and environmentally responsible production."},{"title":"Shahidul Hassan | Preference for Group-based Social Hierarchy and the Reluctance to Accept Women as Equals in Law Enforcement","children":"Data:  6/12/2023   Palestrante:   Shahidul Hassan, Ohio State University   Resumo: While many public organizations have made notable strides in improving the representation of women in all ranks, women continue to be severely underrepresented in law enforcement organizations. Research shows that a key barrier to women’s integration into law enforcement is the common perception among male officers that women are unsuited for police work. This study provides a better understanding of the values and beliefs underlying this perception. Using survey data, we examine the association between Social Dominance Orientation (SDO), an individual difference variable that captures preference for group-based social hierarchy, and officers’ assessment of women’s suitability for law enforcement. Our results show that male officers report lower acceptance of women in law enforcement. We also find that higher SDO officers provide more negative assessments of women in law enforcement, and this relationship is partially mediated by officers’ diversity values. The findings suggest that officers who desire to protect existing power dynamics are more likely to resist organizational diversity efforts and have negative views about women’s suitability for law enforcement."},{"title":"Francisco Polidoro | Porting Learning from Interdependencies Back Home: The Effect of Multihoming on Complementor Performance in Platform Ecosystems","children":"Data:  29/11/2023   Palestrante:   Francisco Polidoro, The University of Texas at Austin   Resumo: Abstract: Recognizing the role of complementors in creating value in interdependent platform ecosystems, strategy research has recently started to examine performance heterogeneity across complementors. Yet, research thus far has focused on performance implications of dynamics unfolding within a particular ecosystem. We take a step toward exploring influences that arise beyond the focal ecosystem by focusing conceptually on multihoming. We argue that multihoming into another platform produces learning benefits that positively affect a complementor’s performance in the home platform, especially when dealing with a high level of interdependencies and having greater similarity with other complements. We find supportive evidence in analysis of open-source software platforms between 2012 and 2018, and discuss implications for research on platform ecosystems, multihoming, and open-source software."},{"title":"Gabriel Gonzalez | Direct Sales Representative Price Discount Effects in Multichannel Contexts","children":"Data:  08/11/2023   Palestrante:   Gabriel Gonzalez, San Diego State University   Resumo: Drawing from theory on salesperson relational value, the authors develop a conceptual framework that explicates the influence of multichannel forces on the effectiveness of direct sales representative (DSR) use of price discounts. Key to the author’s perspective is the complementary and substitution effects of geographically proximal retail stores and competing DSRs. The authors test the framework using a panel of 2,583 DSRs and 19 retail stores, and four experiments with consumers. The findings reveal the impact that competing proximal retail store and DSR tactics have on a focal DSR’s sales performance. Moreover, the research shows how DSR price discounts can be advantageous or disadvantageous given these multichannel influences. For example, greater price discounting by geographically proximal retail stores negatively affects a DSR’s sales performance, but DSR’s who sell more products at a price discount under these conditions positively enhance their performance. Conversely, while greater marketing communication by more proximal retail stores negatively affects a DSR’s performance, DSR’s do not improve their performance under these conditions by selling more at a price discount. The findings also reveal that a focal DSR’s performance is improved when there are more experienced competing DSRs in close geographic proximity, and this effect grows stronger when the focal DSR sells more products at a discount. In contrast, a focal DSR’s performance is diminished when there are more novice competing DSRs in close geographic proximity, and a focal DSR does not improve their performance under these conditions by selling more products at a price discount. The authors test the mediating mechanisms of consumer perceptions of price fairness and trust in a DSR as intervening constructs that link DSR price discounts and consumer intention to purchase. Moreover, the authors adopt a moderated mediation approach which allows them to identify the ways in which geographically proximal retail store and competing DSR influences can moderate the mediation effects of consumer perceptions of price fairness and trust in the DSR. These results shed light on the impact that multiple channel agents employed by a principal firm have on a DSR’s use of discounts to improve sales performance. The research reveals how firm’s that deploy multichannel strategies in same markets can positively or negatively affect the value-in-exchange and value-in-use the sales force provides to customers.  "},{"title":"Guilherme Ramos | In Search of Moderation: How Counter-Stereotypical Sources Attenuate Polarization Over Consumption-Related Policies","children":"Data:  24/10/2023   Palestrante:   Guilherme Ramos, Vanderbilt University   Resumo: Many controversial products and services are highly regulated and politically polarized (e.g., cannabis, guns, abortion). While previous studies have shown that consumer preferences are increasingly divided along political lines, less is known about what can bring liberals and conservatives together. Four experiments conducted in a highly polarized social environment (Brazil; N = 2,176) demonstrate that counter-stereotypical sources (i.e., individuals who support a policy that most of their ingroups are perceived to oppose) attenuate the well-established association between political orientation and preferences over consumption-related policies. Critically, the attenuation happens in an asymmetric fashion—counter-stereotypical sources systematically persuade ingroups without dissuading outgroups. The phenomenon is observed for consumption-related policies traditionally associated with both liberals (legalization of cannabis; study 1) and conservatives (gun rights; study 2). Consistent with a direct ingroup identification process, the asymmetric polarization attenuation occurs even in the absence of belief changes about policy benefits (study 3) but disappears when people are prompted to question the source’s group membership (study 4). The authors conclude by discussing theoretical and practical implications for society, consumers, and organizations."},{"title":"Farah Diba Abrantes Braga | Credit Card as an Inclusion Instrument of Low-Income Consumers","children":"Data:  20/10/2023   Palestrante:  Farah Diba Abrantes Braga, Insper   Resumo: Poverty, characterized by chronic financial constraints and a lack of financial well-being, has a profound impact on economic mobility, imposing limitations on economic opportunities and overall individual well-being. Credit, an indispensable tool for acquiring products and services, plays a vital role in consumption. Historically, low-income consumers have been overlooked in the credit market and have often fallen prey to predatory lenders. Recently, in low- and middle-income countries, the markets for consumer financial services are rapidly expanding, thanks to technological advancements, offering new avenues for financial inclusion. Previous research indicates that financial resources, such as micro-credit and credit cards, can effectively help stabilize consumption, particularly when income is erratic. Therefore, providing low-income consumers with access to credit can empower them to lead financially stable lives, alleviate their constrained circumstances, reduce consumption inequality, and foster inclusion. How do credit cards promote the inclusion of low-income consumers, and under what conditions? This study delves into a five-year panel dataset of credit card transactions, comprising of 88,601 low-income individuals (over 1,664,000 credit card transactions) to specifically examine two types of credit: the traditional revolving credit and the novel Buy-Now-Pay-Later (BNPL). The findings reveal that revolving credit usage can harm consumption among low-income consumers. However, BNPL foster consumption of low-income. This effect is limited to an optimal point (inverted U-shape) beyond which it begins to harm consumption. It i salso moderated by the duration of the lenght of servisse. Overall, our findings suggests that credit cards, specifically BNPL, can serve as tools for financial and marketplace inclusion for the low-income population. This study contributes to the body of literature on credit cards sheding light on their positive aspects. It makes a significant contribution to the existing literature on scarcity and poverty. To the best of our knowledge, this study is one of the pioneering efforts to explore the actual behavior of the low-income population regarding credit cards and BNPL. Additionally, our insights have relevance for policymakers and financial service providers."},{"title":"Maura Ferreira | Need Help, But Not Yours: The Effect of Distant (vs. Close) Helpers on Lower Socioeconomic Status Consumers’ Disposition to Accept Help","children":"Data:  18/10/2023   Palestrante:  Maura Ferreira, PUC-RS   Resumo: Abstract: Prosocial consumer behavior research devotes greater attention to donors/helpers but overlooks the recipients of help. Moreover, socioeconomic status (SES) literature focuses on the effects of lower SES on prosocial behaviors but not on how this status influences disposition to accept help, yet lower SES consumers, who experience financial and social constraints, are commonly recipients of help and might not accept help when they should. This ongoing research project addresses these two gaps by exploring disposition to accept help among lower (vs. higher) socioeconomic status consumers and the effect of who the helper is on this disposition. Results from three experimental studies (N = 887) using diverse samples and contexts reveal that the helper (i.e., a close or a distant helper) affects disposition to accept help among lower SES consumers but not among their higher SES counterparts. The results suggest that lower SES consumers accept less help from a distant (vs. close) helper. The current research project aims to advance prosocial consumer behavior literature by exploring disposition to accept help among potential recipients of help. By understanding what encourages donors/helpers to help and recipients to accept help, prosocial relationships become more effective. Moreover, this project might contribute to SES and prosocial consumer behavior literature as well as to public policies as it starts focusing on why and when disposition to accept help among lower SES consumers varies. Limited attention has been devoted to this topic, even though there is real-world evidence indicating that lower SES consumers may turn down available help.  "},{"title":"Adam M. Kleinbaum | Rewiring the Organizational Network: Corporate Offsites and Network Tie Formation","children":"Data:  04/10/2023   Palestrante:  Adam M. Kleinbaum, Dartmouth College   Resumo: Social networks are integral to the performance of collaborative work, but research on network change has shed little light on the mechanisms firms use to deliberately stimulate collaborative network ties among their employees. In this study, we examine the effects of corporate offsites on the evolution of social networks within an organization. We find that offsites lead to rewiring of intraorganizational networks, but with a surprising asymmetry: they stimulate everyone to initiate more collaboration ties, but only those who attend the offsite receive more collaboration ties. These results are consistent with a conceptualization of offsites as direct interventions that stimulate interactions for those who attend, but also as indirect interventions that signal the value of collaboration to everyone, even those who do not attend"},{"title":"Thomaz Teodorovicz | Location-Specificity and Geographic Competition for Remote Workers","children":"Data:  27/09/2023   Palestrante:  Thomaz Teodorovicz, Copenhagen Business School   Resumo: The precipitous growth of remote work has given rise to a new phenomenon: geographic competition between localities for the physical presence of remote workers. Remote workers with high general human capital may create value for their new destinations and reverse net talent outflow from smaller cities in middle America and globally. However, localities seeking to attract, retain, and create value from so-called “digital nomads” face significant challenges because such workers may have a low attachment to their new destination. Analogizing these challenges to the problem of creating and capturing value from workers with general human capital, we argue that localities can compete for remote workers by leveraging location specific attributes which create value for the individual and the locality. We examined these ideas in the context of Tulsa Remote, a program that provides relocation incentives and a bundle of services to increase engagement and embeddedness in Tulsa, Oklahoma. We found that Tulsa Remote increased community engagement, real income, and entrepreneurship of remote workers, benefiting both the community and the individual. Tulsa Remote increased worker’s willingness to stay, and local community engagement is a key driver of this relationship. This work thus suggests that location-specificity enables localities to both create and capture value from remote workers"},{"title":"Christopher Poliquin | Resource Redeployment as an Entry Advantage in Resource-Poor Settings","children":"Data:  20/09/2023   Palestrante:   Christopher Poliquin, UCLA   Resumo: Abstract: Scarcity of productive factors poses a challenge for firms entering underdeveloped regions. We develop a model in which incumbent firms can overcome scarcity of skilled human capital in local labor markets by redeploying workers from existing units. The model predicts that redeployment is more valuable when factor markets exhibit large differences in resource scarcity. Redeployment is also more valuable when output is highly sensitive to worker skill and is responsive to complementarities between labor and other inputs. Important implications are that redeployment can endow firms with superior resources and enable them to enter more markets. Data on sugar mills in Brazil, where a sudden demand boom incentivized expansion, corroborate the predictions. Our research identifies new mechanisms of value-creation from resource redeployment across factor markets.  "},{"title":"Susana Durão | Segurança Privada no Brasil: Governança e Impasses","children":"Data:  13/09/2023   Palestrante:  Susana Durão, UNICAMP   Resumo: É amplamente reconhecido que o quadro legislativo da segurança privada no Brasil está consideravelmente defasado da realidade. A principal lei que regula este setor de mercado data de 1983, sendo anterior à transição democrática, quando a segurança privada era caracterizada pela proteção a instituições financeiras e tinha uma presença diminuta no país. Há doze anos está em tramite um novo quadro regulatório que tem o fim de modernizar e legitimar um setor atravessado por uma imensa mancha informal no seu funcionamento. Empresários de renome alertam com frequência para este impasse regulatório. Muitos se questionam sobre porque o Estatuto da Segurança Privada, que constituiria a base para produzir uma nova amplitude de atuação para o setor, não chegou nunca a ser sancionado no senado federal. Neste texto argumentamos que a regulamentação, que se crê ser um passo para o combate à clandestinidade, tem dificuldades em ser aprovada por razões estruturais e não meramente conjunturais, como seriam os conflitos entre monopólios empresariais; a luta de interesses dos agentes do mercado da terceirização da vigilância patrimonial e o setor da segurança eletrônica; a falta de interesse dos sindicatos patronais e dos trabalhadores na regulação, etc. Defendemos que o estatuto não parece ser peça fundamental para a governança dos mercados privados da segurança. Como diria Michel Foucault, a governamentalidade, no caso da segurança, não se confunde com lei e se estende muito além do estado ou da vontade do ato político. Nessa medida, os governos da segurança privada são plurais, operam e se adaptam ao quadro legislativo vigente. Demonstraremos que a segurança privada empresarial aumentou à medida que cresceu a sua área cinza de atuação. Nosso argumento é que os governos dos mercados privados da segurança se exercem em larga medida nas sombras. Esta apresentação irá demonstrar os mecanismos de funcionamento deste domínio da segurança paga e lucrativa. Isto significa que há mercado para todos, regulados, não regulados, agentes formais e informais de segurança, empresários tradicionais e aventureiros, e, como tal, a legislação e regulação deixam de ser uma prioridade para o desenvolvimento e estabilização deste amplo e sombrio mercado. A apresentação se baseia em dois projetos: um coletivo e internacional, FAPESP/ FCT (Brasil/Portugal) Policing and Urban Imaginaries: New Security Formats in Southern Cities e um projeto de uma doutoranda que oriento, também com financiamento FAPESP, "’Segurança se faz depois da vírgula’: Uma etnografia da privatização das políticas e práticas de segurança”.  "},{"title":"Giorgio Zanarone | Sleeping with the Enemy? How Politicians Environment Shapes their Exchanges with Interest Groups","children":"Data:  06/09/2023   Palestrante:   Giorgio Zanarone, HEC Lausanne University   Resumo: Does the environment of politicians affect their collaboration with organizations? We address this question using unique data on the speeches of U.S. legislators and their lobbying contacts with foreign firms and governmental entities. We find that when external events tarnish a country’s reputation, the average U.S. legislator provides lower political support to entities located in that country (less enthusiastic speeches) at a higher price (more intense lobbying effort). This average adjustment, however, masks important differences across politicians: the reduction in support only applies to legislators with a prior connection to the shocked country, while the increase in lobbying effort only applies to politicians from states whose citizens have a negative view of and weak socio-ethnic ties to the country. Our results suggest that politician-specific contingencies - relationships, stakeholders and the local political environment - shape their participation in political markets."},{"title":"Adriano Borges Costa | Transportation and Urban Development in São Paulo: Policies and Results","children":"Data: 14/06/2023 Palestrante: Adriano Borges Costa, Insper   Resumo: We present a historical analysis of transportation and urban development in São Paulo (Brazil). Our results align with the hypothesis commonly stated in the literature about the relevance of road transportation in São Paulo’s peripheral urban expansion during the twentieth century. We find that urban expansion and road development pushed and pulled each other in a somewhat “orderly” way, but this relationship changes over time, and distinguishing among distinct periods adds further insights. Examining São Paulo’s “streetcar era” we find joint development of streetcar lines and urban expansion – evidence of joint development consistent with “streetcar suburbs.” Streetcars also led to building densification during this early period. In subsequent decades, up until the mid-1970s, road transportation essentially chases urban expansion, not vice versa. Finally, the last four decades reveal a return to “orderly” patterns of road expansion and urbanization but no evidence of mass transit infrastructure’s effects on urbanization or densification. The analysis illustrates how transportation investment choices have important consequences for urban growth, exerting long-lasting influences on its urban form. We then explore causal evidence of the different influences of road and rail infrastructures on urban outgrowth and densification in the half-century, which spanned from 1947 to 1997, employing an instrumental variable approach. For rail transit effects, we use abandoned streetcar routes as an instrument; for roads, we take advantage of the fact that several avenues and arterial roads in São Paulo were built upon dried urban riverbeds, and use those as an exogenous source of variation. We find that the construction of avenues and arterial roads crossing the urbanized area and connecting suburban and peripheral neighborhoods fomented urban expansion and accounted for more than half of the outgrowth observed. In contrast, investments in rail transit promoted the evolution of vertical neighborhoods and were responsible for three-quarters of the increase in Floor Area Ratio (FAR) within São Paulo's central area. A simplified counterfactual analysis indicates that São Paulo would have been 2.5 times more compact than today had it pursued a transit-oriented scenario of transport infrastructure investments. Besides contributing to the empirical literature on the interactions between transportation and land use, our findings have far-reaching implications for contemporary planning strategies that promote transit as a strategy to advance sustainable urbanization."},{"title":"Fernando Deodato Domingos | Contracting ‘Person-centred’ Working by Results: Street-level Managers and Frontline Experiences in an Outcomes-based Contract","children":"Data: 17/05/2023 Palestrante: Fernando Deodato Domingos, EAESP-FGV   Resumo: Despite growing interest, little is known empirically about the impact of Outcomes Based Contracting (OBC) on public service delivery at the street level. This longitudinal study evaluates the contractual shift of a British support service for adults with multiple, complex needs from bilateral fee-for-service arrangements to an outcomes contract in the form of a ‘social impact bond’. These findings add much-needed empirical evidence on the implications of OBC for the discretion, personalisation, and co-production of public service delivery at the frontline. The analysis offers conceptual refinement by emphasising the importance of governance and management conditions alongside financial imperatives for the work of street-level bureaucrats. Our findings diverge somewhat from previous investigations of large-scale payment-by-results arrangements as we detect indications of enhanced procedural and, to a limited extent, personalisation at the frontline."},{"title":"Marco Aurelio Marques Ferreira | Capacidades estatais municipais como condicionantes do desempenho das compras da agricultura familiar no âmbito do PNAE","children":"Data: 10/05/2023 Palestrante: Marco Aurelio Marques Ferreira, UFV – Universidade Federal de Viçosa   Resumo: O Programa Nacional de Alimentação Escolar (PNAE) é reconhecido mundialmente como uma bem-sucedida política pública de segurança alimentar e nutricional, bem como de valorização da agricultura familiar (AF). A experiência brasileira impulsionou o surgimento de políticas públicas similares em distintos países, especialmente da América Latina, tendo como pilares as compras locais e a qualidade da alimentação escolar. Apesar das evidências de que a vinculação entre alimentação escolar e AF tem efeitos positivos na qualidade dos alimentos, na geração de emprego e na distribuição de renda, parte dos municípios brasileiros tem demonstrado dificuldades em cumprir o mínimo de compras estabelecido na Lei nº 11.947/2009. Entre os possíveis condicionantes estão as capacidades estatais municipais que produzem resultados distintos em contextos semelhantes. Tal pressuposição, embora lícita, não é corroborada pela literatura da área por falta de estudos empíricos inferenciais. Nessa direção, o presente estudo buscou compreender essas relações, visando oferecer um modelo analítico que se aplique a essa e a outras políticas de compras públicas de escopo similar. Como técnicas de análise foram utilizadas a regressão quantílica e os testes de diferença entre médias. Os resultados confirmam a existência de diferença entre o nível de capacidade dos municípios que, em 2019, cumpriram o mínimo legal de aquisições e aqueles que falharam no alcance dessa meta. Também revelou a influência das capacidades estatais técnico-administrativas e político-relacionais no percentual de compras efetuado, corroborando a importância de se considerar esses elementos nos modelos analíticos e na gestão de políticas públicas implementadas nesse contexto."},{"title":"Shon Hiatt | The Radical Flank Revisited: How Regulatory Discretion Shapes the Effectiveness of Social Activism on Business Outcomes","children":"Data: 03/05/2023 Palestrante: Shon Hiatt, University of Southern California   Resumo: Although scholarship has highlighted how stakeholders can influence business outcomes, few studies have examined how simultaneous, different tactics interact to impact firms. Critical to understanding this interaction is the radical flank effect, which asserts that the moderate and radical elements of social activist tactics can interact to either enhance or diminish a movement’s ability to accomplish its goals. However, research is unclear about when and whether the radical flank effect enhances or diminishes activist influence, nor has it empirically analyzed factors that influence the direction of the effect. To address these limitations, we explore one such factor—regulatory agency discretion, or regulators’ flexibility to interpret and implement public policies. Drawing on management and political sociology studies, we argue that discretion affects the salience of regulatory accountability to the public and thereby alters the radical flank effect on business outcomes in regulated markets. We analyze stakeholder opposition to U.S. hydroelectric power facilities from 1987 to 2019. The results show that high discretion enhances the radical flank effect and detrimentally affects business outcomes, whereas low discretion reverses the radical flank effect and favorably affects business outcomes."},{"title":"Jay Anand | When is less better than more? Reductions in firm scale and scope during economic downturns","children":"Data: 19/04/2023 Palestrante: Jay Anand, Ohio State University   Resumo: Past research has paid little attention to why and how firms choose to reduce their size. Size reductions can come about either by a reduction in the scale of operations or a reduction in the scope of activities undertaken by the firm. We argue and show that firms are more likely to reduce the scale of their operations but less likely to reduce the scope of their activities in the event of an economic crisis. We also show that reducing scale during a crisis results in better performance than reducing it before a crisis, while reducing scope during a crisis results in worse performance than reducing it before a crisis. Furthermore, asset characteristics and industry growth trends moderate these relationships. We test our arguments on a sample of publicly listed European firms from 2003-2014. This paper provides a boundary condition to the argument that firms primarily sell assets to reduce diversification and highlights the role played by reducing the scale of operations in a firm’s corporate strategy."},{"title":"Heather Berry | Defending Knowledge Abroad","children":"Data: 05/04/2023 Palestrante: Heather Berry, George Washington University   Resumo: We contribute to the global strategy and competitive dynamics literatures by examining the impact of rival proximity and global multimarket overlap in knowledge activities with rivals across countries on the decisions of MNCs to defend innovations against imitation in foreign countries. We argue that MNCs have higher incentives to defend their locally-generated innovations over home- or third-country generated innovations against spillovers to local industry rivals and their more widely-used innovations that are exposed to higher global multimarket overlap in knowledge activities across countries. Empirical results from bootstrapped and selection models using data on firms in high tech industries including firm, patent and litigation information from Orbis, Patstat and Lex Machina, respectively, support these arguments."},{"title":"Susan Perkins | What do Families in Business Want? Theory and Evidence from Brazilian Firms","children":"Data: 29/03/2023 Palestrante: Susan Perkins, University of Illinois Chicago & NYU   Resumo: While research on family-owned firms has typically sought to contrast their motivations/expected behaviors to those of nonfamily-owned firms, we argue that such a bifurcation masks meaningful differences among family-owned firms. We develop and test a tripartite typology of family-owned firms and link this typology to differences in expected behaviors. We contextualize and test our hypotheses using the recent Brazilian financial market reform, where firms could self-select into new trading sub-segments characterized by increased stringency of corporate governance requirements. We find that our tripartite typology of family-owned firms predicts which firms will opt for better governance practices, and also how the financial market will respond. We conclude with implications of our theoretical framework and findings for future research on corporate governance, family-owned firms, and institutional change."},{"title":"Fernando Picasso | No Pain, No Gain: The Case for Hyper-Resilient Supply Networks","children":"Data: 15/03/2023 Palestrante: Fernando Picasso, Insper   Resumo: Supply network disruptions have gained increasingly attention as governments, financial experts and the average consumer had their daily lives affected by some events, such as Covid-19. The literature on supply network disruption has provided substantial knowledge about supply network resilience. However, recent cases have demonstrated that supply networks can recover stronger following a supply network disruption. Our research question focuses on how supply networks can leverage a supply network disruption to recover stronger than before. We build on metaphorical transfer to develop our theoretical foundations. Using hypertrophy through muscle recovery as the source phenomena, we develop the concept of hyper-resilient supply network. We further develop this concept through case research methodology. Our findings discuss the mechanisms through which supply networks can recover stronger following a supply network disruption. We contribute to the supply network resilience literature by demonstrating that supply networks can use mechanisms to respond to supply network disruptions that go beyond resilience."},{"jcr:title":"Stick Form Container Section","layout":"responsiveGrid"},{"richText":"Conheça o [Centro de Estudos em Negócios](https://www.insper.edu.br/pt/pesquisa/centro-de-estudos-em-negocios)  do Insper.","madeBy":"Por","buttonUrl":"https://www.insper.edu.br/pt/pesquisa/centro-de-estudos-em-negocios","title":"Ceneg","variant":"nobackground","buttonText":"+ Ceneg"},{"jcr:title":"turquesa / preto / vermelho"},{"themeName":"turquesa / preto / vermelho"}]