Elenise Martins Rocha, Giancarlo Medeiros Pereira and Diego Augusto de Jesus Pacheco
This paper aims to examine the impact of predictive gamification, through a sales simulator game, as a strategy to minimize sales problems in organizations.
Abstract
Purpose
This paper aims to examine the impact of predictive gamification, through a sales simulator game, as a strategy to minimize sales problems in organizations.
Design/methodology/approach
This empirical study was executed in a large global company that produces and markets footwear for B2B and B2C markets. The company operates in more than 18 countries and adopts the gamification to train 7,600 sellers and 10,052 professionals directly linked to the sales area. The methodology adopted followed a qualitative and exploratory approach based on an in-depth case study analysis.
Findings
Results indicated that the use of predictive gamification allowed mitigating future problems, in average, four months in advance of the arrival of the new products at the points of sale. The main findings included improvement in sales arguments, product knowledge and sales closure. The company assigns the results to the implementation of the gamification and the possibility to simulate the evaluation of the level of readiness of the sales force resources. For this, the following three primary variables emerged: adequate definition of training content, analysis of the learning process and simulation of store reality.
Research limitations/implications
The authors introduced to the sales training literature the concept of predictive gamification. The predictive gamification allows anticipating and reducing future problems before the arrival of the new products in the market, improving the argument of sales, the knowledge about the products and the ratio of sales conversion of stores.
Practical implications
First, the content design of gamification needs to be carefully projected before the simulator development, considering the target audience and its particularities. Second, the construction of evaluation activities needs to consider contexts, actions and results. Third, monitoring the paths taken by the seller in the simulator environment is requisite. Fourth, the analysis of the results of vendor responses in the simulator environment can be obtained through learning management system reports. Fifth, the development of game simulators with advanced technologies may be done with low investment.
Originality/value
The findings have implications for the field vis-à-vis three main research gaps identified in the literature discussing gamification in sales training. First, the authors identified best practices from the application of gamification in sales training. Second, they showed the sales qualification processes, which can be improved by applying gamification. Third, they presented strategies of use of gamification as an approach allied to the training of sales professionals to generate enhanced sales results.
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Diego Silveira Pacheco de Oliveira and Gabriel Caldas Montes
Given the importance of credit rating agencies’ (CRAs) assessment in affecting international financial markets, it is useful for policymakers and investors to be able to forecast…
Abstract
Purpose
Given the importance of credit rating agencies’ (CRAs) assessment in affecting international financial markets, it is useful for policymakers and investors to be able to forecast it properly. Therefore, this study aims to forecast sovereign risk perception of the main agencies related to Brazilian bonds through the application of different machine learning (ML) techniques and evaluate their predictive accuracy in order to find out which one is best for this task.
Design/methodology/approach
Based on monthly data from January 1996 to November 2018, we perform different forecast analyses using the K-Nearest Neighbors, the Gradient Boosted Random Trees and the Multilayer Perceptron methods.
Findings
The results of this study suggest the Multilayer Perceptron technique is the most reliable one. Its predictive accuracy is relatively high if compared to the other two methods. Its forecast errors are the lowest in both the out-of-sample and in-sample forecasts’ exercises. These results hold if we consider the CRAs classification structure as linear or logarithmic. Moreover, its forecast errors are not statistically associated with periods of changes in CRAs’ opinion of any sort.
Originality/value
To the best of the authors’ knowledge, this study is the first to evaluate the performance of ML methods in the task of predicting sovereign credit news, including not only the sovereign ratings but also the outlook and credit watch status. In addition, the authors investigate whether the forecasts errors are statistically associated with periods of changes in sovereign risk perception.
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Diego Silveira Pacheco de Oliveira and Gabriel Caldas Montes
Credit rating agencies (CRAs) are perceived as highly influential in the financial system since their announcements can affect several players in the financial markets, from big…
Abstract
Purpose
Credit rating agencies (CRAs) are perceived as highly influential in the financial system since their announcements can affect several players in the financial markets, from big private financial and non-financial companies and their financial markets experts to sovereign states. In this sense, this study investigates whether sovereign credit news issued by CRAs (measured by comprehensive credit rating (CCR) variables) affect the uncertainties about the exchange rate in the future (captured by the disagreement about exchange rate expectations). The study is relevant once there is evidence indicating that CRAs' assessments are responsible for affecting international capital flows and, thus, sovereign rating changes can affect the expectations formation process regarding the exchange rate. In addition, there is evidence indicating that the disagreement about exchange rate expectations affects the disagreement about inflation expectations, which brings consequences to policymakers.
Design/methodology/approach
The dependent variables are the disagreement in expectations about the Brazilian exchange rate for different forecast horizons, 12, 24 and 36 months ahead and the first principal component of theses series. On the other hand, the CCR variables are built upon the long-term foreign-currency Brazilian bonds ratings, outlooks and credit watches provided by the main CRAs. Estimates are obtained using ordinary least squares (OLS) and generalized method of moments (GMM); a dynamic analysis is performed using vector-autoregressive (VAR) through impulse-response functions.
Findings
Negative (positive) sovereign credit news, given by a rating downgrade (upgrade) and/or a negative (positive) outlook/watch status, increase (decrease) the disagreement about exchange rate expectations. This result holds for all disagreement and CCR variables.
Practical implications
The study brings practical implications to both private agents (mainly financial market experts) and policymakers. An important practical implication of the study concerns the ability of CRAs to affect the expectations formation process of financial market experts regarding the future behavior of the exchange rate. When a CRA issues a signal of improvement in a country's sovereign rating, this signal reflects the perception of improvement in macroeconomic fundamentals and reduction of uncertainties about the country's ability to honor its financial obligations, which therefore, facilitates the expectations formation process, causing a reduction in the disagreement about the exchange rate expectations. With respect to the consequences for policymakers, they will have more difficulty in guiding expectations in a country with a worse sovereign risk rating, where agents have difficulties in forming expectations and the disagreement in expectations is greater.
Originality/value
The study is the first to analyze the impact of CRAs' announcements on the disagreement about exchange rate expectations. Moreover, it connects the literature that investigates the effects of sovereign credit news on the economy with the literature that examines the main determinants of disagreement in expectations about macroeconomic variables.
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Diego Augusto de Jesus Pacheco and Tatiane Pereira Librelato
This study responds to calls from industry and the literature to cope with the enormous challenges faced by companies operating in competitive business sectors. The main objective…
Abstract
Purpose
This study responds to calls from industry and the literature to cope with the enormous challenges faced by companies operating in competitive business sectors. The main objective of this paper is to investigate how managers can optimise product quality and process efficiency of complex systems.
Design/methodology/approach
In this paper, a design of experiments (DoE) method was used to improve the development of complex products and manufacturing processes in the industry of automotive audio components. To identify the optimal combination that minimises quality problems occurring with subwoofer speakers in the marketing, this study proposed a full Factorial experiment 24 with three replications in a single block summarised in an analysis of the interaction among the factors.
Findings
The research findings revealed the factors and levels regarding both the product development and manufacturing processes that significantly impact the quality and reliability performance of the subwoofer speaker analysed. The findings from the article allowed the company to prioritise internal improvements to enhance product quality and process efficiency. Other automotive firms will benefit from the research findings obtained.
Practical implications
From a managerial perspective, this research presented the DoE methodology as a real opportunity to deal with the inherent complexity of the manufacturing process in the automotive audio components sector. This research assist managers with insights into how they can improve the quality performance in production systems and in the market.
Originality/value
This study is an original contribution to the advance of theory and empirical implementation of DoE in competitive industrial sectors.
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Elenise Martins Rocha, Diego Augusto de Jesus Pacheco, Natália Silvério, Cinthya Mônica da Silva Zanuzzi and Paulo Maurício Selig
Despite the significance of knowledge sharing for competitive advantage in networked businesses like franchising systems, there is a lack of comprehensive understanding regarding…
Abstract
Purpose
Despite the significance of knowledge sharing for competitive advantage in networked businesses like franchising systems, there is a lack of comprehensive understanding regarding the strategic value of knowledge sharing in the context of franchising. In particular, the specific contribution of information and communication technologies (ICTs) in facilitating interorganizational knowledge exchange among franchising members remains inadequately understood, particularly in emerging economies. Therefore, this study aims to explore the mechanisms involved in the knowledge-sharing process facilitated by a virtual learning environment (VLE) within franchising networks and examine the role of VLEs in facilitating knowledge.
Design/methodology/approach
This study uses a multiple-case study approach involving 24 franchisees and the franchisor within a Brazilian franchising network operating in the furniture market to examine the role played by a VLE.
Findings
The results of the study reveal that the introduction of a VLE has played a significant role in fostering enhancements in the knowledge-sharing process among the franchisor and franchisees in the network. Moreover, the results indicate that VLEs play a significant role in overcoming geographical obstacles, thereby enabling efficient knowledge sharing between franchisees and franchisors operating in extensive territorial contexts. Finally, findings indicate that intracommercial competition acts as a prominent barrier, leading to low levels of cooperation and knowledge-sharing intent among franchisees within the network.
Originality/value
This study contributes to the existing knowledge by enhancing the understanding of how ICTs can facilitate knowledge sharing in organizations operating within franchising systems. Furthermore, this paper advances the comprehension of the role of networking franchising configuration and governance in supporting organizational improvements. Additional actionable insights are provided.
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Diego Augusto de Jesus Pacheco and Thomas Schougaard
This study aims to investigate how to identify and address production levelling problems in assembly lines utilising an intensive manual workforce when higher productivity levels…
Abstract
Purpose
This study aims to investigate how to identify and address production levelling problems in assembly lines utilising an intensive manual workforce when higher productivity levels are urgently requested to meet market demands.
Design/methodology/approach
A mixed-methods approach was used in the research design, integrating case study analysis, interviews and qualitative/quantitative data collection and analysis. The methodology implemented also introduces to the literature on operational performance a novel combination of data analysis methods by introducing the use of the Natural Language Understanding (NLU) methods.
Findings
First, the findings unveil the impacts on operational performance that transportation, limited documentation and waiting times play in assembly lines composed of an intensive workforce. Second, the paper unveils the understanding of the role that a limited understanding of how the assembly line functions play in productivity. Finally, the authors provide actionable insights into the levelling problems in manual assembly lines.
Practical implications
This research supports industries operating assembly lines with intensive utilisation of manual workforce to improve operational performance. The paper also proposed a novel conceptual model prescriptively guiding quick and long-term improvements in intensive manual workforce assembly lines. The article assists industrial decision-makers with subsequent turnaround strategies to ensure higher efficiency levels requested by the market.
Originality/value
The paper offers actionable findings relevant to other manual assembly lines utilising an intensive workforce looking to improve operational performance. Some of the methods and strategies examined in this study to improve productivity require minimal capital investments. Lastly, the study contributes to the empirical literature by identifying production levelling problems in a real context.
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Diego Augusto de Jesus Pacheco, Isaac Pergher, José Antônio Valle Antunes Junior and Guilherme Luís Roehe Vaccaro
The purpose of this study is to compare different models integrating the TOC and Lean approaches.
Abstract
Purpose
The purpose of this study is to compare different models integrating the TOC and Lean approaches.
Design/methodology/approach
The models of reference were identified through a comprehensive literature review. A qualitative and comparative analysis was carried out by pointing out the strengths, weaknesses and gaps of models integrating the TOC and Lean based on the production system requirements.
Findings
The findings indicate that these models can be improved by introducing aspects related to the system structure such as main key performance indicators, type of shop layout and performance metrics to evaluate the improvements implemented in the production system. The results provided evidence that the TOC and Lean are complementary approaches, and the individual gaps of each approach seem to be, in the most part, offset by the virtues of the other.
Practical implications
This study enables decision makers and industrial managers to evaluate the practices adopted in the production environment, as well as the use of the different set of continuous improvement practices. This article also minimizes the literature gap regarding whether and how integrated Lean and TOC approach can be used in the firms.
Originality/value
This study contributes to the body of literature on Lean by comparing three different models integrating Lean and the TOC. Furthermore, a research agenda is suggested for future research aimed at developing new models integrating both approaches, aiming to increase the competitiveness of the production systems.
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Diego A. de J. Pacheco, Rodrigo Veleda Caetano, Samuel Vinícius Bonato, Bruno Miranda dos Santos and Wagner Pietrobelli Bueno
Small retail stores in the luxury market face significant challenges due to fluctuations in market demand. This task turns challenging as it requires effectively coordinating and…
Abstract
Purpose
Small retail stores in the luxury market face significant challenges due to fluctuations in market demand. This task turns challenging as it requires effectively coordinating and translating customer needs into specific requirements that align with retail goals and available resources. However, limited empirical research exists investigating how managers can address service value and quality attributes in small retail stores. This article aims to bridge this gap by investigating the role of quality function deployment (QFD) in improving market and quality requirements management in small retail stores.
Design/methodology/approach
Based on the case study, a customer survey was initially conducted to gather information on critical characteristics valued in the luxury retail segment. QFD was used to assist the company in identifying and prioritizing key quality attributes to meet customer requirements effectively.
Findings
The findings demonstrate that implementing QFD in small luxury retail stores empowers managers to identify previously neglected product and service quality aspects. The article shows that QFD informs organizational adaptations that align with the demands of the retail market, leading to an improved ability to meet customer expectations and enhance customer value through the development of enhanced products and services. The study showcases the efficacy of the tested methodology in effectively capturing and prioritizing both tangible and intangible customer needs in retail.
Practical implications
Findings offer valuable insights to retail managers of small luxury stores, providing actionable market-oriented strategies. By implementing the recommended practices, managers can improve the store’s competitiveness and better cater to the customer base.
Originality/value
This study contributes to bridging persistent knowledge gaps by addressing the unique context of small luxury retail stores and introducing the application of QFD in this setting. The insights gained from this research are relevant to both retailing and quality management literature. Considering the growing prevalence of transformations in the retail industry, the study provides practical implications for retail managers in effectively navigating these changes.
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Fernanda Gobbi de Boer Garbin, Carla Schwengber ten Caten and Diego Augusto de Jesus Pacheco
Although active learning methodologies are recognized as an effective means to achieve expected educational demands, in practice, the teaching and learning processes are still…
Abstract
Purpose
Although active learning methodologies are recognized as an effective means to achieve expected educational demands, in practice, the teaching and learning processes are still widely characterized by traditional pedagogy aspects. As a result, teaching innovations in science, technology, engineering and math (STEM) education are carried out in isolation in specific disciplines, programs or departments. To addresses these challenges and to stimulate useful teaching innovations, this study aims to propose the capability maturity model to active learning (CMMAL) for assessing the maturity level of active learning methodologies in higher education institutions (HEIs).
Design/methodology/approach
The CMMAL provides inputs for planning and decision-making, identifying variables such as the current state of teaching and learning processes, project management, team development, allocation of resources and infrastructure and the choice of evaluation and assessment methods. From the relevant literature, the primary aspects that impact on active learning were identified and incorporated into the structure of the model. Next, a survey was performed with 295 STEM professors and experts validating the scope of the model proposed.
Findings
The findings demonstrated the contribution of the CMMAL mainly to (1) assess the maturity levels of active methodologies in higher education and (2) stimulate the institutionalization of active learning practices in HEIs to minimize some problems related to the dissemination of new teaching practices.
Practical implications
The primary practical and academic contribution of our study is the proposition of an artifact with a scope compatible with the need of the HEIs for the implementation of active learning methodologies. This paper presents a different perspective of current literature in active learning in STEM education, introducing a model that contributes to open the dialogue with HEIs interested in better understand and improve the performance in student-centered pedagogy.
Originality/value
The model also informs and leads to specific recommendations for HEIs seeking to enhance the performance of and alter the culture around active learning methodologies.
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Diego A. de J. Pacheco, Julie Hvid Borgvardt and Isaac Pergher
Recent geopolitical and economic tensions have caused instabilities in food supply chains (FSCs), affecting their performance and integration. These challenges have significantly…
Abstract
Purpose
Recent geopolitical and economic tensions have caused instabilities in food supply chains (FSCs), affecting their performance and integration. These challenges have significantly impacted the sales and operations planning (S&OP) processes of companies operating in global networks. However, there is a lack of clarity regarding effective strategies for enhancing S&OP processes in response to these supply chain challenges in different sectors. To address this gap, the purpose of this study is to develop and test an integrated maturity model that assists companies in this sector in assessing and improving their execution of S&OP processes in global supply chains.
Design/methodology/approach
Through a case study conducted in a multinational food company operating in a global supply chain in Europe, the results shed light on the role of S&OP maturity assessment in guiding focal companies into internal and supply chain decisions.
Findings
Findings suggest that the developed model has the potential to enhance the integration among actors in the FSC. Findings provide insights for developing supply chain solutions that align with the functions of the food industry and supply chain dynamism. The study offers actionable insights that address some limitations of the existing empirical literature, which has provided limited support for the role of S&OP activities in facilitating effective integration in FSCs.
Research limitations/implications
The study highlights qualitative benefits associated with S&OP implementation, enabling food industries to establish more realistic expectations regarding the outcomes of S&OP initiatives.
Practical implications
This study enhances the understanding of S&OP maturity phenomena in FSCs and provides practical insights for companies to manage the volatile conditions in this sector’s supply chains.
Originality/value
The paper makes a theoretical contribution by developing and testing an integrated model designed explicitly for FSCs, providing valuable guidance for decision-makers.