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Article
Publication date: 5 June 2017

Fabiana Nogueira Holanda Ferreira, Bernard Cova, Robert Spencer and João F. Proença

The evolution of the business-to-business (BtoB) realm toward solution business calls for a better understanding of how relationships develop over time in such a renewed context…

916

Abstract

Purpose

The evolution of the business-to-business (BtoB) realm toward solution business calls for a better understanding of how relationships develop over time in such a renewed context. This paper aims to propose a phase model for solution relationship development, considering triadic relationships in complex engineering solutions.

Design/methodology/approach

To depict how relationships develop in solution business, the authors adopt a qualitative approach which allows to detail the episodes of interactions between the actors. A case study approach in an extreme sector – the aerospace industry – allows highlighting certain key traits. Extending conventional dyadic analysis, this empirical study focuses on the aerospace industry, using a case study approach to analyze relationship developments between a worldwide leading aircraft manufacturer, one of its customer and four providers of products and services. The authors adopt a triadic perspective in the selection of cases, considering a total of four manufacturer-provider-customer triads.

Findings

Four dynamic phases which track solution provision dynamics and involving dyadic and triadic relationship evolution are identified: matching; combining; mixing; and sharing. Each phase calls, from a management perspective, for specific competencies and resources of the actors in interaction.

Originality/value

This paper contributes to the gap about solution relationship development in a changing BtoB landscape. Considering the lens of a triadic approach, the paper also helps to fill the as-yet unattended to gap between dyads and triads in the literature.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 5
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 22 July 2021

Mônica Cavalcanti Sá de Abreu, Fabiana Nogueira Holanda Ferreira and João Felipe Barbosa Araripe Silva

This paper aims to investigate to what extent sustainable and nonsustainable attributes can be used to characterize different clusters of consumers in an emerging market, where…

1664

Abstract

Purpose

This paper aims to investigate to what extent sustainable and nonsustainable attributes can be used to characterize different clusters of consumers in an emerging market, where economic conditions can increase the relevance of price. Consumers seem reluctant to engage frequently in pro-sustainable behavior, mainly for financial reasons. However, purchasing decisions can be understood as a multidimensional process.

Design/methodology/approach

The authors conducted quantitative and descriptive research employing a choice-based conjoint/hierarchical Bayes (CBC/HB) experiment in malls in a low-income city in northeast Brazil with 1,287 potential buyers of denim jeans. The conjoint analysis therefore collected data on preferences in the course of actual decision-making. The authors then took the individual part-utility from each respondent and ran a cluster analysis to identify similar groups in the sample. The classification and regression tree (CART) method was used to determine the relationship between the conjoint attributes and the sociodemographic characteristics.

Findings

The data demonstrate that buying decisions constitute a complex process of interplay between many different factors, often involving trade-offs between a wide variety of nonsustainable and sustainable attributes. The survey confirmed that price is still of paramount importance when it comes to consumer choices. The authors also found that sustainable attributes played a relatively more significant role than brand or origin of production. The authors identify notable differences between groups of consumers in the “pro-sustainable” and “non-pro-sustainable” clusters and different levels of importance regarding the sociodemographic characteristics.

Originality/value

Although price emerged as the most significant attribute, the research also demonstrates that there is a market in Brazil for products and practices based on a genuine commitment to the natural environment and social issues. The findings suggest that marketing managers and policymakers should consider different combinations of concerns over sustainability with product attributes and include sociodemographic variables rather than considering the textile market as uniform or thinking that there is no space for sustainability in fashion.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 26 no. 3
Type: Research Article
ISSN: 1361-2026

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182

Abstract

Purpose

The study aims to analyze the composition and mineral profile of oyster shell powder (OSP) and assess its potential as a sustainable source of calcium.

Design/methodology/approach

A total of two batches of OSP with different particle sizes had been evaluated for centesimal and mineral composition and microbiological quality. OSP with smaller particles (0.85 mm) was used in the production of bread: standard bread (SB) (0%), fortified bread (FB1) (3%) and FB2 (4%). Centesimal and mineral composition and sensory acceptance had been performed. The internal preference map had been constructed using principal component analysis. The Just About Right data and the influence of sensory attributes on bread acceptance had been assessed by a penalty analysis test.

Findings

OSP-0.85 mm had calcium content (478.47 ± 2.37 mg.g-1) lower than OSP-1.00 mm (521.15 ± 0.99 mg.g-1) due to retention of particles. In both batches, heavy metals such as chromium, nickel and copper had not detected. FB1 and FB2 had the best nutritional content compared to SB, with higher calcium content (mg.g-1) 0.69 ± 0.07; 13.76 ± 0.72 and 19.47 ± 1.99 for SB, FB1 and FB2, respectively. The internal preference map showed better acceptance of FB1 compared to FB2. The penalty test showed that this acceptance was penalized (p < 0.05) due to the sandy texture.

Originality/value

The large number of shells generated in the processing of oysters is an environmental problem and generates waste of a natural source of calcium. It has been demonstrated that oyster shell powder can be used as a natural and sustainable source of calcium in bread, requiring further studies to assess the bioavailability of calcium.

Details

British Food Journal, vol. 124 no. 11
Type: Research Article
ISSN: 0007-070X

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Article
Publication date: 9 July 2020

Bernard Cova, Robert Spencer, Fabiana Ferreira and João Proença

Solutions are here approached from the focal net point of view i.e. the collaborative arrangements through which firms combine their individual offerings into a coherent…

394

Abstract

Purpose

Solutions are here approached from the focal net point of view i.e. the collaborative arrangements through which firms combine their individual offerings into a coherent, customer-facing solution. Focal nets are seen as an effective way to organize for value-system and solution development. However, a precise understanding as to how inter-firm dynamics support the morphing of a focal net to develop a customer’s solution is still not clear. This paper aims to provide an improved understanding of the dynamics at play between firms for providing a solution.

Design/methodology/approach

A qualitative and exploratory research approach is adopted, exploring the relationships at play within a focal net dedicated to providing a solution in the aerospace industry: a total of four triads are selected and analyzed, all of them involving the same buyer (the aircraft manufacturer) the same buyer’s customer (the airline) and a different service provider. Interviews with top managers in each company forming the triads have been carried out, with subsequent analysis, on the relational dynamics at play at the level of each triad and in-between triads within the focal net.

Findings

The study shows the handling by a solution provider of the transition from a program focal net to a customer-specific solution focal net. The four triads presented, taken individually, highlight four different component devices each of which contributes toward handling this transition. The four triads taken together along with their interactions (inter-triad) denote the capability of the solution provider to manage the morphing of the focal net.

Originality/value

The paper mobilizes a focal net perspective for the understanding of solution provision while combining this with a triadic perspective to demonstrate the inter-firm dynamics at play.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 12
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 December 2020

Mônica Cavalcanti Sá de Abreu, Fabiana Nogueira Holanda Ferreira, João F. Proença and Domenico Ceglia

This paper aims to investigate how sustainable solutions in the textiles and clothing industry are decided through business-to-business collaboration.

2271

Abstract

Purpose

This paper aims to investigate how sustainable solutions in the textiles and clothing industry are decided through business-to-business collaboration.

Design/methodology/approach

A qualitative and inductive study of the Brazilian textiles and clothing industry is carried out, an industry in which sustainable denim products are increasingly being recognized as subject to competition. The paper adopts a focal net perspective to understand the collaborative arrangements through which firms combine the products they offer as a sustainable solution. Documentary data were collected and in-depth interviews conducted with the top managers of one of the world’s largest denim-manufacturing companies present in the Brazilian market, which is involved in providing sustainable solutions in cooperation with its partners.

Findings

The authors describe the factors that reflect the conditions for generating a sustainable business performance, including a corporate policy that assumes and articulates the responsibility for social interest, core-business stakeholders and regulatory requirements; a sustainable product-service system (S.PSS) based on innovative interactions between the stakeholders in the value production system; relations between stakeholders that promote business sustainability through a dependable value chain characterized by a sense of collaboration and collective actions; and a business model for sustainability that combines economic with social and ecological value creation. These factors help a business establish a more strategic position in the value network, enabling it to capture more value.

Practical implications

Sustainable solutions are developed dynamically and collaboratively within an S.PPS. Managers need to focus not only on tangible products but also on intangible services designed and combined so that they are jointly capable of fulfilling customer’s needs and creating social and ecological value. Managers within the solution provider must develop business models for sustainability that are continually evolving to satisfy the interest in resource-efficiency by actors in civil society, business and government.

Originality/value

The research contributes to the existing literature by applying approaches involving corporate social responsibility (CSR) and strategic nets to the study of the implementation of an S.PSS. Sustainable initiatives and offers developed by an S.PSS are not isolated phenomena but result from collaboration in finding solutions among different actors linked in a strategic net. In this sense, companies need to adjust their business models for sustainability to generate positive economic, social and ecological value and gain credibility for their missions.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 9
Type: Research Article
ISSN: 0885-8624

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91

Abstract

Details

Annals in Social Responsibility, vol. 7 no. 1
Type: Research Article
ISSN: 2056-3515

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Book part
Publication date: 23 March 2017

Barbara de Lima Voss, David Bernard Carter and Bruno Meirelles Salotti

We present a critical literature review debating Brazilian research on social and environmental accounting (SEA). The aim of this study is to understand the role of politics in…

Abstract

We present a critical literature review debating Brazilian research on social and environmental accounting (SEA). The aim of this study is to understand the role of politics in the construction of hegemonies in SEA research in Brazil. In particular, we examine the role of hegemony in relation to the co-option of SEA literature and sustainability in the Brazilian context by the logic of development for economic growth in emerging economies. The methodological approach adopts a post-structural perspective that reflects Laclau and Mouffe’s discourse theory. The study employs a hermeneutical, rhetorical approach to understand and classify 352 Brazilian research articles on SEA. We employ Brown and Fraser’s (2006) categorizations of SEA literature to help in our analysis: the business case, the stakeholder–accountability approach, and the critical case. We argue that the business case is prominent in Brazilian studies. Second-stage analysis suggests that the major themes under discussion include measurement, consulting, and descriptive approach. We argue that these themes illustrate the degree of influence of the hegemonic politics relevant to emerging economics, as these themes predominantly concern economic growth and a capitalist context. This paper discusses trends and practices in the Brazilian literature on SEA and argues that the focus means that SEA avoids critical debates of the role of capitalist logics in an emerging economy concerning sustainability. We urge the Brazilian academy to understand the implications of its reifying agenda and engage, counter-hegemonically, in a social and political agenda beyond the hegemonic support of a particular set of capitalist interests.

Details

Advances in Environmental Accounting & Management: Social and Environmental Accounting in Brazil
Type: Book
ISBN: 978-1-78635-376-4

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Article
Publication date: 2 December 2021

Fabiana Queiroga, Gabriel Carvalho Franco, Felipe Valentini and Érika G.S.A. Andrade

Effort by managers and academics have been applied to understand elements that improving organizational performance and results. This study aims to analyze the relationship among…

484

Abstract

Purpose

Effort by managers and academics have been applied to understand elements that improving organizational performance and results. This study aims to analyze the relationship among job performance, job crafting, work complexity and learning support. The authors conducted a cross-sectional survey in a study with a regression hierarchical (i.e. multilevel) design.

Design/methodology/approach

Sample included 530 respondents of both sexes with ages ranging from 17 to 68 (M = 33.9; SD = 9.75). Participants were employees from 53 public and private organizations located in the Southeast of Brazil. They answered the scales: General Self-Assessment Scale of Job Performance, Job Crafting Behaviors, Learning Support and Subjective Task Complexity.

Findings

The results indicated that variance in job performance due to the differences among the organizations and learning support can explain 22% of variance at this level. Job crafting explained 22% of the job performance variance at level 1 (worker). It is concluded that the development of actions concerning job crafting and the relationship with the work context predict performance at work. Thus, the authors highlight the importance of maintaining individual-focused management practices, meaning that focusing on workers development promotes good results at the organization.

Originality/value

Results revealed practical implications through individual performance considered in a multilevel perspective both in Levels 1 and 2, which is not the most common for this variable. They could be especially important in scenarios that will demand adaptability and work modification, as the actual ones were observed in the contemporary world of work.

Details

International Journal of Organizational Analysis, vol. 31 no. 5
Type: Research Article
ISSN: 1934-8835

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Article
Publication date: 18 July 2024

Marcelo Macedo Guimaraes, Dércio Bernardes-de-Souza, Maria Clarice Alves da Costa, Diego Cristóvão Alves de Souza Paes, Mariluce Paes de Souza and Fabiana Rodrigues Riva

The aim of this paper was to analyze the role of the Cooperative of Farmers and Fishermen of the Lago do Cuniã Extractive Reserve (COOPCUNIÃ) in the inclusion of residents in the…

36

Abstract

Purpose

The aim of this paper was to analyze the role of the Cooperative of Farmers and Fishermen of the Lago do Cuniã Extractive Reserve (COOPCUNIÃ) in the inclusion of residents in the caiman meat value chain in Porto Velho, Brazil.

Design/methodology/approach

A total of six interviews were conducted with key actors to investigate the research problem in the Lago do Cuniã EXRES, namely the president and project advisor of the cooperative, two extractivist members of the cooperative and two non-member residents. The key actors were selected based on the following criteria: being over 18 years old, residing within the reserve and having participated in some stage of the caiman meat value chain.

Findings

The results demonstrate that the cooperative contributes to the inclusion of extractivist residents in the value chain, income generation and poverty reduction, enabling the production and marketing of caiman meat. Additionally, it overcomes challenges and improves the quality of life of the local population.

Practical implications

This study emphasizes the social and economic benefits for isolated regions with low productive development. For public policymakers, the results demonstrate that inclusion has enabled access to technology and markets. For the cooperative, it showcases actions oriented towards development, social inclusion and quality of life.

Originality/value

The originality of the article lies in the analysis of the role of a value chain within an environmental protection area in the Amazon, balancing economic, social and environmental factors.

Propósito

O objetivo foi analisar o papel da Cooperativa dos Agricultores e Pescadores da Reserva Extrativista Lago do Cuniã (COOPCUNIÃ) na inclusão dos moradores na cadeia de valor da carne de jacaré em Porto Velho, Brasil.

Desenho/metodologia/abordagem

Foram realizadas 06 (seis) entrevistas com atores-chave para investigar o problema de pesquisa na RESEX Lago do Cuniã, a saber: o presidente e o assessor de projetos da cooperativa, dois extrativistas cooperados e dois moradores não cooperados. Os atores-chave foram selecionados com base nos seguintes critérios: ser maior de 18 anos, residir na reserva e ter participado de alguma etapa da cadeia de valor da carne de jacaré.

Descobertas

Os resultados demonstram que a cooperativa contribui para a inclusão dos extrativistas na cadeia de valor, com a geração de renda e redução da pobreza, viabilizando a produção e comercialização da carne de jacaré. Além disso, supera desafios e melhora a qualidade de vida da população local.

Implicações práticas

Este estudo enfatiza os benefícios sociais e econômicos para regiões isoladas e com baixo desenvolvimento produtivo. Para os formuladores de políticas públicas, os resultados demonstram que a inclusão possibilitou o acesso à tecnologia e aos mercados. Para a cooperativa, mostra ações voltadas para o desenvolvimento, inclusão social e qualidade de vida.

Originalidade/valor

A originalidade do artigo está na análise do papel de uma cadeia de valor dentro de uma área de proteção ambiental na Amazônia, equilibrando fatores econômicos, sociais e ambientais.

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Article
Publication date: 7 October 2021

Valentina Della Corte, Massimo Aria, Giovanna Del Gaudio, Jay Brian Barney, Cihan Cobanoglu and Fabiana Sepe

This study aims to focus on inter-firm collaboration, exploring the main capabilities that can make a business more or less open to collaboration; it also considers the role of…

650

Abstract

Purpose

This study aims to focus on inter-firm collaboration, exploring the main capabilities that can make a business more or less open to collaboration; it also considers the role of both firm-specific and relationship-specific capabilities. The paper proposes a model that can be used to study how the combination of the two categories of capabilities determines a firm’s approach to collaboration.

Design/methodology/approach

Through a survey of high-end hotels in tourist destinations in Italy and the USA, this paper tests variable connected with firm-specific and relationship-specific aspects, using confirmatory factor analysis.

Findings

Firms with greater capabilities are less open to cooperation; weaker firms with fewer resources appear to be more inclined to cooperate, probably to gain access to resources and competencies they do not possess.

Research limitations/implications

From a scientific perspective, this paper suggests an analysis based on both individual and relational capabilities when deciding whether to collaborate, while most studies based on a relational view just consider relational capabilities. The study could be enlarged to other countries and contexts.

Practical implications

From a practical perspective, it indicates the importance of accounting for different and sometimes diverging aspects when deciding to cooperate.

Social implications

In terms of social implications, it shows that, apart from the relational capabilities they have, potential partners can decide not to collaborate.

Originality/value

The paper suggests a method of analyzing both individual and relational capabilities when deciding whether to engage in a collaboration. It shows that firms’ behavior does not necessarily depend on the firm’s relational capabilities.

Details

International Journal of Contemporary Hospitality Management, vol. 33 no. 12
Type: Research Article
ISSN: 0959-6119

Keywords

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