Revista de Administração da UFSM

Journal Information
ISSN / EISSN : 1983-4659 / 1983-4659
Published by: Universidad Federal de Santa Maria (10.5902)
Total articles ≅ 775
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Latest articles in this journal

Felipe Liberato Souza,
Revista de Administração da UFSM, Volume 14, pp 674-692;

Purpose: meritocracy and incentives for innovation are instruments in the search for efficiency and increased productivity. The objective of this work is to demonstrate the correlation between meritocracy and productivity gains that a franchise network presented in a year of economic crisis in Brazil. Design/methodology/approach: the method of qualitative and quantitative approach of this research used experimentation, based on interviews, observation and data analysis. Two groups of companies, which totalized 92 companies and 746 professionals participated of the research. Findings: management based on recognition and reward for employees of a group of companies has shown an increase in productivity of up to 25% in a year of economic recession. In the same period, another group of companies in the same business, but without a meritocracy-based compensation system, achieved a 9% drop. Research limitations/implications: this work suffered from limitations as to the influence of the local economy of each franchise on the results, impacting the comparisons of the groups that participated in the experimental research. Practical implications: logistics companies can use this work to define a meritocratic model that encourages employees to seek innovation in processes and contribute to better operational performance. Social implications: logistics has a strong impact on the competitiveness of companies, from industry to commerce. This work offers visibility of the influence of productivity in logistics companies in the supply chain. Originality/value: this work contributes to the analysis of the influence of meritocracy in people management, especially in times of economic crisis.
Antônio Vinícius Silva Caldas, Antônio Francisco De Almeida Da Silva Júnior
Revista de Administração da UFSM, Volume 14, pp 693-715;

Purpose - This work aims to analyze the assertiveness of net present value (NPV) and real options theory (ROT), at the moment of decision making for investments in renewable energy projects, considering the 244 winning projects in the auctions of reserve energy that occurred between 2011 and 2015.Design/methodology/approach –This is a quantitative study that used real data from 150 wind power and 94 photovoltaic projects available on ANEEL´s website. For data analysis, the confusion matrix, the area under the ROC Curve and the Kappa Index were used.Findings – It was concluded that NPV is more effective for recommendations to invest in projects with chances to be successful, while ROT is more accurate in suggesting against investing in projects with propensity for failure. It was also found that the degree of agreement between the two techniques is substantial and determined by the level of volatility of real options.Research limitations/implications – The limitations of this study refer to the difficulties of identifying the reasons that motivated failures in the projects.Originality/value – Theoretically, this work contributes to identify the characteristics that effectively differentiate ROT from NPV at the time of decision making. Empirically, this work contributes to doing an ex-post analysis of the projects.
Luis Adriano Rodrigues, Marta Olivia Rovedder de Oliveira
Revista de Administração da UFSM, Volume 14, pp 502-520;

Purpose - This study aims to identify factors, such as materialism and brand equity, that can influence impulsive buying behavior associated with the use of a credit card.Design/methodology/approach - We adopted the survey method, collecting 384 structured face-to-face questionnaires, focusing on the footwear industry. We collected the data in the state of Rio Grande do Sul - Brazil, covering the seven mesoregions of the state. Confirmatory factor analysis, descriptive statistics, ANOVA, T test and Structural Equation Modeling (SEM) were used to analyze the data.Findings – In this study, we find that brand equity does not impact impulsive buying behavior, but the credit card positively impacts impulsive buying behavior.Research limitations/implications – The research was executed just in one province, so future research could be developed in other’s places and culturesPractical Implications – This study can help scholars and managers of footwear industry understand impulsive buying behavior of its consumers.Original value – This study shows the relationship between credit card use, materialism and impulsive buying behavior constructs.
Deonir De Toni, Andressa Tormen, Gabriel Sperandio Milan, Luciene Eberle, Fernanda Lazzari
Revista de Administração da UFSM, Volume 14, pp 632-654;

Purpose: this study aims to examine the impacts of price levels, high level vs. low level, associated to a known brand vs. an unknown brand over fairness perception, symbolism quality and purchase intention.Design/methodology/approach: one pre-experiment is conducted with a 2 (high price level vs. low price level) x 2 (known brand vs. unknown brand) between-subjects design and a sample of 152 jeans customers.Finding: the results indicate that different price levels with brand knowledge or without brand knowledge impact differently over customer behavior, mainly when it comes to quality, fairness, perceived value, symbolic value and purchase intention of the investigated product and that that the relation between symbolic value and purchase intention is totally mediated by the perceived fairness.Practical Implication: by understanding how customers integrate, relate and infer quality, fairness and symbolic aspects to products through their perceptions concerning price levels and brand knowledge levels, it is possible to supply marketing professionals with information that lead to better-informed choices about pricing policy and branding in their companies.Originality/value: among these research contributions, we emphasize the proposition of eleven research hypotheses that aim to better understand customer behavior from the manipulation of two variables: product price level and brand knowledge level and its impact on perceived quality, fairness, symbolism and purchase intention.
Leonardo Fabris Lugoboni, Hamilton Luiz Correa, Juliano Augusto Orsi Araujo, Joice Chiareto
Revista de Administração da UFSM, Volume 14, pp 655-673;

Purpose – This research aims to recognize the performance indicators relating to the management of species reported in the literature.Design/methodology/approach – It is an exploratory and descriptive research. It assumes the qualitative characteristics. We presented a theoretical proposal of indicators and sufficient dimensions to manage an IES. The board was selected by convenience. The expert group was composed of people who have expertise in managing performance. Findings – We found indicators that were added according to the suggestion of the respondents, resulting in 65 indicators, divided into 9 dimensions. The model contemplates the dimensions: Economic; Internationalization and research; Student/Client; Market; Academia; Operational; Human Resources; Society/extension and Sustainability.Research limitations/implications – As limitations of the research, there is the possibility of some work on indicators that have not been identified at this stage of research, and also the choice of specialists.Practical implications – This study presents the determinants of business performance. The indicators that should be used for each type of organization are of utmost importance and were highlighted as one of the challenges of future research in the management of organizational performance.Social implications – In the Brazilian literature, 75% of the surveys do not address performance management holistically, thus reinforcing this study's importance and originality.Originality/value – Previous literature were identified 57 performance indicators, distributed in six 6 dimensions based on the concepts of multidimensionality. The work found indicators were added according to the suggestion of the interviewees, resulting in 65 indicators divided into 9 dimensions.
Revista de Administração da UFSM, Volume 14, pp 568-591;

Purpose – The research analyzed the determinants (Performance Expectation, Expectation of Effort, Social Influence, Facilitating Conditions, Hedonic Motivation, Value and Habit) of the intention and the behavior of using online discount coupons, through UTAUT2 in the Brazilian context. Design/methodology/approach – The survey was adopted with an instrument adapted from Yang (2010) and Christino et al. (2019) validated by experts. Made available online, the instrument collected 309 responses for analysis using the structural equation modeling technique. Findings – The results validated the positive relationships for Facilitating Conditions, Hedonic Motivation, Perceived Value, Habit and Performance Expectation - the highest’s coefficients. The influence of Expectation on Effort and Social Influence has not been validated. Research limitations/implications – The results cannot be generalized to all Brazilian individuals, in addition to considering recognized determinants of international literature. For this reason, suggestions are made for continuing and deepening the research. Practical implications – The results contribute by indicating the main perceptions that lead to the intention and use of discount coupons, which are the performance expectation and the habit. Thus, managers can develop their sales strategies considering such factors while society can establish strategies to more sustainable purchases. Originality/value – The research discusses the determinants of UTAUT2 in the Brazilian context to explain the intention and behavior of using online discount coupons, which are grouped together are unprecedented in Brazilian literature.
Revista de Administração da UFSM, Volume 14, pp 545-567;

Purpose – The research aimed to propose and validate a Theoretical Model to understand how the relationship between customers (service users) and service providers might result in customer retention in the higher education context.Design/methodology/approach – The research was implemented through a survey applied to 301 students of a Higher Education Institution, and the data were analyzed through Structural Equation Modeling (SEM).Findings – The results indicate that value co-creation impacts customer satisfaction and value-in-use, customer satisfaction impacts switching costs and customer retention, and switching costs impact customer retention. However, value-in-use did not significantly impact customer retention, opposing to the expected results.Originality/value – There is no consensus on which constructs effectively are the antecedents of customer retention for the most diverse types of services. For this reason, this research aimed to validate a Theoretical Model that contemplates the constructs of value co-creation, value-in-use, customer satisfaction, and switching costs as antecedents of customer retention in the higher education context.
Revista de Administração da UFSM, Volume 14, pp 592-610;

Purpose – Urban mobility is one of the most relevant themes in discussions regarding quality of life in large urban centers worldwide. It is a challenge that local governments have been facing due to a significant growth in the urban population. The purpose of this study is to analyze the changes in public transport made by the local government in the city of Bogotá, ColombiaDesign/methodology/approach – It is an in-depth case study of a qualitative nature, based upon primary (interviews and observation) and secondary data. Data was collected in Brazil and Colômbia.Findings – The case signaled a significant change process by improving urban mobility through the implementation of successful public policies and strategies. The findings indicated that transforming a chaotic public transport system into a point of reference in this field is a notable effort.Practical implications – This study provides insights to public administrators that manage organizations that operate complex systems and pluralistic contextsOriginality/value – This paper contributes to the field by discussing a unique case study in which the administration of a large capital of a South American country promoted a substantial change in the urban mobility system, tackling obstacles and developing an efficient approach.
João Pedro Cordeiro, , , Duarte Xara Brasil
Revista de Administração da UFSM, Volume 14, pp 478-501;

Purpose – This study aims to analyse the role and importance of trader’s competencies in the context of municipal markets. It is proposed to define the ideal competences profile of traders (ICPT) in a municipal market – Livramento Market of Setubal, Portugal – attending to their key competencies, to assess the degree of similarity between the actual profile of the traders and the ICPT.Design/methodology/approach – A case study was carried out with a quantitative approach through the application of a survey to individuals of the various stakeholders’ groups (N = 36) related to the municipal markets.Findings – The ordering the relative importance of the competencies allowed to obtain the ICPT, highlighting the greater importance of more technical competencies in detrimental of soft competencies. Each of the competence’s profiles identified by the different groups were compared to the ICPT and high percentages of similarity were obtained (greater than 70%).Research implications – This study assists professional associations and managers in the design of local market management models with a focus on competencies, guiding their efforts towards the development of the most relevant competencies for professional practice.Originality/value – Its originality is based on the lack of research studies focused on the analysis of the competences of the players in the municipal markets. The analysis of the central role of a profession that is little valued, and little studied in the national context serves as an anchor for other studies on the competencies of these professionals.
Revista de Administração da UFSM, Volume 14, pp 521-544;

Purpose – The changes that occurred in the market, resulting from technological advancement, made companies pay attention to innovation in their processes, products or services, as a way to stand out. To enhance innovation in companies, focusing on leadership is an effective way. In this sense, the present study aimed to develop a model in order to list the priorities related to leadership and its interface with innovation, under the top management perspective of a telecommunications company.Design/methodology/approach – For the development of the model, the Fuzzy Analytic Hierarchy Process (Fuzzy-AHP) method was used to identify such factors and the best alternatives so that the investigated company can make consistent decisions. Thus, the criteria chosen by the Manager and Director were discovered, as well as the alternatives that they cherish, contributing to the development of innovation within the company.Findings – The results showed that the perception of the two interviewees was similar, however, it is emphasized that they should better choose how to apply innovation within the company.Originality/value – This study opens the way to highlight the importance of the theme of leadership and its interface with innovation for professionals in the management area, favoring decision making, in addition to contributing to the literature, deepening the debate on the theme of leadership and innovation, which is still incipient and needs development.
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