CEGE - Documentos de Conferências / Conference Objects
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- Subscription programs in omnichannel grocery retailing: implications for revenue and fulfilment operationsPublication . Sousa, R.; Rabinovich, E.; Lim, S.; Park, S.This paper investigates the implications for revenue and fulfillment operations of the introduction of online subscription programs to pay for home delivery in omnichannel grocery retailing. Based on data on consumer-level transactions in a retailer before and after the introduction of a subscription program, we find that subscribers increase their online product spending after joining the program. However, the online product sales contribution is offset by changes in consumers’ behaviors intended to extract economic benefits from joining the program, with negative impacts on fulfillment operations. We discuss the implications of these findings for the design of subscription programs and fulfillment operations.
- Improving freight quoting through business analytics: a case study of a logistics service providerPublication . Gonçalves, João N. C.; Correia, Miguel; Carvalho, M. SameiroIn the transportation sector, the process of estimating the profit margins to be applied to customer freight quotation requests is a problem of particular interest, which impacts strongly on customer relationship management. In practice, this process is typically conducted based on the subjective business experience of transport managers, posing challenges and delays in decision-making that can damage the customer relationship. This article explores a multivariate predictive analytics approach to support the process of estimating profit margins applied to customers for road freight transportation requests. Our approach consists of developing statistical learning models that make it possible to generalize historical relationships between a set of independent variables related to quotation requests and the respective profit margin applied and accepted by customers. The proposed approach is tested on empirical data from a portuguese logistics service provider. The results show that the proposed models have a good generalization capacity when tested on independent data under a rolling window evaluation mechanism. We discuss the managerial implications of the proposed approach and how it can serve as a decision support tool for applying profit margins to future requests for road freight transport quotation.
- A decision support system towards proactive management of academic successPublication . Gonçalves, João Nuno; Silva, Maria Conceição; Vilaça, MiguelThis study presents a decision support system (DSS) for the proactive management of academic success in the context of Universidade Católica Portuguesa (UCP), Portugal. The DSS takes advantage of descriptive and predictive business analytics techniques to extract knowledge from data that characterize the profile of students according to multiple dimensions. In particular, the system offers three main functionalities: (i) the benchmarking of information between the university’s campuses; (ii) the (descriptive) modeling of the academic success rate, including the formulation of a closed-form expression to measure success; and (iii) the (predictive) modeling of student dropouts. While the proposed DSS is designed for the reality of a single higher education institution, it could serve as a benchmark for researchers and academic staff from other higher education institutions interested in developing similar projects.
- Trust and relational capital in international alliances: an empirical evidence from Portuguese industryPublication . Silva, S. C.; Shahzad, K.; Figueira-de-Lemos, F.; Ali, T.International alliances (IAs) are popular yet complicated collaboration strategy as it involves cross-border partnership. Successfully managing such alliances has been remained debatable for long. Therefore, the purpose of this paper is to investigate the antecedents and determinants of trust and relational capital in the success of IAs. The analysis of survey data drawn from 232 Portuguese firms engaged in international business activities suggests that the performance of IAs is dependent on socially embedded mechanisms of mutual trust and relational capital that facilitate the cross-border collaboration. This means that trust and relational capital are accumulated after years of experience with partners and can be considered as assets. Moreover, we found that when shared values are aligned and embedded in social exchange approach and an increased reciprocity of information between partners exists, it leads to bridge distance and foster trust. While perception of the risk encapsulated in a particular relationship has a negative effect over trust, explaining that perceived relational risk is an important ingredient in the evaluation of the quality of a relationship. These findings have important theoretical and managerial implications in the context of cross-border alliances.
- The pricing of sustainable syndicated loansPublication . Alves, Paulo; Gonçalo, Jorge; Pinto, JoãoThis paper provides a comparative analysis of sustainable and conventional syndicated loan spreads and pricing. Using a cross-section of 24,962 syndicated loan tranches closed between 2018 and 2022 in OECD countries, we show that sustainable and conventional loans are differently priced, spreads of sustainable versus conventional loans do not differ significantly, and banks rely on contractual, macroeconomic, bank syndicate structure, and borrowers’ characteristics when pricing sustainable tranches. At the deal-level, our results do not support the hypothesis of sustainable debt financing as a mechanism for reducing firms’ funding costs. We also find that economies of scale, institutional, and information asymmetry arguments affect firms’ choice between sustainable and conventional syndicated deals.
- GenAI for sustainable development: an inductive analysis of international organizationsPublication . Faria, Beatriz Manuel; Trocin, CristinaGenerative AI (GenAI) presents significant potential to address sustainability challenges. By offering solutions for resource efficiency, strategic decision-making, and aligning practices with sustainable development goals (SDGs), GenAI enables organizations to harmonize environmental preservation, economic growth, and societal values. Despite its promise, achieving sustainability with GenAI requires a holistic approach that considers its life cycle, including design, training, validation, implementation, and use, to address energy consumption and resource efficiency challenges. Existing research provides limited insight into the processes and strategies organizations use to integrate GenAI effectively for sustainable development. We bridge the gap by conducting an exploratory case study examining the influence of GenAI on sustainable development within international organizations. The findings aim to enhance understanding of GenAI’s dual role in driving sustainability efforts and ensuring its own sustainable implementation, contributing to environmentally and socially responsible organizational practices.
- Does strategic focus on environmental sustainability favor servitization?Publication . Sousa, Rui; Soares-Silva, Danilo; Julião, JorgeIncreasingly, investors, consumers, employees, and policymakers are demanding sustainable practices from manufacturers. As a result, the focus on sustainability has become a crucial aspect of companies' strategic agendas. In recent years, environmental sustainability (ES) has emerged as a significant driver of servitization for two primary reasons. First, the recognition of the potential of servitization to reduce the negative environmental impact of products throughout their lifecycle. For instance, servitized business models that focus on delivering product functionality rather than ownership (through sharing, renting, and leasing arrangements with customers) are expected to reduce resource consumption, enhance efficiency in use, improve product longevity and durability, and facilitate the reuse of materials. Additionally, manufacturers can offer high-value advanced services aimed directly at improving energy efficiency and reducing product emissions, leveraging the wealth of data and knowledge from their installed product base. Second, the proliferation of new and increasingly demanding ES disclosure standards (such as the Scope 3 emissions disclosure and the Global Reporting Initiative) has intensified the pressure on manufacturing companies to report their negative or positive contributions to sustainable environmental development, not only from their own operations but also from activities across the broader supply chain (i.e., from the goods they purchase to the disposal of the products they sell). Thus, firms look at servitization as an important strategy to meet mounting environmental requirements. Despite the important role of ES in driving servitization, there remains a dearth of both theoretical insights and empirical evidence linking a firm’s focus on ES to the implementation of servitization strategies. This study theoretically articulates and empirically tests the relationship between a manufacturing firm’s focus on ES and servitization.
- Explaining turnover intention: the role of leadership in organizational contextsPublication . Sousa, B.; Gomes, A. R.; Morais, C.; Dias-Oliveira, E.; Araújo, P.; Simães, C.Introduction Leaders are important in organizational success because they influence workers’ attitudes and behaviors [1,2]. The Leadership Efficacy Model (LEM) is a recent theoretical proposal focusing on factors that increase leadership efficacy[3]. According to the LEM, three leadership factors can explain the efficacy of leadership. Methodology Participants: The study included 842 participants (451 females), employed and aged at least 18 years ( MAge = 42.2, SD = 11.0; Min = 18, Max = 67). Most participants worked in the private sector (91%) and organizations with more than 500 employees (55%). Measures: a) Leadership Cycles Congruence Index (LCCI) through the Leadership Cycles Questionnaire (LCQ; Gomes et al., 2022); b) Conclusions The results confirmed that congruence between the conceptual and practical cycles of leadership was associated with lower leadership cycles, leadership styles, and antecedent factors of leadership (Figure 1). This study explored the relationship between the congruence of leadership cycles and leadership efficacy (measured by turnover intention), analyzing whether leadership styles and antecedent factors of leadership moderate this relationship.
- Motivations for consumer-brand engagement and consumer-based brand equity on Facebook: how important is brand genderPublication . Carvalho, Leonor Vacas de; Azar, Salim; Machado, Joana CesarPurpose: In recent years, Facebook and other social media have become key players in branding activities. Yet, empirical research on consumer–brand interaction on Facebook is still needed, in particular research on consumer motivations for engaging with brands on social media. Understanding these motivations would provide brand managers a better understanding of their consumers. One of the aims of this research is to address this gap and provide additional insights to brand managers on how to adapt their approaches to increase consumers’ interaction with brands on Facebook. Moreover, we intend to understand how brand gender influences consumer motivations to engage with brands on social media. Design/methodology/approach: Specifically, we look into how brand masculinity and brand femininity - the two dimensions of brand gender influence consumer motivations for consuming and contributing to brand-related content brand on Facebook - which are generally regarded as two critical types of consumer engagement with brand pages. Another aim of this research is to investigate how the two types of consumer-brand engagement on Facebook (consuming and contributing) influence consumer-based brand equity. Ultimately, we aim to study if biological sex has an influence on the motivations for consumer brand engagement or on the relationship between consumer-brand engagement and consumer-based brand equity.
- Dealing with the storage location assignment problem with precedence constraintsPublication . Trindade, Maria A. M.; Moreira, Maria R. A.; Sousa, Paulo S. A.This paper proposes a zero-one quadratic assignment model for dealing with the storage location assignment problem when there are weight constraints. Our analysis shows that operations can be improved using our model. When comparing the strategy currently used in a real-life company with the designed model, we found that the new placement of products allowed a reduction of up to 22% on the picking distance. This saving is higher than that achieved with the creation of density zones, a procedure commonly used to deal with weight constraints, according to the literature.