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There is evidence that the greater the seller's level of locomotion, the greater the sales performance. In this paper, we proposed that the high level of behavior-based control system undermines this positive relationship, due to the large amount of follow-ups of sellers' actions, inhibiting them. Furthermore, we proposed that this moderated relationship becomes negative (worse) when there is high level of experience. This three-way moderation effect is explained by the organizational conflict from the control to the salespeople, which is consistent with literature on organizational socialization. We did a survey with salespeople working on retail stores. The results demonstrated that the seller's level of locomotion is a predictor of sales performance, but that the high level of behavior-based control system reduces it. In addition, when there is a high experience, this relationship worsens, reducing the performance. [ABSTRACT FROM AUTHOR]

This paper aims to investigate the effects of the industry environment on firm's performance, by using a non-linear regression model. The samples used range from 178 (2005) to 252 (2012) publicly traded Brazilian firms, active in the period from 2005 to 2012. The analysis, which uses the variance decomposition method, allows one to identify a tendency for the influence of rivalry to increase a firm's performance. The quadratic relationship identified here points to an equilibrium point of the industry environment effect that, if exceeded, may cause a reverse effect on profitability. These results are in line with the view that as rivalry increases, as measured in terms of rivals' performance, so the possibility of obtaining a better sales performance also increases, until the point where the level of rivalry intensity becomes a barrier to increasing sales any further. [ABSTRACT FROM AUTHOR]

The paper goal is to identify the predictors of the sales team that determine business performance and cross-selling in the relationship marketing. In the theoretical model, we suggested hypotheses that are associated with sales performance and cross-selling. In terms of results, cross-selling and sales training had significant association with business performance in the B2B channel. The boss pressure also had significant relation. The leadership pressure means that there is much pressure and demand for better results. However, this high pressure decreases cross-selling performance. The results supported this assumption. Also, understanding the consumer's need affected cross-selling. Finally, directing sales, which had a negative relationship with performance in the retail segment B2B, was positive in the pharmaceutical segment, B2C. [ABSTRACT FROM AUTHOR]

This paper assesses how legitimacy conditions the market value of companies listed on the BM&F Bovespa. We specifically analyze how joining the Novo Mercado moderates the effect of legitimacy on company value. For such, 348 organizations were investigated between 2002 and 2007, which generated a total of 1357 observations. Adherence to the Novo Mercado, the prestige of board members and company reputation significantly affect market value. When the organizations are divided in accordance with the level of governance, cultural-cognitive origins and legitimacy standards are seen to significantly affect market value in groups with a lower degree of governance, whereas among Novo Mercado companies, the influence was not as significant. In face of these results, legitimacy is shown to be an important factor in explaining variability in the performance of publicly traded companies and the presence in differentiated listings of governance conditioned the influence of other origins of legitimacy in market value. [ABSTRACT FROM AUTHOR]

This paper analyses country effects on firm performance. Empirical analysis was based on a sample of 83,641 observations and 10,927 firms in 37 countries and 224 industries, in a 10 year time span. A cross-classified 3-level hierarchical linear model allowed the estimation of country, industry and country-industry interaction effects, which had approximately the same relative importance. Altogether, these effects were nearly as important as firm effect. The influence of each specific country on the performance of its firms was also studied and a ranking of countries based on firm profitability was developed. [ABSTRACT FROM AUTHOR]