Mapeando os valores subjetivos dos gerentes de relacionamento em negociações bancárias

No contexto de um mercado tão competitivo, ter equipes bem preparadas e alocadas adequadamente é fundamental para a sobrevivência das empresas. O presente estudo objetiva identificar o reflexo na satisfação dos clientes e nos resultados das empresas, a partir do conhecimento das pessoas que trabalham na linha de frente dessas empresas, aqueles profissionais que exercem um papel importante de negociação, identificando o que eles valorizam subjetivamente em uma negociação. Por meio da ferramenta SVI (Subjective Value Inventory), desenvolvida por Curhan et al (2006), a partir das dimensões de autoimagem independente e interdependente, busca-se identificar os valores subjetivos dos negociadores de um banco de varejo brasileiro, responsáveis por parte significativa das negociações e dos resultados da empresa, relativamente aos sentimentos sobre si mesmos (Self), aos resultados instrumentais, e ao processo e relacionamento (Rapport), utilizando a confiança interpessoal como moderadora nessa relação. Após identificados os valores subjetivos desses negociadores em negociação, relacionar os resultados encontrados com a satisfação dos clientes. Para isso, foi realizada uma pesquisa quantitativa, com a aplicação de um questionário fechado e estruturado a 532 negociadores desse banco que atuam nos estados de Santa Catarina, Rio de Janeiro e Maranhão, responsáveis pelo relacionamento, prospecção e realização de negócios com os clientes da instituição, nos segmentos pessoa física, micro e pequenas empresas e governo. Os dados foram analisados a partir de técnicas estatísticas, utilizando-se o método dos Mínimos Quadrados Parciais. Observou-se que mais de 40% da satisfação de cliente é explicada pelos valores subjetivos dos negociadores. O estudo apontou como resultados, dentre outros, que os gerentes de negócios com autoimagem independente valorizam o Self e os resultados instrumentais em uma negociação, e que a confiança interpessoal cognitiva modera negativamente essa relação. Ainda, que aqueles gerentes de negócios com autoimagem interdependente, valorizam o Rapport em uma negociação e que essa valorização está positivamente relacionada com a satisfação dos clientes.

The risk of falling into the acceleration trap during a privatization process: a case study of a European telecommunication company

A privatização de uma empresa é uma mudança empresarial disruptiva que geralmente coincide com o fim de uma posição de monopólio e da subsequente entrada num ambiente competitivo. Os desafios que a privatização coloca são tão árduos que eles levam muitas vezes a liderança (leadership) para executar planos ambiciosos de mudança empresarial. No entanto, a literatura mostra que muitos deles falharam. Na verdade, esses planos preveem mudanças bruscas e importantes que tendem a empurrar a empresa privatizada na armadilha de aceleração (acceleration trap). Um tipo de “burnout organizacional” (organizational burnout) onde a exaustão e a resignação da força de trabalho afetam drasticamente o desempenho da empresa. A tese, portanto, focalizou em estudar a ligação entre um processo de privatização e o risco de cair na armadilha de aceleração. Uma investigação preliminar sobre a literatura das mudanças empresariais permitiu a concepção de um quadro preliminar teórico que sugere a existência de dois moderadores (moderators) deste relacionamento entre um processo de privatização e a armadilha de aceleração: um “choque cultural” (cultural clash) e um “fraco clima de liderança transformacional” (weak transformational leadership). Em seguida, um estudo de caso - baseado numa empresa de telecomunicações europeia e conduzido através de uma abordagem metodológico não puramente indutivo (non-purely inductive approach) - confirma, mas também aprofunda a compreensão da ação desses dois moderadores. A respeito do moderador “choque cultural” (cultural clash moderator), a análise de dados do estudo de caso da empresa de telecomunicações europeia mostra a importância exercitado tanto por um “choque de identidade corporativa” (corporate identity conflict) como por um “conflito de identidade gerencial” (management identity conflict). Quanto ao moderador “fraco liderança transformacional”, a análise dos dados destaca o papel da “falta de confiança na nova gerência” (lack of trust in the new management), mas também de “sentido do trabalho” (lack of job sense), principalmente através da perda de “orgulho no trabalho” (loss of proudness). Finalmente, a análise dos dados salienta que a “não aceitação do novo sistema de incentivos” (non-acceptance of the new incentive system) afeta significativamente a relação entre a privatização e a armadilha de aceleração, contribuindo tanto para um “choque cultural” como para um “fraco clima de liderança transformacional”.

Os efeitos das reclamações online na lealdade dos consumidores: um estudo experimental

In an environment of constant change, technological developments, market competition and more informed consumers, the search for a lasting relationship through the conquest of loyalty has become the objective of companies. However, several authors suggest that this loyalty can be affected by negative comments available on the internet. Therefore, this dissertation has as objective to examine if the complaints are available on the internet impact the loyalty to a brand of mobile phone. The research used as the basis the Expanded NCSB model suggest by Johnson et al. (2001), studying five prominent drives of loyalty: image/brand reputation, affective commitment, calculative commitment, perceived value and trust, beyond the satisfaction construct as moderator variable. The research method adopted was the experimental design which included 285 undergraduate students, with the trial which included 285 undergraduate students, with the field study of the mobile industry, specifically, the brands of cell phones. The research approach was quantitative and methods were descriptive statistics, factor analysis, cluster analysis, linear regression and non-parametric test of Wilcoxon for data analysis. Of the 16 hypothesis stemmed from the research model proposed, 12 were confirmed. The results showed that the complaint available on the internet, here represented by the available on the site Reclame Aqui, may impact consumer perceptions about brand loyalty, as well as its antecedents, being that these complaints can affect all the consumers, regardless of historical satisfaction with the brand. It also noted the positive relationship between the independent variables trust, image/brand reputation, perceived value, affective commitment and calculative commitment and the dependent variable - loyalty, even when considering the data obtained after exposure to the complaint. However, no unanimous conclusion that the relationship between these variables was strongest in the group with satisfactory experience. At the first moment of the research, the trust was the most important variable for the formation of loyalty. However, after exposure to treatment, the image/brand reputation, was more relevant. Contributions of the study, limitations and recommendations for future researches are approached in the present investigation

Dimensional correlates of poor insight in obsessive-compulsive disorder

Background: Cross-sectional studies have associated poor insight in patients with obsessive-compulsive disorder (OCD) with increased OCD symptom severity, earlier age of onset, comorbid depression, and treatment response. The goal of this current study was to examine the relationship between dimensions of OCD symptomatology and insight in a large clinical cohort of Brazilian patients with OCD. We hypothesized that poor insight would be associated with total symptom severity as well as with hoarding symptoms severity, specifically. Methods: 824 outpatients underwent a detailed clinical assessment for OCD, including the Yale-Brown Obsessive-Compulsive Scale (Y-BOCS), the Dimensional Yale-Brown Obsessive-Compulsive Scale (DY-BOCS), the Brown Assessment of Beliefs Scale (BABS), a socio-demographic questionnaire, and the Structured Clinical Interview for axis I DSM-IV disorders (SCID-P). Tobit regression models were used to examine the association between level of insight and clinical variables of interest. Results: Increased severity of current and worst-ever hoarding symptoms and higher rate of unemployment were associated with poor insight in OCD after controlling for current OCD severity, age and gender. Poor insight was also correlated with increased severity of current OCD symptoms. Conclusion: Hoarding and overall OCD severity were significantly but weakly associated with level of insight in OCD patients. Further studies should examine insight as a moderator and mediator of treatment response in OCD in both behavioral therapy and pharmacological trials. Behavioral techniques aimed at enhancing insight may be potentially beneficial in OCD, especially among patients with hoarding. © 2011.

Systematic review of the effects of fatigue on spatiotemporal gait parameters

PURPOSE: This systematic review aimed to assess changes on spatiotemporal gait parameters due to fatigue. MATERIAL AND METHOD: A search was carried out in literature published from 1950 to December 2010 and retrieved 771 articles using terms referring to walking and fatigue in the title, abstract or keywords. Two researchers assessed the selection and quality of each article independently. RESULTS: Seven studies were selected for this systematic review, two of which reported on the same data set. Several spatiotemporal parameters were reported to change with fatigue, but the few variables studied in multiple studies, gait speed and stride or step length and stride time, were affected only in single studies. Fatigue appears to modulate spatiotemporal gait parameters, but the effects of fatigue appear to be dependent on the muscles that were fatigued, and age that appears to be a moderator of the effects of fatigue on gait. © 2013 - IOS Press and the authors. All rights reserved.

Elaboração e aplicação de questionário sobre saúde bucal, validado pela teoria de resposta ao item

Coordenação de Aperfeiçoamento de Pessoal de Nível Superior (CAPES)

Atlas escolar de Sumaré (SP): os saberes produzidos nas práticas pedagógicas cotidianas de uma professora do 4º ano do ensino fundamental

Pós-graduação em Geografia - IGCE

Gradiente latitudinal de riqueza de espécies e regra de Rapoport: uma meta análise

Coordenação de Aperfeiçoamento de Pessoal de Nível Superior (CAPES)

Positron scattering from methane

We report on measurements of total cross sections for positron scattering from the fundamental organic molecule methane (CH(4)). The energy range of these measurements was 0.1-50 eV, whereas the energy resolution was similar to 100 meV when our Ni moderator was used and similar to 260 meV when the W moderator was employed. To assist us in interpreting these data, Schwinger multichannel calculations were performed at both static and static plus polarization levels of approximation for elastic positron scattering from 0.001 to 10 eV. These calculations are found to be in quite good qualitative agreement with our measured data, and they clearly educe the crucial role played by the target polarization in the low energy positron-CH(4) scattering dynamics.

COMMUNITY OF ORIGIN EFFECTS ON VIRTUAL BRAND COMMUNITIES PARTICIPANT

The question about the effectiveness of companies in maintaining their own communities versus benefiting from the ones owned by consumers remains open. We examine differences between firm-managed and customer-managed brand communities regarding the impact of perceived psychographic homogeneity, availability of virtual avenues and relationship with the brand on the community's influence on members and the assessments and intentions of community participants. Data were obtained from 555 respondents in two leading Microsoft XBOX brand communities in Brazil. Results indicate that management of the community of origin is the moderator of all considered relationships. Also, the most favorable effects for the company occur in the community that is not directly controlled and managed by the company itself. Brand loyalty, however, is higher for members of the official brand community. Guidelines on how companies can benefit from consumer-managed communities are discussed.

Measurement of the muon-induced neutron flux at LNGS with the LVD experiment

In this thesis we describe in detail the Monte Carlo simulation (LVDG4) built to interpret the experimental data collected by LVD and to measure the muon-induced neutron yield in iron and liquid scintillator. A full Monte Carlo simulation, based on the Geant4 (v 9.3) toolkit, has been developed and validation tests have been performed. We used the LVDG4 to determine the active vetoing and the shielding power of LVD. The idea was to evaluate the feasibility to host a dark matter detector in the most internal part, called Core Facility (LVD-CF). The first conclusion is that LVD is a good moderator, but the iron supporting structure produce a great number of neutrons near the core. The second conclusions is that if LVD is used as an active veto for muons, the neutron flux in the LVD-CF is reduced by a factor 50, of the same order of magnitude of the neutron flux in the deepest laboratory of the world, Sudbury. Finally, the muon-induced neutron yield has been measured. In liquid scintillator we found $(3.2 \pm 0.2) \times 10^{-4}$ n/g/cm$^2$, in agreement with previous measurements performed at different depths and with the general trend predicted by theoretical calculations and Monte Carlo simulations. Moreover we present the first measurement, in our knowledge, of the neutron yield in iron: $(1.9 \pm 0.1) \times 10^{-3}$ n/g/cm$^2$. That measurement provides an important check for the MC of neutron production in heavy materials that are often used as shield in low background experiments.

The relationship between eating behavior and psychological distress among overweight and obese people: is there a role for mindfulness?

This research based on 3 indipendent studies, sought to explore the nature of the relationship between overweight/obesity, eating behaviors and psychological distress; the construct of Mindful eating trough the validation of the Italian adaptation of the Mindful Eating Questionnaire (MEQ); the role of mindfulnessand mindful eating as respectively potential mediator and moderator between overeating behavior (binge eating and emotional overeating) and negative outcomes (psychological distress, body dissatisfaction). All the samples were divided in normal weight, overweight and obese according to BMI categories. STUDY1: In a sample of 691 subjects (69.6% female, mean aged 39.26 years) was found that BMI was not associated with psychological distress, whereas binge eating increases the psychopathological level. BMI and male gender represent negative predictors of psychological distress, but certain types of overeating (i.e., NES/grazing, overeating during or out of meals, and guilt/restraint) result as positive predictors.. STUDY 2 : A sample of 1067 subjects (61.4% female, mean aged 34 years) was analized. The Italian MEQ resulted in a 26-item 4-factor model measuring Disinhibition, Awareness, Distraction, and Emotional response. Internal consistency and test-retest reliability were acceptable MEQ correlated positively with mindfulness (FMI) and it was associated with sociodemographic variables, BMI, meditation. type of exercise and diet. STUDY 3, based on a sample of 502 subjects (68.8% female, mean aged 39.42 years) showed that MEQ and FMI negatively correlated with BES, EOQ, SCL-90-R, and BIAQ. Obese people showed lower level of mindful eating and higher levels of binge eating, emotional overeating, and body dissatisfaction, compared to the other groups Mindfulness resulted to partially mediates the relationship between a) binge eating and psychological distress, b) emotional overeating and psychological distress, c) binge eating and mental well-being, d) emotional overeating and menal well-being. Mindful eating was a moderator only in the relationship between emotional overeating and body dissatisfaction.

Beeinflusst Stereotype Threat die Leseleistung von Jungen?

Ein durchgängiger Befund internationaler Schulleistungsvergleichsstudien bezieht sich auf die niedrigere Lesekompetenz von Jungen im Vergleich zu Mädchen (OECD, 2010). Ziel der vorliegenden Arbeit war, zu prüfen, welchen Einfluss negative Stereotype – im Sinne der Stereotype Threat-Theorie (Steele & Aronson, 1995) – auf die Leseleistung von Jungen haben. Basierend auf Befunden aus der Lese- und Stereotype Threat-Forschung wurde ein Mediator-Moderator-Modell des Stereotype Threat-Effekts (vgl. Schmader, Johns & Forbes, 2008) auf die Leseleistung von Jungen abgeleitet und überprüft. Um diese Fragestellungen zu beantworten, wurden zwei quasiexperimentelle Untersuchungen mit Schülern achter und neunter Klassen durchgeführt. An der ersten Untersuchung nahmen insgesamt 167 Schüler (n = 69 Jungen, n = 98 Mädchen) zweier Gymnasien in privater Trägerschaft teil. Um die Fragestellungen an einer weniger selektiven Stichprobe untersuchen zu können, erfolgte eine zweite Untersuchung mit Schülern (N = 441) öffentlicher Schulen und verschiedener Schulformen, wobei der Fokus ausschließlich auf den männlichen Schülern (n = 188 Jungen; n = 122 Gymnasiasten, n = 66 Realschüler plus) lag. Für beide Experimente kann zusammenfassend festgehalten werden, dass sich, entgegen der Erwartungen, kein leistungsmindernder Stereotype Threat-Effekt auf die Leseleistung von Jungen zeigte. Ferner konnten keine signifikante Mediatoren und Moderatoren eines leistungsmindernden Stereotype Threat-Effekts auf die Leseleistung von Jungen identifiziert werden. Ziel zukünftiger Forschung muss sein, den Einfluss negativer Stereotype auf die Leistungen männlicher Probanden im Sinne von Mitgliedern dominanter Gruppen zu untersuchen. Besonderes Augenmerk sollte auf die stereotypisierte Fähigkeitsdomäne gelegt werden. Weiterhin ist wichtig, der Frage nach zugrunde liegenden Prozessen und Voraussetzungen für das Erleben von Stereotype Threat nachzugehen. Studien weisen darauf hin, dass unterschiedlich stigmatisierte Gruppen unterschiedlich auf Stereotype Threat reagieren. Daher sollte der Fokus zukünftiger Forschung darauf liegen, die Prozesse und Voraussetzungen näher zu untersuchen, die für Mitglieder sonst positiv stereotypisierter Gruppen in solchen Situationen zum Tragen kommen.

Modelling and analysis of networked control strategies in smart power distribution grids: development of co-simulation tools

This thesis is focused on Smart Grid applications in medium voltage distribution networks. For the development of new applications it appears useful the availability of simulation tools able to model dynamic behavior of both the power system and the communication network. Such a co-simulation environment would allow the assessment of the feasibility of using a given network technology to support communication-based Smart Grid control schemes on an existing segment of the electrical grid and to determine the range of control schemes that different communications technologies can support. For this reason, is presented a co-simulation platform that has been built by linking the Electromagnetic Transients Program Simulator (EMTP v3.0) with a Telecommunication Network Simulator (OPNET-Riverbed v18.0). The simulator is used to design and analyze a coordinate use of Distributed Energy Resources (DERs) for the voltage/var control (VVC) in distribution network. This thesis is focused control structure based on the use of phase measurement units (PMUs). In order to limit the required reinforcements of the communication infrastructures currently adopted by Distribution Network Operators (DNOs), the study is focused on leader-less MAS schemes that do not assign special coordinating rules to specific agents. Leader-less MAS are expected to produce more uniform communication traffic than centralized approaches that include a moderator agent. Moreover, leader-less MAS are expected to be less affected by limitations and constraint of some communication links. The developed co-simulator has allowed the definition of specific countermeasures against the limitations of the communication network, with particular reference to the latency and loss and information, for both the case of wired and wireless communication networks. Moreover, the co-simulation platform has bee also coupled with a mobility simulator in order to study specific countermeasures against the negative effects on the medium voltage/current distribution network caused by the concurrent connection of electric vehicles.

Testing the allegiance bias hypothesis: a meta-analysis

This meta-analysis investigated whether the association between researcher allegiance (RA) and the relative effect of two psychotherapies can be explained through the methodological weaknesses of the treatment comparisons. Seventy-nine comparisons of psychotherapies for depression or posttraumatic stress disorder (PTSD) were included. Methodological quality (MQ) was investigated as both a moderator and a mediator of the RA-outcome association. MQ included balanced nonspecific factors, balanced specific factors, conceptual quality, patients-per-therapist ratio, randomization to conditions and outcome assessment. The RA-outcome association was stronger when the MQ was low, suggesting a buffering effect of MQ. In addition, differences in the conceptual quality of treatments mediated the effect of RA on outcome. The results support the view that RA acts as a bias in treatment comparisons.