Revista de Administração <p>Dissemination of research and ideas that add value to the work of scholars and practitioners of management.</p> Universidade de São Paulo. Faculdade de Economia, Administração e Contabilidade en-US Revista de Administração 0080-2107 Editorial Flavio Hourneaux Junior Maria Sylvia Macchione Saes ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 357 358 10.1016/j.rausp.2017.08.008 The foundation of the academic field in Business and Administration in Brazil: the case of RAUSP "The foundation of the academic field in Business and Administration in Brazil: The case of RAUSP": This work proposes an interpretation, based on a Social Constructionism approach, of the genesis of the Business Administration academic field in Brazil, departing from the analysis of the first journals in this area: RAUSP – Revista de Administração and RAE – Revista de Administração de Empresas. The use of the expression "Administrative Science", presented in the first edition of RAUSP in 1947 should be considered the foundational mark of the scientific field of Business Administration in Brazil. Maria José Tonelli ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 359 362 10.1016/j.rausp.2017.08.001 What motivates money donation? A study on external motivators The objective of this study is to identify external motivating factors that favor individual money donation. Methodologically, we adopted a descriptive and quantitative cross-sectional study. In order to collect data, we prepared a questionnaire containing 49 statements based on external motivating variables of regular individual money donation found in the literature on the subject. After testing the questionnaire, we applied it to 1073 Brazilians, regular money donors and we performed an exploratory factor analysis. Conclusively, we identified 8 external factors that motivate individual money donation: Trust, Reward, Leadership influences, Characteristics of the organization, Environmental influences, Personal benefits, Characteristics of beneficiaries and Future Interests. We expect that these 8 factors combined, could become a useful tool to improve the management of charitable organizations, especially in defining campaigns or other marketing strategies to attract new donors and raise funds on occasions that are favorable to individual money donation. Nivea Coelho Degasperi Emerson Wagner Mainardes ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 363 373 10.1016/j.rausp.2017.08.002 Formal and relational contracts between organizations: proposal of a model for analysis of the transactional and governance structure characteristics of comparative cases The literature indicates that the use of formal and relational governance structures have a fundamental role in the conduct and maintenance of inter-organizational relationships. Nevertheless, there are possibilities for discussions about the composition and function of these structures in the presence of different transactional characteristics. Thus, a model based on the literatures of formal contracts, inter-organizational relationships, Relational Contract Theory, and Transaction Cost Economics is proposed. Since this is a qualitative exploratory research, six structured interviews were carried out and interpreted by means of Content Analysis for case comparison and discussion of theoretical propositions. It was observed that some transactional characteristics, when present with greater intensity in the context of a transaction, tend to corroborate the theoretical propositions of formal contractual function, demonstrating that the intensity of these characteristics is a relevant factor for analyzing the adequacy of governance structures. Likewise, the use of different relational norms presents variations within each characteristic analyzed. Other aspects explored in the Content Analysis are suggested in the composition of the analysis model. The propositions explored regarding the composition of the transaction context and the complementarity of governance structure of inter-organizational relationships are also discussed. Luciana Cardoso Siqueira Ambrozini Dante Pinheiro Martinelli ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 374 391 10.1016/j.rausp.2017.08.010 Resistance and organized counter-resistance in conflict areas: an ethnography with Embraer's workers The aim of this paper is to analyze the specificity of the conflict between capital and labor in the context of a global company like EMBRAER that has a strong influence in the region where it is located in Sao Jose dos Campos in São Paulo, Brazil. Since the resignation mass held by Embraer of more than four thousand workers in 2009 intensified labor conflicts, resistance movements of workers as strikes, labor mobilizations, labor, dissatisfactions and union complaints against the company that had adopted a flexible paradigm organization. Interestingly, these areas of conflict is explained in an unprecedented way a counter-resistance organized movement of employees whose culmination was a decision contrary to the continuation of a strike erupted in 2014. It was thought until then that the counteraction to union resistance movement of workers occurred only ideologically, personal or small groups despite being beneficiaries of the shares, never participate in such movements. This time participated, managers and technicians were organized against union resistance movement in defense of the values of the company to settle with the movement and unseat union leaders seeking to address labor dissatisfaction. In the contemplation of this study was carried out an ethnographic approach to mold a study of extended case reasoned by the Public Sociology (see Burawoy, 2005). The ethnography option was due to its ability to identify how the contemporary global capitalism processes are mediated locally with various effects on the lives of workers, a difficult reality for the foundation of an opposition unions and the left in Brazil. The research process began in the Metalworkers Union of São José dos Campos and Region and approaches with the workers of Embraer were held for two years. The main conclusion of the article points out that there is a dialectic of conflict in contemporary capitalism than the same time promoting the workers' resistance movements also reveals the effectiveness of consent policies of the typical business of post-Fordism, which in this case was manifested if as an unprecedented move against resistance-organized. Marco Antonio Gonsales de Oliveira Arnaldo José França Mazzei Nogueira ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 392 402 10.1016/j.rausp.2016.06.018 Volatility persistence and inventory effect in grain futures markets: evidence from a recursive model The purpose of this paper is to investigate the volatility persistence and the inventory effect in grain futures markets during the period of 1959–2014. The innovative nature of this study lies in the evaluation of rolling estimates, using a recursive univariate TARCH(1,1)-in-mean volatility model. The daily evolution of volatility persistence and the inventory effect on corn and soybean futures contracts is analyzed using a rolling window of 1008 observations over four years. In general, the results suggest that the conditional volatility in both markets is highly persistent. There is also evidence of inventory, time-to-maturity, and seasonality effects on the volatility dynamics of corn and soybeans. In addition, the findings point to a lower short-run volatility persistence in recent years, which caused a slight decrease in long-run volatility persistence and the half-life period in both markets. Rodrigo Lanna Franco da Silveira Leandro dos Santos Maciel Fabio L. Mattos Rosangela Ballini ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 403 418 10.1016/j.rausp.2017.08.003 Consumer behavior of electronic games' players: a study on the intentions to play and to pay The electronic games market is one of the most profitable in the leisure segment, having surpassed the film industry. In terms of profitability, it is ranked as eleventh in the world and first in Latin America. Despite its relevance, there is little information about the reasons that lead consumers to play. This paper examined which attributes of the games influence consumers to play and pay for them. The methodology was a field research survey conducted with 600 electronic games' players, and structural equation modeling was used to test the model. The results indicate that the constructs challenge, diversion, fun, fantasy and social interaction influence the intention to play and pay for games, while the construct competition has a negative effect on the intention to play. No significant causalities were found, regarding the constructs time flexibility and arousal, on the intention to play. Furthermore, we also observed that motivations that had the highest impact were fun, challenge and fantasy, attributes that should be considered by game developers and industry. Lucas Lopes Ferreira de Souza Ana Augusta Ferreira de Freitas ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 419 430 10.1016/j.rausp.2017.08.004 Understanding consumer's responses to negative emotions related to crowding on satisfaction and impulse purchase in retail: the mediating role of coping The perception of crowding, understood as an individual's response to crowds, can be observed in retail environments and influences positive and negative emotions. In this research we test the mediating effect of coping – rational strategies adopted to deal with negative emotions – in the relationship between negative emotions (resulting from crowding perception) and consumer behavior (measured by impulse purchase and satisfaction). The findings related to coping explain to what extent there is a positive response to human density in the retail environment. For this, a theoretical model was developed which includes the relationships among perception of crowding, positive and negative emotions, and consumer behavior. The model enhances the understanding of the crowding phenomenon by including relationships mediated by an oppositional strategy (coping dimension) between negative emotions and consumer behaviors. To test the theoretical model, a survey was conducted with 456 respondents and hypothesis tests using structural equation modeling. It was evidenced that crowding perception has more robust effects on negative emotions than positive emotions. It is emphasized that with the inclusion of opposition mediation, the weak direct relationship between negative emotions and behaviors, becomes a positive relationship between negative emotion and impulse purchase, and negative emotion and satisfaction. In addition to the theoretical contributions of the tested model, future research and managerial implications are proposed at the end of the article. Marlette Cassia Oliveira Ferreira Marcelo Moll Brandão Flavio Santino Bizarrias ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 431 442 10.1016/j.rausp.2017.08.005 Strategic contractual relationships in the automotive sector The aim of the present study is to understand contractual relations through the complementarity of the Transaction Costs Theory, Measurement Costs Theory, and the Resource-Based View. Initially, we sought to define an analytical model appropriate to the complementarity objective, considering the categories of each approach. The proposition was: given the possibility of measuring the attributes of products, the contractual relationship can be used to guarantee property rights over assets of high specificity and strategic value, avoiding the costs of vertical integration. Secondly, a qualitative descriptive cross-cut (2014 and 2015) study was carried out. In this phase, the complementarity proposition was analyzed based on data obtained through semi-structured interviews with logistics, production, and purchasing managers of automakers located in the state of Paraná, and some of their direct suppliers. Our proposition indicates that when there is the possibility of measuring product attributes, the contractual relationship can be used to secure property rights of high-specificity assets and strategic resources, avoiding the costs of vertical integration. This proposition was verified because, in the case of high-specificity auto parts, the measurability of their dimensions ensures protection of specific and residual property rights. In the case of strategic resources, when there is a possibility of measurement and control, contracting is allowed, even including the acquisition of innovations that bring competitive advantage (Bluetooth, integrated GPS with SD card, back-up sensor, air bags). It was observed that, even though competitive advantages constitute valuable and rare resources for automakers at their launch, this did not prevent contracting. Verification can offer an alternative path to rational Transaction Costs Theory, as proposed by Williamson, and the use of vertical integration as a form of controlling strategic resources, recommended by the Resource-Based View, which still requires further studies in order to overcome persistent limitations in the model. Cleiciele Albuquerque Augusto José Paulo de Souza Silvio Antônio Ferraz Cário ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 443 455 10.1016/j.rausp.2017.08.006 Organizational tolerance in agro-industrial systems: an empirical application for the meat sector Based on the Measurement Cost Theory, this study focuses on the coexistence of institutional arrangements in coordinating complex agribusiness systems. Under the rationale of "Organizational Tolerance", the existence of plural forms is investigated in the acquisition of cattle, poultry, and swine by the meatpacking industry in the State of Mato Grosso do Sul. In general terms, the degree of organizational tolerance and its determinants are assessed in this study. To this end, 98 farmers were interviewed and the data analyzed by applying an Ordered Logit model. The main hypothesis is that Organizational Tolerance is related to the difficulty of measuring attributes of the transacted products. The findings show that the difficulty of measuring the animal condition is statistically significant (5%) for the existence of a higher Organizational Tolerance. Other variables such as tradition (5%), cooperation (10%), and adoption of contracts (1%) also explain the degree of Organizational Tolerance in agro-productive systems. Understanding the determinants of organizational choice is essential to the identification of efficient solutions for the coordination of productive systems in agribusiness, and for the establishment of public and private strategies for the sector. Silvia Morales de Queiroz Caleman Decio Zylbersztajn Matheus Wemerson Gomes Pereira Gustavo Magalhães de Oliveira ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 456 466 10.1016/j.rausp.2016.11.001 Investigating the deal making failure in M&A: deal makers' perspective in Brazil Why do merger talks collapse? – an exploratory study about the contributing factors behind ‘wedding cold feet' and deal making failures in Mergers and Acquisitions according to the perspective of active deal making professionals in Brazil. One basic question has encouraged the present study: after all the effort, expectations and money often invested in deal making, why are M&A transactions simply abandoned, even when the benefits to the business, shareholders, customers and employees seem to be clear? Augusto Cesar Silva Sales Marco Tulio Fundão Zanini ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 467 478 10.1016/j.rausp.2016.11.002 Informal contracting between and within firms While informal contracts are widely used in modern economies, limited systematic empirical evidence is available to researchers and policy makers. This paper aims to fill the gap by discussing a selected sample of empirical works through the lens of a theoretical framework that clarifies the role of informal contracts. We also highlight unexplored research opportunities offered by more recent theoretical models that investigate how informal contracts are built over time, how they are subject to path dependency, and how relational rents are created, and are awaiting empirical analysis. Ricard Gil Giorgio Zanarone ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 492 496 10.1016/j.rausp.2017.08.009 The use of dynamic capabilities to boost innovation in a Brazilian Chemical Company Dynamic capabilities seek to explain how competitive advantages can be built in rapidly changing environments. This study aims to assess how the application of dynamic capabilities can contribute to the expansion of innovation capabilities. Data was collected on ten semi-structured interviews with executives from a chemical company, and analyzed using qualitative content analysis. Results indicate that the application of dynamic capabilities contributes to the development of innovation capabilities through the consolidation of the first dynamic capability (sensing), which fosters innovation. Sensing can be considered an organizational capability, resulting from the integration between organizational strategies and the innovation practices of the organization as a whole. This study brings the following contributions the need to include a new microfoundation in the sensing capability, which in this study is called ‘processes to manage innovation on a strategic level' and the need to adapt another microfoundation related to the sensing capability, called ‘processes oriented toward collaboration with suppliers to complement and stimulate innovations within the company'. It is suggested that these processes should be reassessed in terms of their potential to generate and complement organizational innovation. Cristiane Froehlich Claudia Cristina Bitencourt Marilia Bonzanini Bossle ##submission.copyrightStatement## 2017-12-01 2017-12-01 52 4 479 491 10.1016/j.rausp.2017.08.007