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Ricardo França

Universidade Estacio de Sa, Brasil, Sistema De Informação, Alumnus

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Universidade Estadual do Oeste do Paraná

Maria do Carmo Duarte Freitas

Universidade Federal do Paraná

Alcione Ferreira

Universidade Estadual de Mato Grosso do Sul

Universidade Federal do Rio de Janeiro (UFRJ)

Universidade Federal do Rio de Janeiro (UFRJ)

Sandra Silveira

PUC Minas

Tiago Bacciotti

Universidade Estadual de Minas Gerais

Knox College

University of East London

University of Copenhagen

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Papers by Ricardo França

Attracting and retaining online buyers: comparing B2B and B2C customers

Advances in electronic …, Jan 1, 2005

Abstract This chapter addresses similarities and differences in e-commerce needs for customers in... more Abstract This chapter addresses similarities and differences in e-commerce needs for customers in business-to-business (B2B) and business-to-consumer (B2C) marketplaces. We discuss how and why customers are attracted to online buying in general and to a supplier in particular for each of these types of markets. We further compare the characteristics of customers who choose to buy online with those who prefer to continue with more traditional means of purchasing, providing some possible reasons for observed ...

Developing India-centric B2B sales theory: an inductive approach using sales job ads

Journal of Business & …, Jan 1, 2012

Given its rapid industrial growth and burgeoning sales force, there is an urgent need to develop ... more Given its rapid industrial growth and burgeoning sales force, there is an urgent need to develop India-centric theories to inform B2B sales managers. Yet, most research-based guidance on best practices and salesperson success factors in the B2B setting emanates from data used in developed countries. In this commentary, the authors report the results of an exploratory study of recent India B2B sales job ads. The authors content analyze job ad postings to identify the job goals, skills and additional roles sought by Indian B2B marketers. Subsequently they use latent class clustering to segment companies along these requirements. They find that B2B sales organizations in their sample appear to be recruiting according to the same core strategies, principles and criteria as those in the developed world, especially with regard to customer management. This develops confidence that some extant B2B sales management theories, models, and knowledge accumulated in developed markets are applicable to the Indian context, and can provide a starting point for future India-centric sales management research.

Examining the Nature of an Online Brand Community as a B2B Brand Communication Platform: A Netnographic Analysis of the CISCO LinkedIn Group

Building on the extant research on branding and social media, this study examines the nature of a... more Building on the extant research on branding and social media, this study examines the nature of an online brand community as a B2B brand communication platform through netnographic analysis of the CISCO LinkedIn Group discussions. The empirical analysis yielded four distinct themes characterizing B2B brand communication within the online community that contribute to the existing theory: company employees' persuasive communication, company employees' communal communication, community members' persuasive communication and community members' communal communication.

Prepared by: Brandon J. Boswell

Biology students is suitable to use for the purpose of investigating the efficacy of self-directe... more

INTERFACE FOR A GLOBAL B2B NETWORK

Our project is about Bizzglo LLC which is a business model, set up to channel the consumers and t... more Our project is about Bizzglo LLC which is a business model, set up to channel the consumers and the retailer together. The literature survey addresses the mission statement and the hypothesis. The background, legal issues, market survey and the ecommerce logistics are rationalized to test the hypothesis. The market analysis and financial analysis are conducted in order to justify the hypothesis. The report also incorporates a brief structure of the project schedule, committee details, and team members.

QUT| Staff Profiles| Kerri-Ann Kuhn

PECULIARITIES OF PRICE FORMATION FOR INNOVATIVE PRODUCTS WITH ACCOUNT OF THE OWNERSHIP COST

UIRE, Jan 1, 2012

0BDouglas E. Hughes

Behavioral aspects of marketing strategy, with an emphasis on salesperson decisionmaking, sales f... more

RESEARCH AND TEACHING INTERESTS

Transactions, Jan 1, 2010

Designed the supply chains, and negotiated with the supply chain partners; Analyzed the situation... more

FRIDAY, JUNE 22, 2012 THE PURCHASERíS PERCEIVED RISKS IN DIFFERENT ECONOMIC SITUATIONS: IMPLICATIONS FOR B2B MARKETING MANAGEMENT

ed.ksue.edu.ua

... FRIDAY, JUNE 22, 2012. THE PURCHASERíS PERCEIVED RISKS IN DIFFERENT ECONOMIC SITUATIONS: IMPL... more

Looking through the lens of B2B and beyond

Industrial Marketing Management, Jan 1, 2011

The systems perspective discussed by Vargo and Lusch (2010) is an intriguing notion that has the ... more

B2B brand equity: investigating the impact of contextual factors

RFID-enabled healthcare applications, issues and benefits: An archival analysis (1997–2011)

Journal of Medical Systems, Jan 1, 2012

In this paper, a comprehensive review of articles published between 1997 and 2011 in the Journal ... more In this paper, a comprehensive review of articles published between 1997 and 2011 in the Journal of Medical Systems ( JMS) on RFID technology is presented. A total of 22 papers are analyzed using a classification framework that has three dimensions: RFID-enabled healthcare applications, RFID-enabled healthcare issues, and RFID-enabled healthcare benefits. In addition, an invitation sent to all authors of the papers accepted for the special issue on RFID for the JMS allows them to position their various papers within the classification framework. Finally, a list of future research directions is presented.

The Growing Business Handbook: Inspiration and Advice from Successful Entrepreneurs and Fast Growing UK Companies

... 1997, 1999, 2000, 2001, 2002, 2003, 2004, 2006, 2007, 2008, 2009, 2010, 2011, 2012 The right ... more

Business marketing management: B2B

... brand-building process, to sustainability, and to the strategic importance of providing ... 4... more

Implementing 21st Century Smart Manufacturing

Workshop Report, SMLC and …, Jan 1, 2011

State and local government sales tax revenue losses from electronic commerce

… at http://cber. …, Jan 1, 2009

Electronic commerce 2010

Abstract Electronic Commerce provides a thorough explanation of what EC is, how its being conduct... more Abstract Electronic Commerce provides a thorough explanation of what EC is, how its being conducted and managed, and how to assess its major opportunities, limitations, issues, and risksall in the social-computing business environment. Overview of Electronic Commerce; E-Marketplaces: Mechanisms, Tools, and Impacts of E-Commerce; Retailing in Electronic Commerce: Products and Services; Consumer Behavior, Market Research, and Advertising; B2B E-Commerce; E-Supply Chains, Collaborative Commerce, and Corporate Portals; ...

The role of intelligent agents and data mining in electronic partnership management

Expert Systems with …, Jan 1, 2012

The marketspaces of the ''New Economy'' and the eServices revolution have enabled the formation o... more The marketspaces of the ''New Economy'' and the eServices revolution have enabled the formation of new types of partnerships which are electronically mediated. Web-based electronic commerce has also brought a tremendous increase in the volume of data that can be mined for valuable managerial knowledge. The data mining procedures used in this process can be enhanced by employing intelligent agents. This paper describes emerging electronic partnerships between players in developing electronic marketspaces and identifies typical data flows between such players, with an analysis of the potential role of data mining and intelligent agent technology. By identifying the complex nature of information flows between the vast numbers of economic entities, we identify opportunities for applying data mining techniques that can lead to knowledge discovery. In particular, we show how a Generic Agent-based data Mining Architecture (GAMA) can be customized to support managerial decision-making and problem solving in a networked economy. A prototype implementation of GAMA is presented, along with a demonstration of the some of the capabilities of the system. Finally, we explore the role of agents in promoting and maintaining strong automated relationships between various strategic partners.

Attracting and retaining online buyers: comparing B2B and B2C customers

Advances in electronic …, Jan 1, 2005

Abstract This chapter addresses similarities and differences in e-commerce needs for customers in... more Abstract This chapter addresses similarities and differences in e-commerce needs for customers in business-to-business (B2B) and business-to-consumer (B2C) marketplaces. We discuss how and why customers are attracted to online buying in general and to a supplier in particular for each of these types of markets. We further compare the characteristics of customers who choose to buy online with those who prefer to continue with more traditional means of purchasing, providing some possible reasons for observed ...

Developing India-centric B2B sales theory: an inductive approach using sales job ads

Journal of Business & …, Jan 1, 2012

Given its rapid industrial growth and burgeoning sales force, there is an urgent need to develop ... more Given its rapid industrial growth and burgeoning sales force, there is an urgent need to develop India-centric theories to inform B2B sales managers. Yet, most research-based guidance on best practices and salesperson success factors in the B2B setting emanates from data used in developed countries. In this commentary, the authors report the results of an exploratory study of recent India B2B sales job ads. The authors content analyze job ad postings to identify the job goals, skills and additional roles sought by Indian B2B marketers. Subsequently they use latent class clustering to segment companies along these requirements. They find that B2B sales organizations in their sample appear to be recruiting according to the same core strategies, principles and criteria as those in the developed world, especially with regard to customer management. This develops confidence that some extant B2B sales management theories, models, and knowledge accumulated in developed markets are applicable to the Indian context, and can provide a starting point for future India-centric sales management research.

Examining the Nature of an Online Brand Community as a B2B Brand Communication Platform: A Netnographic Analysis of the CISCO LinkedIn Group

Building on the extant research on branding and social media, this study examines the nature of a... more Building on the extant research on branding and social media, this study examines the nature of an online brand community as a B2B brand communication platform through netnographic analysis of the CISCO LinkedIn Group discussions. The empirical analysis yielded four distinct themes characterizing B2B brand communication within the online community that contribute to the existing theory: company employees' persuasive communication, company employees' communal communication, community members' persuasive communication and community members' communal communication.

Prepared by: Brandon J. Boswell

Biology students is suitable to use for the purpose of investigating the efficacy of self-directe... more

INTERFACE FOR A GLOBAL B2B NETWORK

Our project is about Bizzglo LLC which is a business model, set up to channel the consumers and t... more Our project is about Bizzglo LLC which is a business model, set up to channel the consumers and the retailer together. The literature survey addresses the mission statement and the hypothesis. The background, legal issues, market survey and the ecommerce logistics are rationalized to test the hypothesis. The market analysis and financial analysis are conducted in order to justify the hypothesis. The report also incorporates a brief structure of the project schedule, committee details, and team members.

QUT| Staff Profiles| Kerri-Ann Kuhn

PECULIARITIES OF PRICE FORMATION FOR INNOVATIVE PRODUCTS WITH ACCOUNT OF THE OWNERSHIP COST

UIRE, Jan 1, 2012

0BDouglas E. Hughes

Behavioral aspects of marketing strategy, with an emphasis on salesperson decisionmaking, sales f... more

RESEARCH AND TEACHING INTERESTS

Transactions, Jan 1, 2010

Designed the supply chains, and negotiated with the supply chain partners; Analyzed the situation... more

FRIDAY, JUNE 22, 2012 THE PURCHASERíS PERCEIVED RISKS IN DIFFERENT ECONOMIC SITUATIONS: IMPLICATIONS FOR B2B MARKETING MANAGEMENT

ed.ksue.edu.ua

... FRIDAY, JUNE 22, 2012. THE PURCHASERíS PERCEIVED RISKS IN DIFFERENT ECONOMIC SITUATIONS: IMPL... more

Looking through the lens of B2B and beyond

Industrial Marketing Management, Jan 1, 2011

The systems perspective discussed by Vargo and Lusch (2010) is an intriguing notion that has the ... more

B2B brand equity: investigating the impact of contextual factors

RFID-enabled healthcare applications, issues and benefits: An archival analysis (1997–2011)

Journal of Medical Systems, Jan 1, 2012

In this paper, a comprehensive review of articles published between 1997 and 2011 in the Journal ... more In this paper, a comprehensive review of articles published between 1997 and 2011 in the Journal of Medical Systems ( JMS) on RFID technology is presented. A total of 22 papers are analyzed using a classification framework that has three dimensions: RFID-enabled healthcare applications, RFID-enabled healthcare issues, and RFID-enabled healthcare benefits. In addition, an invitation sent to all authors of the papers accepted for the special issue on RFID for the JMS allows them to position their various papers within the classification framework. Finally, a list of future research directions is presented.

The Growing Business Handbook: Inspiration and Advice from Successful Entrepreneurs and Fast Growing UK Companies

... 1997, 1999, 2000, 2001, 2002, 2003, 2004, 2006, 2007, 2008, 2009, 2010, 2011, 2012 The right ... more

Business marketing management: B2B

... brand-building process, to sustainability, and to the strategic importance of providing ... 4... more

Implementing 21st Century Smart Manufacturing

Workshop Report, SMLC and …, Jan 1, 2011

State and local government sales tax revenue losses from electronic commerce

… at http://cber. …, Jan 1, 2009

Electronic commerce 2010

Abstract Electronic Commerce provides a thorough explanation of what EC is, how its being conduct... more Abstract Electronic Commerce provides a thorough explanation of what EC is, how its being conducted and managed, and how to assess its major opportunities, limitations, issues, and risksall in the social-computing business environment. Overview of Electronic Commerce; E-Marketplaces: Mechanisms, Tools, and Impacts of E-Commerce; Retailing in Electronic Commerce: Products and Services; Consumer Behavior, Market Research, and Advertising; B2B E-Commerce; E-Supply Chains, Collaborative Commerce, and Corporate Portals; ...

The role of intelligent agents and data mining in electronic partnership management

Expert Systems with …, Jan 1, 2012

The marketspaces of the ''New Economy'' and the eServices revolution have enabled the formation o... more The marketspaces of the ''New Economy'' and the eServices revolution have enabled the formation of new types of partnerships which are electronically mediated. Web-based electronic commerce has also brought a tremendous increase in the volume of data that can be mined for valuable managerial knowledge. The data mining procedures used in this process can be enhanced by employing intelligent agents. This paper describes emerging electronic partnerships between players in developing electronic marketspaces and identifies typical data flows between such players, with an analysis of the potential role of data mining and intelligent agent technology. By identifying the complex nature of information flows between the vast numbers of economic entities, we identify opportunities for applying data mining techniques that can lead to knowledge discovery. In particular, we show how a Generic Agent-based data Mining Architecture (GAMA) can be customized to support managerial decision-making and problem solving in a networked economy. A prototype implementation of GAMA is presented, along with a demonstration of the some of the capabilities of the system. Finally, we explore the role of agents in promoting and maintaining strong automated relationships between various strategic partners.