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Abstract Purpose This paper analyzed the effect of a long-term strategic orientation and selling capability on three selling strategies, and their effect on the social impact of hybrid social enterprises. Theoretical framework This study relied on the conceptual effect of a long-term orientation and selling capability on selling strategies, as well as the influence of these on the impact of the social enterprise. Design/methodology/approach A quantitative and cross-sectional study was conducted. Telephone and online surveys were used to collect data from 100 sales or general managers in Mexican social enterprises. The partial least squares approach and bootstrapping re-sampling method were used to test the nine hypotheses posited. Findings The results supported seven hypotheses and confirmed that the long-term strategic orientation and selling capability influence the adaptive, customer-oriented and relational selling strategies. Furthermore, of the three selling strategies studied, only the relational selling strategy increased the impact of the social enterprise. Practical & social implications of research This research showed that a focus on a long-term strategic orientation and the development of selling capability was mainly articulated with a relational selling strategy in social enterprises that seek to achieve a better social impact. Originality/value This research contributed to the advancement of knowledge in the field of social enterprise management, as it deepened the understanding of the long-term strategic orientation and selling capabilities and strategies, as key aspects for the generation of a social impact. This study also provided empirical evidence that the relational selling strategy performed a key role in the social impact of the companies studied.

Resumo em Inglês:

Abstract Purpose To analyze the effect of national and global value chains on environmental innovation and research and development in the context of Brazilian companies listed on the Ibovespa. Theoretical framework Value chain and open innovation. Design/methodology/approach This is descriptive, documentary research that uses a quantitative approach, through the analysis of secondary data extracted from Refinitiv Eikon. The research population consisted of 70 non-financial companies listed on the Ibovespa between the years 2016 and 2020. Findings The global value chain affects environmental innovation and research and development (R&D) in a positive and significant way, revealing that companies with more evidence in their reports on formalizations with suppliers and customers show improvements in their environmental products with ecological designs and carry out more R&D spending. Those companies that have, in addition to national connections, connections with companies from other countries are more likely to have greater capacity for innovation. Practical & social implications of research The research helps in understanding how organizations can improve their value chain, considering geographic aspects and interorganizational relationships, providing more assertively innovative resources. Originality/value Although a national value chain does not influence any increase in environmental innovation, it does impact higher R&D spending. As eco-innovation involves voluntary disclosure, it is inferred that companies that are limited to maintaining relationships in Brazil do not receive the same institutional pressure, when compared to companies with a global value chain, since the latter are connected with firms in countries with greater enforcement mechanisms regarding sustainable practices.

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Abstract Purpose This study aims to analyze how different types of organizational culture influence the implementation of performance-based compensation policies in family-owned micro, small and medium-sized enterprises (MSMEs) and whether the presence of the owning family in the management of the firm moderates this relationship. Theoretical framework Cameron and Quinn's (2011) typology of organizational culture and empirical evidence in the family business field were used to explain the relationship between organizational culture and performance-based compensation policies. Design/methodology/approach Hypotheses were statistically tested using a multiple hierarchical regression analysis with a cross-sectional sample of 315 family MSMEs located in three main cities in Colombia. Findings The results obtained suggest that there is no single cultural path for implementing a performance-based compensation policy in family MSMEs, even when the presence of family members in managerial positions moderates this relationship. The clan, adhocratic, and market cultures favor using a performance-based compensation policy in family-owned MSMEs. Practical & social implications of research Our results present organizational culture as a key driver of compensation. Researchers, managers, and consultants should consider the characteristics of the organizational culture before suggesting implementing performance-based compensation policies in family firms. Originality/value This work contributes to the literature on human resources and family businesses by extending the existing knowledge on the relationship between organizational culture and compensation policies related to performance in family MSMEs. Furthermore, it offers empirical evidence in the Latin American context of a relationship treated mainly from a conceptual approach and in the eastern context and developed countries.

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Abstract Purpose This study analyzes the ideological constructions of Petrobras’ corporate environmental discourse during the period from 1961 to 1979. Theoretical framework The paper uses Thompson’s (2011) critical conception of ideology, specifically its modes of operation and strategies of symbolic construction. Design/methodology/approach The study develops a critical analysis through qualitative and documental research based on Petrobras, making use of Thompson’s (2011) depth hermeneutics approach. Findings Petrobrás magazine was used as a communication and accountability tool through which symbolic forms were disseminated, in response to environmental pressures from society. Using a nationalist, developmentalist, and anthropocentric approach, these symbolic forms helped to hegemonize the understanding of reality, promoting the company and the regime. Practical & social implications of research Through corporate and press discourse and strategies of symbolic construction, the research contributes to understanding the growing social awareness of the environment arising from organizational behavior. Originality/value The study illustrates how corporate environmental discourse, far from being neutral, contributes to establishing and sustaining relations of domination. It also provides insights to understand how Petrobras kept reporting reality and the basis of today’s narrative.

Resumo em Inglês:

Abstract Purpose To study in Portugal (a) whether satisfaction with the performance appraisal (PA) differs depending on the sector where the workers perform their functions (private versus public), and (b) whether the relationship between workers’ perception of usefulness and accuracy of the performance appraisal process (PAP) and satisfaction with the outcome of their last PA is mediated by their satisfaction with the PAP. Theoretical framework The PA has come to occupy a prominent place in organizations, because only it can be used to measure the skills of their workers and the way they contribute to achieving organizational success both qualitatively and quantitatively. Design/methodology/approach Eight hundred and sixty-six professionals from the public and private sectors participated in this study. Data were collected using two multi-item questionnaires and two single-item scales. Findings The results revealed that private sector employees showed higher levels of satisfaction with their PAs than those from the public sector. Furthermore, the results indicated that the usefulness and accuracy of the PAP had a significant and positive relationship with employees’ satisfaction with their last PA, and this relationship was partially mediated by satisfaction with the PAP, both in the public and private sectors. Practical & social implications of research Regardless of the activity sector, it is fundamental that the PAP is useful and accurate; otherwise it is discredited, which prevents it from fulfilling its purpose and contributes to increasing the levels of worker dissatisfaction. Originality/value This study clarified the differences that may emerge regarding satisfaction with PAs between the Portuguese public and private sectors. In addition, this is the first national or international study to analyse the aforementioned constructs in an integrated manner.

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Abstract Purpose The present study aimed to analyze the perception of executive women about the barriers experienced in their professional trajectory. Design/methodology/approach Using a descriptive and qualitative approach, 30 Brazilian executive women were interviewed and the data were analyzed through content analysis. Findings Obstacles in the advancement of women's careers permeate sociocultural and organizational relationships, as well as family relationships. The results indicate that during their professional trajectory, executives face different barriers that configure their careers as a labyrinth. The coined term of “career labyrinth” is marked by the various (re)entries and instabilities promulgated by stereotypes, prejudices, discrimination and the use of oppressive resources of gender such as mansplaining, manterrupting, bropriating, gaslighting and harassment, which are perceived, silenced, negotiated and faced. Practical & social implications of research The study contributes to improving human resource management policies and practices by presenting the various obstacles that permeate the female professional path. The research can also reflect on actions in favor of the sustainable development goals (SDGs) proposed by the UN 2030 Agenda, specifically concerning SDG 5, which advocates for gender equality and the empowerment of women and girls. Originality/value The study shows the urgency of building programs aimed at the professional advancement of women in organizations, especially in spaces historically occupied by men. It encourages reflections on human resource management policies that can promote gender equality in executive positions through practices that value and encourage the participation of women in organizational spaces, considering their possible particularities.

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Abstract Purpose Drawing on affective events theory, this study positions role overload and supervisor frustration as antecedents of abusive supervision, leading to supervisor-led organizational citizenship behavior. In a mediated-moderation-sed analysis, we question whether coworker support moderates the relationship between supervisor frustration and abusive supervision and whether guilt mediates between abusive supervision and supervisor-led OCB. Theoretical framework This research study is inspired by the assumptions of affective events theory. Design/methodology/approach In a time-lagged survey, we collected data from 351 medical supervisors employed in private hospitals in Pakistan. The PROCESS macro is used to perform a mediated-moderation analysis. Furthermore, the research is analyzed based on structural equation modeling (SEM) procedures using the AMOS software, version 26.0. Findings The results demonstrate that role overload predicts supervisor frustration, leading to abusive supervision. Moreover, when coworker support is high, the relationship between supervisor frustration and abusive supervision is weaker. Supervisor frustration and guilt mediate the path from role overload to supervisor frustration, abusive supervision, and supervisor OCB, respectively. Practical & social implications of research Organizational policymakers should consider role overload as an element that causes stress and frustration among medical supervisors, resulting in abusive behavior towards their subordinates. Thus, some normative measures might be appropriate to reduce abusive supervision in the healthcare sector. Socially, this study can help in combating frustration and aggression among working people, representing a significant proportion of Pakistani society. Originality/value The mediators, such as supervisor frustration and guilt, advance our understanding of abusive supervision research.

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Abstract Purpose We propose and analyze a new operating model for an energy futures exchange that could be implemented in Brazil, where there is low liquidity for these contracts. The clearing house temporarily assumes the position of customers who fail to answer the margin call, instead of closing the position, as would normally be done under normal conditions. Theoretical framework The main theoretical bases were diffusion processes, with jumps and without jumps, and the pricing model developed by Merton (1976). Design/methodology/approach We developed a Monte Carlo simulation model, using diffusion processes, with and without jumps. Findings The results show that the proposed model and the insurance option generate relatively low-cost increments for the operation that could be easily absorbed by the clearing house. Practical & social implications of research This study will be especially useful for market agents who want to evaluate the implementation of a Brazilian energy exchange, which to date is not available. Originality/value The article proposes a new operating model for the Brazilian energy futures market and its results may encourage investment in the sector, which lacks an energy futures exchange.