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When channel conflict positively affect performance : evidence from ICT supplier-reseller relationship

Claro, Danny P.; Vojnovskis, Denys; Ramos, Carla - In: Journal of Business & Industrial Marketing 33 (2018) 2, pp. 228-239

Purpose: This paper aims to study the positive impact of functional conflict and conflict management in improving supplier–reseller relationship performance in multi-channel setting (reseller together with supplier’s sales reps). The authors develop four hypotheses, including direct and...

Persistent link: https://www.econbiz.de/10012073336

Buyer-supplier and supplier-supplier alliances: do they reinforce or undermine one another?

Lazzarini, Sérgio Giovanetti; Claro, Danny P.; … - In: Journal of management studies : JMS 45 (2008) 3, pp. 561-584

Persistent link: https://www.econbiz.de/10003712713

Increasing salesperson performance with social capital : the impact of centrality, tie strength and network diversity

Claro, Danny Pimentel (contributor); … - 2008

Persistent link: https://www.econbiz.de/10003756519

Collaborative buyer-supplier relationships and downstream information in marketing channels

Claro, Danny Pimentel; Claro, Priscila B. Oliveira - In: Industrial marketing management : the international … 39 (2010) 2, pp. 221-228

Persistent link: https://www.econbiz.de/10003956084

Estimating claim size and probability in the auto-insurance industry : the zero-adjusted inverse Gaussian (ZAIG) distribution

Bortoluzzo, Adriana Bruscato; Claro, Danny Pimentel; … - 2009

Persistent link: https://www.econbiz.de/10008797384

Networking and developing collaborative relationships : evicence of the auto-part industry in Brazil

Claro, Danny Pimentel; Borin de Oliveira Claro, Priscila - In: The journal of business & industrial marketing 26 (2011) 7, pp. 514-523

Persistent link: https://www.econbiz.de/10009410786

Sustainability drivers in food retail

Claro, Danny Pimentel; Neto, Silvio Abrahão Laban; … - In: Journal of retailing and consumer services 20 (2013) 3, pp. 365-371

Persistent link: https://www.econbiz.de/10009759768

Synergistic effects of relationship managers' social networks on sales performance

Gonzalez, Gabriel R.; Claro, Danny Pimentel; Palmatier, … - In: Journal of marketing 78 (2014) 1, pp. 76-94

Persistent link: https://www.econbiz.de/10010250068

Sequential betting behavior : a test of asymmetric inconsistencies in group decision making

Islam, Gazi; Claro, Danny Pimentel; Andrade, Eduardo B. - In: Psychology & marketing 31 (2014) 2, pp. 126-133

Persistent link: https://www.econbiz.de/10010253351

Dynamic effects of newcomer salespersons' peer relational exchanges and structures on performance

Claro, Danny Pimentel; Ramos, Carla; Gonzalez, Gabriel R.; … - In: International journal of research in marketing : IJRM ; … 37 (2020) 1, pp. 74-92

Persistent link: https://www.econbiz.de/10012288646