Works by Vieira, Valter Afonso

Results: 70

There's no I in team: aligning self- and group-efficacy to optimize the effects of support on sales outcomes.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 1, p. 3, doi. 10.1080/08853134.2023.2267184

By:

Faia, Valter Silva;
Vieira, Valter Afonso;
Gabler, Colin

Publication type:

Article

The moderating role of self-efficacy in the relationship between control systems and sales performance.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 2, p. 158, doi. 10.1080/08853134.2022.2037435

By:

Vieira, Valter Afonso;
Jones, Eli;
Faia, Valter da Silva;
Silva, Juliano Domingues da;
Negreiros, Leticia Fernandes de

Publication type:

Article

The impact of intuition and deliberation on acquisition-retention ambidexterity and sales performance: comparing the Dual-Process and Uni-Process Models.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 1, p. 56, doi. 10.1080/08853134.2020.1845188

By:

Vieira, Valter Afonso;
Faia, Valter da Silva;
Gabler, Colin B.;
Cardoso, Rosinaldo Nunes

Publication type:

Article

Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 3, p. 222, doi. 10.1080/08853134.2019.1578661

By:

Gabler, Colin B.;
Vieira, Valter Afonso;
Senra, Karin B.;
Agnihotri, Raj

Publication type:

Article

Examining the impact of salesperson interpersonal mentalizing skills on performance: the role of attachment anxiety and subjective happiness.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 174, doi. 10.1080/08853134.2016.1178071

By:

Agnihotri, Raj;
Vieira, Valter Afonso;
Senra, Karin Borges;
Gabler, Colin B.

Publication type:

Article

PROEMINÊNCIA DA MARCA, AUTOMONITORAMENTO E TEORIA DA FUNÇÃO DE ATITUDE: UMA ANÁLISE SOBRE AVALIAÇÃO DOS ANÚNCIOS.

Published in:

RAM. Mackenzie Management Review / RAM. Revista de Administração Mackenzie, 2016, v. 17, n. 1, p. 197, doi. 10.1590/1678-69712016/administracao.v17n1p197-228

By:

VIEIRA, VALTER AFONSO;
BORGES LADEIRA, FRANCIELLI MARTINS

Publication type:

Article

EFEITOS CURVILINEARES DA LEALDADE NO COMPORTAMENTO DO CONSUMIDOR.

Published in:

RAM. Mackenzie Management Review / RAM. Revista de Administração Mackenzie, 2012, v. 13, n. 2, p. 227, doi. 10.1590/S1678-69712012000200009

By:

Vieira, Valter Afonso

Publication type:

Article

AN INVENTORY OF THE CHARACTERISTICS OF THE MARKETING SCALES CREATED AND TESTED IN BRAZIL.

Published in:

RAM. Mackenzie Management Review / RAM. Revista de Administração Mackenzie, 2007, v. 8, n. 4, p. 11, doi. 10.1590/1678-69712007/administracao.v8n4p11-34

By:

Vieira, Valter Afonso;
Slongo, Luiz Antonio

Publication type:

Article

PROPAGANDAS BUSINESS-TO-BUSINESS VERSUS BUSINESS-TO-CONSUMER: UMA COMPARAÇÃO DE ANÚNCIOS DE SERVIÇOS EM REVISTAS BRASILEIRAS.

Published in:

RAM. Mackenzie Management Review / RAM. Revista de Administração Mackenzie, 2007, v. 8, n. 2, p. 104, doi. 10.1590/1678-69712007/administracao.v8n2p104-127

By:

Vieira, Valter Afonso;
Petroll, Martin De La Martiniere

Publication type:

Article

TWO-WAY AND THREE-WAY MODERATING EFFECS IN REGRESSION ANALYSIS AND INTERACTIVE PLOTS.

Published in:

Brazilian Journal of Management / Revista de Administração da UFSM, 2018, v. 11, n. 4, p. 961, doi. 10.5902/1983465916968

By:

da Silva Faia, Valter;
Vieira, Valter Afonso

Publication type:

Article

Behaviour‐Based and Outcome‐Based Control Systems: A Meta‐Analytic Study.

Published in:

Canadian Journal of Administrative Sciences (John Wiley & Sons, Inc.), 2019, v. 36, n. 2, p. 149, doi. 10.1002/cjas.1486

By:

Oliveira Santini, Fernando;
Vieira, Valter Afonso;
Ladeira, Wagner Junior;
Sampaio, Claudio Hoffmann

Publication type:

Article

WHEN MACROECONOMIC CONDITIONS INFLUENCE MARKETING INVESTMENTS.

Published in:

RAE: Revista de Administração de Empresas, 2023, v. 63, n. 3, p. 1, doi. 10.1590/S0034-759020230306x

By:

Morri Garcia, Evelini Lauri;
Afonso Vieira, Valter;
Maximo Rodrigues, Guilherme Henrique

Publication type:

Article

OS EFEITOS NEGATIVOS DA EXPERIÊNCIA E DO CONTROLE NO DESEMPENHO DO VENDEDOR.

Published in:

RAE: Revista de Administração de Empresas, 2016, v. 56, n. 6, p. 626, doi. 10.1590/S0034-759020160605

By:

DA SILVA, JULIANO DOMINGUES;
DA SILVA FAIA, VALTER;
AFONSO VIEIRA, VALTER

Publication type:

Article

A análise de dados quantitativos.

Published in:

2015

By:

Vieira, Valter Afonso

Publication type:

Book Review

FOCO REGULATÓRIO E CONSUMO DE BEBIDA: REDUZINDO A INTENÇÃO DE BEBER E DIRIGIR.

Published in:

RAE: Revista de Administração de Empresas, 2015, v. 55, n. 6, p. 616, doi. 10.1590/S0034-759020150602

By:

AFONSO VIEIRA, VALTER;
TEIXEIRA AYROSA, EDUARDO ANDRÉ

Publication type:

Article

DETERMINANTES DO DESEMPENHO EMPRESARIAL E DAS VENDAS CRUZADAS NO VAREJO.

Published in:

RAE: Revista de Administração de Empresas, 2013, v. 53, n. 6, p. 565, doi. 10.1590/S0034-75902013005000003

By:

AFONSO VIEIRA, VALTER;
PIRES, DEIVIDI;
GALEANO, RONIE

Publication type:

Article

CONGRESSO LATINO-AMERICANO DE VAREJO: RETROSPECTIVA DE CINCO ANOS.

Published in:

RAE: Revista de Administração de Empresas, 2012, v. 52, n. 6, p. 590, doi. 10.1590/S0034-75902012000600002

By:

Vieira, Valter Afonso;
Kato, Heitor Takashi;
Zamith Brito, Eliane Pereira;
Espartel, Lelis Balestrin

Publication type:

Article

A PESQUISA NA ÁREA DO VAREJO: REFLEXÕES E PROVOCAÇÕES.

Published in:

RAE: Revista de Administração de Empresas, 2011, v. 51, n. 6, p. 522, doi. 10.1590/S0034-75902011000600002

By:

Zamith Brito, Eliane Pereira;
Vieira, Valter Afonso;
Espartel, Lélis Balestrin

Publication type:

Article

MENSURAçÃ0 DA QUALIDADE DE SERVIçO NO VAREJO ELETRÔNICO E SEU IMPACTO SOBREAS INTENçÕES COMPORTAMENTAIS.

Published in:

RAE: Revista de Administração de Empresas, 2010, v. 50, n. 2, p. 199, doi. 10.1590/S0034-75902010000200006

By:

Vieira, Valter Afonso

Publication type:

Article

The use of offline and online paid media, earned social media, and organic search in explaining supermarket's performance: a cyclical Echoverse model.

Published in:

Journal of Marketing Theory & Practice, 2025, v. 33, n. 1, p. 78, doi. 10.1080/10696679.2023.2273560

By:

Vargas, Vinicius Castilho;
Vieira, Valter Afonso;
Moura, Luiz Rodrigo Cunha;
Filho, Cid Gonçalves

Publication type:

Article

The mediating role of Brand Engagement in the Self-Concept (BESC) in explaining consumer response: a meta-analytic review.

Published in:

2023

By:

Vieira, Valter Afonso;
Liu, Richie L.;
Mello, Victor Galindo de

Publication type:

Literature Review

In pursuit of an effective B2B digital marketing strategy in an emerging market.

Published in:

Journal of the Academy of Marketing Science, 2019, v. 47, n. 6, p. 1085, doi. 10.1007/s11747-019-00687-1

By:

Vieira, Valter Afonso;
de Almeida, Marcos Inácio Severo;
Agnihotri, Raj;
da Silva, Nôga Simões De Arruda Corrêa;
Arunachalam, S.

Publication type:

Article

EVALUATING THE PSYCHOMETRIC PROPERTIES OF CONSUMER DECISION-MAKING STYLE INSTRUMENT.

Published in:

Revista de Administração FACES Journal, 2011, v. 10, n. 3, p. 124

By:

Vieira, Valter Afonso

Publication type:

Article

Customer relational benefit: A second‐order meta‐analysis and an alternative framework.

Published in:

2024

By:

Vieira, Valter Afonso;
Araujo, Clécio Falcão;
de Almeida, Marcos Inácio Severo

Publication type:

Literature Review

WHEN THE TEAM POTENCY NEEDS SELF-EFFICACY AND ADAPTIVE SELLING.

Published in:

REMark: Revista Brasileira de Marketing, 2019, v. 18, n. 1, p. 101

By:

Senra, Karin Borges;
de Negreiros, Letícia Fernandes;
Vieira, Valter Afonso

Publication type:

Article

OS EFEITOS DA IDENTIFICAÇÃO COM A MARCA DO FABRICANTE E DO ALINHAMENTO DO SISTEMA DE CONTROLE NAS VENDAS DO CANAL DE DISTRIBUIÇÃO.

Published in:

REMark: Revista Brasileira de Marketing, 2018, v. 17, n. 2, p. 296, doi. 10.5585/remark.v17i2.3733

By:

Artur Schuh, Rafael;
Pizzutti, Cristiane;
Afonso Vieira, Valter

Publication type:

Article

THE MODERATING EFFECT OF ATTACHMENT STYLES (ANXIETY AND AVOIDANCE) ON CONSUMER INTENTION.

Published in:

REMark: Revista Brasileira de Marketing, 2016, v. 15, n. 5, p. 576, doi. 10.5585/remark.v15i5.3436

By:

Vieira, Valter Afonso;
Monteiro, Rodrigo

Publication type:

Article

QUANDO O SISTEMA DE CONTROLE ENFRAQUECE O DESEMPENHO COM VENDAS.

Published in:

REMark: Revista Brasileira de Marketing, 2015, v. 14, n. 1, p. 1, doi. 10.5585/remark.v14i1.2816

By:

Domingues Silva, Juliano;
Afonso Vieira, Valter;
da Silva Faia, Valter

Publication type:

Article

META-ANALYSIS IN MARKETING.

Published in:

REMark: Revista Brasileira de Marketing, 2014, v. 13, n. 2, p. 84, doi. 10.5585/remark.v13i2.2681

By:

Andrade Brei, Vinicius;
Afonso Vieira, Valter;
de Matos, Celso Augusto

Publication type:

Article

Meta-Analysis of the Long- and Short-Term Effects of Sales Promotions on Consumer Behavior.

Published in:

Journal of Promotion Management, 2016, v. 22, n. 3, p. 425, doi. 10.1080/10496491.2016.1154921

By:

Santini, Fernando de Oliveira;
Vieira, Valter Afonso;
Sampaio, Claudio Hoffmann;
Perin, Marcelo Gattermann

Publication type:

Article

An analysis of the relationship between embedded ties and supplier innovation in the cooperative sector.

Published in:

Revista de Administração, 2016, v. 51, n. 4, p. 386, doi. 10.1016/j.rausp.2016.07.003

By:

Vieira, Valter Afonso;
Bonifácio-da-Silva, Winsley

Publication type:

Article

An analysis of the influence of discount sales promotion in consumer buying intent and the moderating effects of attractiveness.

Published in:

Revista de Administração, 2015, v. 50, n. 4, p. 416, doi. 10.5700/rausp1210

By:

de Oliveira Santini, Fernando;
Sampaio, Cláudio Hoffmann;
Perin, Marcelo Gattermann;
Vieira, Valter Afonso

Publication type:

Article

The association between need for touch and desire for unique products and consumer (inter) dependent problem-solving.

Published in:

Revista de Administração, 2013, v. 48, n. 3, p. 481, doi. 10.5700/rausp1101

By:

Vieira, Valter Afonso

Publication type:

Article

Determinants of the purchase or non-purchase of fashion apparel: an exploratory study.

Published in:

Revista de Administração, 2010, v. 45, n. 2, p. 130, doi. 10.1016/S0080-2107(16)30533-7

By:

Vieira, Valter Afonso

Publication type:

Article

Análise das Dimensões de Uso de Sistemas de Medição de Desempenho em Cooperativas de Crédito.

Published in:

Revista Contabilidade, Gestao E Governanca, 2017, v. 20, n. 3, p. 392, doi. 10.21714/1984-3925_2017v20n3a5

By:

Severgnini, Elizandra;
Cardoza Galdamez, Edwin Vladimir;
Afonso Vieira, Valter;
Fontana Baiochi, Salete Verginia

Publication type:

Article

When Shelf Assortment Reduction of Products Influences Consumers' Perception of Price: The Mediating Role of Social Inference.

Published in:

Journal of Consumer Behaviour, 2025, v. 24, n. 3, p. 1441, doi. 10.1002/cb.2476

By:

Lopes, Evandro Luiz;
Vieira, Valter Afonso;
Herrero, Eliane

Publication type:

Article

Visual aesthetics in store environment and its moderating role on consumer intention.

Published in:

Journal of Consumer Behaviour, 2010, v. 9, n. 5, p. 364, doi. 10.1002/cb.324

By:

Vieira, Valter Afonso

Publication type:

Article

Antecedents and consequences of perceived value: A meta-analytical perspective.

Published in:

Journal of Customer Behaviour, 2013, v. 12, n. 2/3, p. 111, doi. 10.1362/147539213X13832198548210

By:

Vieira, Valter Afonso

Publication type:

Article

GESTÃO ESCOLAR E OS ASPECTOS DE DISFUNÇÃO BUROCRÁTICA: PROPOSTA DE UM MODELO CONCEITUAL.

Published in:

Caderno de Administração, 2022, v. 30, n. 2, p. 76, doi. 10.4025/cadadm.v30i2.61398

By:

SEVERGNINI, Elizandra;
Afonso VIEIRA, Valter;
SINGH, Ananda Silva;
Momm Maciel de CAMARGO, Raquel Adriano;
Pereira DUARTE, Nayara

Publication type:

Article

INTENÇÃO DE BEBER E DIRIGIR DOS CONSUMIDORES.

Published in:

Caderno de Administração, 2013, v. 21, n. 2, p. 19

By:

VIEIRA, Valter Afonso;
CITERO, Daniel Bruno;
PEREIRA, Flavia Oliveira;
BERTHO, Giovana Saito;
BUSTUS, Kelly Crystina

Publication type:

Article

A Influência da Surpresa Negativa na Adaptação Hedônica.

Published in:

Brazilian Business Review (Portuguese Edition), 2016, v. 13, n. 3, p. 116, doi. 10.15728/bbr.2016.13.3.6

By:

Kieling, Ana Paula;
Brei, Vinicius Andrade;
Vieira, Valter Afonso

Publication type:

Article

The Influence of Negative Surprise on Hedonic Adaptation.

Published in:

Brazilian Business Review (English Edition), 2016, v. 13, n. 3, p. 111, doi. 10.15728/bbr.2016.13.3.6

By:

Kieling, Ana Paula;
Brei, Vinicius Andrade;
Vieira, Valter Afonso

Publication type:

Article

O COMPARTILHAMENTO BIDIRECIONAL DE INFORMAÇÕES NAS RELAÇÕES DIÁDICAS.

Published in:

Revista Pensamento Contemporâneo em Administração, 2022, v. 16, n. 3, p. 121, doi. 10.12712/rpca.v16i3.55224

By:

Schebeleski, Marcos;
Afonso Vieira, Valter

Publication type:

Article

The Moderating Role of Involvement on the Overchoice Effect in Retail Decision Making.

Published in:

Journal of Relationship Marketing, 2017, v. 16, n. 2, p. 99, doi. 10.1080/15332667.2016.1242399

By:

Vieira, Valter Afonso

Publication type:

Article

Um Modelo dos Antecedentes da Lealdade no Varejo Eletrônico.

Published in:

RAC: Revista de Administração Contemporânea, 2008, p. 65, doi. 10.1590/s1415-65552008000500004

By:

Vieira, Valter Afonso;
Slongo, Luiz Antonio

Publication type:

Article

CONSUMER BEHAVIOR AND MANAGERIAL DECISION MAKING.

Published in:

RAC: Revista de Administração Contemporânea, 2008, v. 12, n. 1, p. 253

By:

Vieira, Valter Afonso

Publication type:

Article

Navigating the Digital Frontier of Marketing: The Intersection of Identity, Consumption, and Market Dynamics in Online Communities.

Published in:

BAR: Brazilian Administration Review, 2024, v. 21, p. 1, doi. 10.1590/1807-7692bar2024250026

By:

Vieira, Valter Afonso;
Dalmoro, Marlon;
Aguiar, Edvan Cruz;
Ferreira, Marcia Christina

Publication type:

Article

Sales Prospecting Framework: Marketing Team, Salesperson Competence, and Sales Structure.

Published in:

BAR: Brazilian Administration Review, 2020, v. 17, n. 4, p. 1, doi. 10.1590/1807-7692bar2020200025

By:

Afonso Vieira, Valter;
Pimentel Claro, Danny

Publication type:

Article

Team Potency and Its Impact on Performance via Self-efficacy and Adaptability.

Published in:

BAR: Brazilian Administration Review, 2016, v. 13, n. 1, p. 98, doi. 10.1590/1807-7692bar2016150283

By:

Bastos Monteiro, Rodrigo;
Afonso Vieira, Valter

Publication type:

Article

Antecedents and Consequences of Market Orientation: a Brazilian Meta-Analysis and an International Mega-Analysis.

Published in:

BAR: Brazilian Administration Review, 2010, v. 7, n. 1, p. 40, doi. 10.1590/S1807-76922010000100004

By:

Vieira, Valter Afonso

Publication type:

Article