Sao Paulo, San Pablo, Brasil
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More than 25 years helping technology companies to achieve better results selling through…

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Licencias y certificaciones

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Publicaciones

  • VIA INDIRETA – Como desenvolver e gerenciar uma rede de canais no setor de tecnologia (INDIRECT ROUTE - How to develop and manage a network of channels in the technology sector)

    Editora Labrador

    Author of the book VIA INDIRETA – Como desenvolver e gerenciar uma rede de canais no setor de tecnologia (INDIRECT ROUTE - How to develop and manage a network of channels in the technology sector).

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

    Journal of Business & Industrial Marketing, Vol. 33 Issue: 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 mediated effects, about conflict management, conflict and the impact on channel performance.

    Design/methodology/approach
    The authors’ sample of suppliers in the information and communication…

    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 mediated effects, about conflict management, conflict and the impact on channel performance.

    Design/methodology/approach
    The authors’ sample of suppliers in the information and communication technology (ICT) industry in Brazil consists of an interesting setting of multi-channel distribution, as suppliers deal with sales reps in combination with reseller channels to offer products to customers. The sample is representative of the industry, including more than 60 per cent of the ICT suppliers. The model was tested with partial least squares in the context of ICT industry in Brazil.

    Findings
    The empirical test shows that although an increase in functional conflict improves channel performance (direct effect), an excessive increase may amplify the dysfunctional conflict, thereby damaging channel performance (indirect effect). The negative interplay between the two natures of conflicts is counterbalanced with conflict management. Results show that conflict management improves channel performance by decreasing the harmful effects of dysfunctional conflict. This paper contributes to the theory by deepening our understanding of conflict, a critical challenge underlying supplier–reseller relationships in marketing channels. For managers, this research clarifies the importance of considering and managing conflict of different nature in the context of multi-marketing channels.

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  • Revisiting Conflict in Hybrid Channels of Distribution: when conflict increases performance

    AMA (American Marketing Association)

    Paper accepted for the 2015 AMA (American Marketing Association) Summer Marketing Educator's Conference, at Chicago, IL, from August 14 to August 16, 2015 - "Revisiting Conflict in Hybrid Channels of Distribution: when conflict increases performance"

  • Both sides of conflict - Research shows that Channel Conflict, believe, may be good

    TI Nordeste Magazine (n.20, October 2014)

    Article for TI Nordeste Magazine (n.20, October 2014): "Both sides of conflict - Research shows that Channel Conflict, believe, may be good"

Cursos

  • Channel Coordination - Partner Management - www.udemy.com

    October, 2019

  • Channel Partner Management - Miller Heiman, Miami FL

    April, 2007

  • Grow your Business Globally through Channel Partners - www.udemy.com

    November, 2019

  • Sales Channel Management - Linkedin Learning (Author: Dean Karrel)

    February, 2020

Reconocimientos y premios

  • Spot Award

    Human Resources Departament at Nortel

    Development of the course "Basic Telecommunications", first course completely developed in Brazil.

  • Best Student of the College

    Instituto de Engenharia

  • Second best graduation project

    Faculdade de Engenharia Industrial

  • Scholarship as best student of the semester

    Faculdade de Engenharia Industrial - FEI

    3 scholarships as best student of the semester (3 semesters in a row)

  • Third Best Student 1988

    Escola Técnica Estadual Lauro Gomes

    Diploma of Merit - Third Best Student 1988

Idiomas

  • English

    Competencia profesional completa

  • Spanish

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  • Italian

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