Edição Especial Brasil - 2015, May, Issue
LOCAL PRODUCTIVE ARRANGEMENTS' CONCEPTS ANALYSIS UNDER THE SOCIAL MANAGEMENT OPTICS
Júlio Cândido de Meirelles Júnior, Hector Alberto Alimonda, Andreia Cristina Resende de Almeida, Jorge Alberto Velloso Saldanha and Daniella Cristina Santos Quevedo
[01-12]  [PDF]

The study of Local Productive Arrangements (LPAs), has gained impulse in the last decades with the success of some successful experiences of productive and business capacities development in this kind of territorial producing organization. With the study of many author’s work such as Amaral Filho (2002), Cassiolato at el (2003), Garcia (2006); Lamounier (2009), Lastres (2011), Suzigan (2003; 2011), Tenório (2004; 2007; 2008) among others, it was obtained an important theoretical referential about this issue. With institutions such as SEBRAE (Brazilian Service to Support Micro and Small Enterprises), it was consolidated the understanding of concepts and finalities of LPAs. The research is exploratory, descriptive and explanatory, with data obtained in documental and bibliographic research. The work evidences the LPAs concepts and presents the relevance of social management, providing a reflection over what the participative role may generate with participative governance and with the sustainable territorial development.

THE FUNCTIONAL PERFORMANCE AND INDIVIDUAL ALIGNED TOOL STRATEGIC PLANNING IN THE PUBLIC SERVICE
Márcia Ribeiro Maduro and Mirian Serrão Vital
[13-20]  [PDF]

In the context of changes the people management area has a key role, as what you see responsible for reworking his action policy. This study aimed to demonstrate the improvement of human resources politics aligned to organizational strategic planning of the functional area of logistics of a municipal agency of Manaus’ city, identifying the importance to value the perception of public servants as part of this construction. The methodology used was predominantly qualitative, in spite of using quantitative analysis, exploratory, and has used a content analysis; We tried to get the data through interviews. At the time, there was an expressive adhesion of employees, as of 60 public employees 58 participated in the survey, corresponding to 98% of respondents. The results presented, it was the importance of having defined and known effects on the overall performance of local action, to say that improving the quality of service and / or the term of the logistics area, indicators were obtained for strategic management plan of the municipal body; including presenting unsatisfactory results: the need for improved qualify the managers of their divisions the logistics department.

SPORTING MEGA-EVENTS AND TOURISM: Bibliometric Relationships in Academia
Tassiana Hille Pace, Letícia Peret Antunes Hardt and Frederico de Carvalho Figueiredo
[21-35]  [PDF]

Sports mega-events are occasionally studied under the category of urban management and related areas. However, in other areas of science, such as tourism, their discussion is still incipient. In this context, this project aims to contextualize the academic literature on topics of interest, especially in regard to the relations between two central themes: tourism and mega-events. Therefore, based on bibliometric analysis, articles published in the proceedings of two major domestic scientific events were selected, evaluating the appropriation of themes, individually or together. Two well-known international journals on this topic were chosen in order to search for interaction between the sources of analysis. Preceded by a theoretical-conceptual discussion, the results allowed us to trace the history of interrelatedness of the themes in the Brazilian academic view and worldwide, marking new studies on the ephemerality of mega-events’ benefits for tourism, and about their real contributions to the process of urban management.

A LOOK AT THE USE OF PROFIT AND GAIN SHARING PROGRAMS (INDICATORS) TO LEVERAGE CORPORATE MANAGEMENT
Elpidio Oscar Benitez Nara, Victor Hugo Porto de Oliveira, Jacques Nelson Corleta Schreiber, Ana Júlia Dal Forno and Guilherme Augusto Schwingel
[36-47]  [PDF]

Although profit-sharing programs have a one hundred year history on the global level, they were first planned in Brazil in 1919 and officially became part of the Brazilian constitution in 1946. But they effectively became a part of the life of Brazilians around the year 2000, when efforts began to regulate the application of profit- and gain-sharing programs, through government decrees known as provisional measures. The subject is of strong interest to various social, political and scientific groups. This is because it raises issues that involve the lives of citizens, as well as economic, social and scientific development. The issue is rich in research opportunities, and although there are few existing articles about profit sharing, the existing studies allow identifying understandings and or various applications of profit and gain sharing. Profit and gain sharing is now regulated by law in Brazil, and the program can take the form of simple profit sharing, or gain sharing. This study involved bibliographic studies of a qualitative nature, which evaluated descriptive aspects resulting from evaluations obtained by scientometrics. The study presents a history of the creation of profit- and gain-sharing programs until today. Different concepts and types of remuneration and their consequences for profit-and gain-sharing programs are presented. The results of bibliometric studies on the Capes database are presented, related to changes in the number of articles published about profit- and gain-sharing plans.

ASPECTS INFLUENCING COMPANIES TO LEAVE INTERORGANISATIONAL NETWORKS: A Multifactorial Analysis
Leander Luiz Klein, Kelmara Mendes Vieira and Breno Augusto Diniz Pereira
[48-64]  [PDF]

Interorganisational networks are used by businesspeople as strategies in the market to gain profits and benefits and to generate more value for companies. However, it is possible to empirically verify that a significant number of companies leave the networks of which they used to be a part. Thus, this study aims to explore which factors influence the dissatisfaction of businesspeople who have left networks and the impact of the level of dissatisfaction. To do so, we performed a quantitative study of 140 companies that used to belong to cooperation networks in the state of Rio Grande do Sul, Brazil. A cross-sectional survey was used to obtain data. The results with the exploratory factorial delimited 14 possible factors influencing companies to leave the networks. The influential factors in this study, which were determined through a multiple regression analysis, are as follows: reaching goals, participative management and interorganisational learning.

IMPACTS OF ARGENTINE ECONOMIC DEVELOPMENT MODEL YEAR 1990 IN COMMERCIAL RELATIONSHIP WITH BRAZIL
Adriana G. F. Diniz, Maria J. Granado, Osvaldo M. Callegari, Cesar E. A. Limas and Joice H. de Oliveira
[65-75]  [PDF]

The two countries with the largest representation in the Mercosur trade are arguably Argentina and Brazil, but the business relationship between them has always been linked to different political and economic times, so , this article researched how the model of Argentine economic development impact on trade balance both countries , specifically between the years 1999 and 2001 , the height of the crisis in Argentina . This is an applied quantitative and exploratory research, which was used as a technical procedure literature and documentary extracting data from the Ministry of Development, Industry and Foreign Trade, Ministry of Foreign Affairs and Culture of Argentina and Centre for International Economics - CIS. As main results we concluded that since 1997, Brazil is on the list of major trading partners of Argentina this relationship intensified after 2001; before the crisis showed the trade balance is favorable to Argentina way, but this scenario changed after the crisis, and it was also found that as of 2001, Brazil became the main supplier of high aggregate factor to Argentina.

TELL ME HOW YOU MEASURE ME, AND I TELL YOU HOW I AM GOING TO BEHAVE: EXPERIENCES OF PERFORMANCE EVALUATION SYSTEMS LINKED TO REMUNERATION
LEONICE LINK PERSCH, VERENA ALICE BORELLI and JANAINA MACKE
[76-85]  [PDF]

The purpose of this study was to analyse manager’s experiences in companies of the metal-mechanical and energy distribution sectors, that used the performance evaluation system linked to remuneration based on competences in Caxias do Sul, Brazil. This study is of qualitative and exploratory nature, relying on a multi-case study method. As technical procedure was used the multi-case study in six companies, and the data collection instrument was given through semi-structured interviews. The research subjects were Human Resources Analysts and Coordinators and General Manager. The results showed that 83,33% of the companies examined abandoned the performance evaluation systems linked to remuneration. Possible causes of the unsuccessful applicability of this system were identified. Recommendations for remuneration based on performance evaluation are therefore highlighted: the level of maturity of the subjects, the existence of objective goals linked to variable compensation, bonuses and non-monetary rewards, and the use of software to support the management – before the system implementation.

FEASIBILITY OF USING QUALITY FUNCTION DEPLOYMENT IN PUBLIC SERVICES: A Case Study
João Pinheiro de Barros Neto
[86-96]  [PDF]

QFD (Quality Function Deployment) is a tool that enables the translation of customer needs in requirements suitable to every stage of product design or service. Although it is best known in the field of industrial operations management, its effectiveness in the planning of quality services also is also documented. This research aimed to evaluate the effectiveness of QFD tool in public services. The study proves, through performance indicators analyzed before and after the implementation of the tool, that the use of QFD in public services is perfectly feasible, adding value for citizens-clients and for the State organization itself. It is important to note that this is an innovative experience in terms of quality management in services, once rare are the public organizations that apply in their management quality tools, especially an elaborated tool as the QFD.

The Accounting and Financial Performance of the Leading Firms In the Housing Construction Sector in Brazil after the International Financial Crisis (2009-2012)
Fabrício José Piacente, Vanessa de Cillos Silva and Thiago Luiz Mello Melato
[97-103]  [PDF]

The construction industry has been demonstrating increased growth and importance in Brazil’s national economic development. This study aims to evaluate the financial performance of the leading companies in the construction sector in Brazil in the period from 2009 to 2012. An analysis is made of the capital structure, liquidity, and profitability of the six largest companies in the construction sector in Brazil: Brookfield, Cyrela, Gafisa, MRV, PDG and Rossi. The results are then compared with standard industry ratios. It was found that among the companies analyzed, MRV and Cyrela showed the best relative performance in the period under consideration.

STRENGTHENING MARKETING CHANNELS OF A FAMILY FARMING COOPERATIVE: the Coafaso case
Daniel Teotonio do Nascimento, Leonor Venson de Souza and Elza Hofer
[104-116]  [PDF]

This study objectified the creation of a marketing plan for the Cooperative of Family farming from the west region of Paraná, with focus on the strengthening of its marketing channels. The methodology used was a qualitative and quantitative approach. An internal analysis was obtained through interviews with the managers of the cooperative. The customers’ research was applied to primary and high school teachers, as well as to higher education professors. The marketing plan design used was introduced by Campomar and Ikeda (2006), as it is a low cost method, up to date and applicable to any business. The research revealed that only 15% of the interviewed had knowledge about Coafaso though did not know about its itinerant market, stating the frailty of its marketing channels. This study offers a marketing plan with focus on increasing sales, strengthening of the institutional image and brand, as well as the extension of sale points.

UNDERSTANDING THE PATH FROM INDIVIDUAL TO COLLECTIVE LEADERSHIP IN ORGANISATIONS THROUGH A SPIRAL OF KNOWLEDGE CREATION
Cristine Hermann Nodari, Zaida Cristiane dos Reis, Eric Charles Henri Dorion, Pelayo Munhoz Olea and Cleber Cristiano Prodanov
[117-126]  [PDF]

The epistemology of the science of administration becomes necessary when it refers to interdisciplinary knowledge creation. Through the use of the Spiral of Knowledge, of Nonaka and Takeuchi (1997), this theoretical paper proposes a reflexion on new elements associated with the model, such as leadership generation from one individual to a collective level. It also seeks to clarify how they impact on the current conditions from the individual to the group. It was first developed a theoretical framework, based on the analysis of the individual and the group through the creation and the interaction of knowledge, initially analyzed by two types of contextual parameters; the trajectory of development of information into knowledge, and the path of leadership development and authority. Thus, it is possible to determine that the generation of leadership, which is evidenciated mainly in groups, involves a combination of elements and characteristics that follow the model of Nonaka and Takeuchi (1997). The intention with this discussion is to put in evidence the themes that study and question these issues in the literature and to stimulate a stronger debate in the academic world, in the quest of new organizational practices.

“SEVERAL BATTLES A DAY”: SUBJECTIVE MOBILIZATION OF RESEARCHERS IN A RESEARCH COMPANY
Glayce Rejane Felipe da Silva Lavnchicha, Hélcia Daniel da Silva, Kátia Barbosa Macedo and Lila de Fátima de Carvalho Ramos
[127-139]  [PDF]

The objective of this study is to discuss how a given work group deals with the different situations in the work context, identifying psychic aspects that these workers mobilize when facing the constraints and adversities imposed by the organization of work. This research is a case study that investigates, through the psychodynamics of work, elements of the category “subjective mobilization”. The space for collective discussion allowed the collection of data, which was submitted to Clinical Analysis of Work. The results indicate that suffering at work is denied by workers and neglected by the leaders, and also demonstrate the main coping strategies used by workers when facing suffering at work.

STRATEGIC SYSTEM OF PUBLIC POLICY MANAGEMENT: The Case of Sustainable Development Program of Rural Territories – PRONAT
Alexandre Maduro-Abreu, Kayton Fernandes Ávila, Mireya Perafan Valencia and Antônio Nascimento Jr.
[140-149]  [PDF]

The information and knowledge play a new and strategic role in the emerging socio-economic, political and technological system, which has led organizations to reconsider their behavior and ways of management. One of the biggest challenges facing organizations today is learning to turn employees knowledge into organizational knowledge and identifying information in the external environment that are relevant to innovate and take action.

ENVIRONMENTAL EVALUATION: Case Study of Project Selection
Mariano Yoshitake, Joao Eduardo Prudencio Tinoco, Patrícia Schneider Severo, Robson Borges Salazar and Marinette Santana Fraga
[150-164]  [PDF]

The purpose of this article is to verify that the methods of economic valuation of the environment constitute a viable alternative for choosing projects that result in environmental gains. Specifically, the study is based on the contingent valuation model (CVM) used to economically evaluate the Willingness to Pay (WTP) for the environmental benefits applied to a case of a sanitation company. We used descriptive research by identifying the economic evaluation methods applicable to basic sanitation projects and economic valuation methods of the environment. The results show that the incorporation of the economic value of the benefits generated by the project, by calculating the WTP by secondary treatment, obtained by MVC, is economically and socially viable, when the Net Present Value (NPV) becomes positive, the rate Internal Return (IRR) exceeds the hurdle rate and the relationship Index Benefit-Cost (B / C) is greater than one.

URBAN PLANNING IN BRAZIL AND THE GROWTH OF THE METROPOLITAN AREA IN THE REGION OF GOIANIA.
Polyanna Marques Cardoso, Leandro Silva and Aristides Moysés
[165-172]  [PDF]

The aim of this article is to examine urban planning in Brazil and the growth of space within the metropolitan region of Goiania. The growth of metropolitan regions in Brazil refers to the accelerated process of urbanization where great migrations redistribute the population from the countryside to the cities, which is what is happening in Goiania. Migrants move to large towns, especially to city centers, as they see this as a way to guarantee their social survival. As the population in the cities grows, so do the challenges facing politicians, who have to deal with problems involving social services, infrastructure, urban mobility etc. which are placed under greater strain when there is a population boom in the great city centers. Our survey was conducted by means of secondary research based on books, articles and data published by official organs.

TRUST AND RECIPROCITY IN BARTER OPERATIONS MARKET
Luciane Soares de Medeiros, Henrique Bertosso, Jandir Pauli and Kenny Basso
[173-179]  [PDF]

The purpose of this study is to analyze the mediating role of trust in the cooperative relationship between reciprocity and intentions to perform barter operations. The study, quantitative-descriptive, used survey techniques with 133 farmers, members of grain production cooperative, located in the northern state of Rio Grande do Sul, Brazil. The instrument used scales from Sirdeshmukh, Singh and Sabol (2002) and Pervan, Bove and Johnson (2009). The results show that reciprocity has an indirect effect on intentions to carry out barter operations by farmers. This effect is mediated by the trust that farmers have in the cooperative, indicating that reciprocity is an important predictor of trust, which in turn predicts intentions to perform barter operations. The findings show the importance of reciprocity in economic transactions of this market and its impact on expanding volume of contracts made.

TECHNOLOGY INFORMATION MANAGEMENT IN PUBLIC SCHOOLS OF PIAUÍ-BRAZIL
Francisco Coelho Mendes, Magnólia Lima Verde Coelho Mendes and Tamirez Dornelles Pires Grammatikopoulos
[180-191]  [PDF]

This article has the objective to present the general management of the Educational Technology Center of the 8th. Manages Regional Education (CTE-MRE), with head office in Oeiras, Piauí - Brazil, in the period between the years 2011 and 2014. For this, the following specific objectives were developed: Identify research contributions made by institutions higher education (IHE), and the introduction and information management in the Brazilian educational sectors; Characterize how the National Educational Technology Program (ProInfo), based on the applicability of Information and Communication Technologies (ICT) in the public education system of schools and the implementation of Educational Technology Centers (CTE) in Piauí; Identify the perception of public servants of the 8th. MRE Piaui on the insertion of educational technology with the state elementary schools. The methodology used was the qualitative research with a quantitative basis, appropriate to measure the opinions, attitudes and preferences of the participants. Using the data collected through literature review, document consultation and questionnaires, it’s noticed that ICT has facilitated the development of processes and activities in public education management

FEDERALISM, DECENTRALIZATION OF PUBLIC POLICIES, TERRITORIAL ISSUES AND THEIR ROLES IN THE CONSTRUCTION OF CITIZENSHIP
Ione dos Santos Velame, Francisco de Assis Costa e Silva, Mário Lúcio de Ávila and André Nunes
[192-196]  [PDF]

This article suggest a discussion about federalism and its influence in the process of the public policies’ decentralization, arising from territorial issues and their respective roles in the construction of citizenship. For this purpose, first we will approach several concepts and paradigms with regard to this subject, and subsequently, present the National STD/AIDS Program as an example of a successful public policy in the area of health, highlighting the importance of promoting more actions prioritizing the success of the policies in favour of the exercise of citizenship.

CHARACTERISTICS AND INPUTS OF THE DECISION-MAKING PROCESS LEADING TO CHOICE OF HIGHER EDUCATION INSTITUTION
Simone Cristina Ramos, Josué Alexandre Sander, Paulo Henrique Muller Prado and Karina De Déa Roglio
[197-208]  [PDF]

Research into individuals' decision-making processes has made contributions that have enabled organizations that produce goods and organizations that provide services to improve their business models. However, there are many specific scenarios for which neither the dimensions that comprise the construct of a decision nor the inputs considered in decisions have been investigated. In view of this gap, the study described in this article was designed to provide insight into the characteristics of the decision-making process leading to choosing a higher education institution and the inputs considered in that process. A survey of 267 undergraduate students was conducted and analysis of the results revealed three different types of decision-makers and three categories of factors that they considered of relevance to their decisions. The insight that different decision-maker profiles may call for processes and services to be designed to be compatible with their information acquisition and processing processes is the major contribution made by this paper.

A BIBLIOMETRIC STUDY OF THE SCIENTIFIC LITERATURE ON THE HIERARCHICAL REGRESSION IN ADMINISTRATION.
Beatriz Lucia Salvador Bizotto, Dr Maria Emilia Camargo, Dr Marta Elisete Ventura da Motta, Joaquin Rodrigo de Oliveira and Dr Antonio Sergio Coelho
[209-216]  [PDF]

In this paper we present results of a study that aimed to analyze the academic scientific production on "Hierarchical regression in Administration" using the bibliometric approach. The analysis study units consisted of articles published in journals and magazines about teaching and research in Brazil. Existing digital libraries in the country took part in this research, as these are important research sources for the mapping of Brazilian science. We analyzed 73 articles, published from 1975 to 2014; this universe was reached after survey at the database of articles in national journals - CAPES-RAC, SAR, PAR AND RAUSP, Scielo and Google Scholar. The bibliometric study to suggest that there is a remarkable growth in the academic scientific literature on Hierarchical regression Administration, observable in Brazilian digital libraries from 2005. The period that had the highest number of publications was 2009, followed by 2012.

METHODOLOGY FOR ASSESSMENT OF INTERMODAL TERMINALS MANAGEMENT OF SOLID BRAZILIAN BULK
Roberto Bernardo da Silva, Sandro Gomes Rodrigues, Aldery Silveira Júnior, Evaldo Cesar Cavalcante Rodrigues, José Matsuo Shimoishi and Martha Maria Veras Oliveira Cavalcante Rodrigues
[217-229]  [PDF]

The main objective of this work is to propose a model of assessment of attractiveness to intermodal terminals of grain. This objective was achieved through the literature review and the survey of relevant variables for determining the attractiveness. Later, with the tool of the AHP method, were set the weights of each variable. As a result, was presented a model of attractiveness of intermodal terminals through a Global Indicator of Attractiveness-IGA, whose variables are: operating capacity, storage capacity, infrastructure, access and integration, and services offered operating time. In order to evaluate the applicability of IGA in the case study, the value of IGA was calculated for 32 intermodal terminals. The terminals of the South and Southeast Regions showed the best results in relation to the IGA values of all 32 terminals studied. This shows the difference between the infrastructure corridors of runoff of agricultural products in Brazil.

THE INFLUENCE OF INVOLVEMENT WITH THE PRODUCT IN THE PURCHASE INTENTION AND THE USE OF DECISION STRATEGIES
Darly Fernando Andrade, Luiz Antônio Antunes Teixeira, Márcio Lopes Pimenta, Milton Francisco Oliveira and Marcelo Fodra
[230-237]  [PDF]

This study aims to evaluate the relationship between the dimensions of involvement with the product, the degree of individual maximization and the intention of buying it. Beyond these aspects the study evaluated the relationship between purchase intent and decision strategies used by individuals. A study was conducted with 458 Web respondents and used the method of structural equations to obtain the results. It was found that the higher the degree of engagement (in four of the five dimensions studied), the greater the intention to purchase, and the higher the purchase intention, the smaller the use of decision strategies. As a result it was also found that even the higher the degree of maximization of the individual, the higher the use of decision strategies.

DO THE EFFECTS OF INVESTMENTS ON FIRM’S PROFITABILITY PERSIST OVER TIME? EMPIRICAL EVIDENCE FROM BRAZIL
Aldy Fernandes da Silva, Afrânio Márcio Corrêa Vieira, Augusto Coppi Navarro and Claudio Parisi
[238-250]  [PDF]

This paper empirically examined the relationship between past investment and firm´s profitability (measured by ROA and Tobin’s q coefficient), considering five scenarios with different periods of investment over time. We employed the generalized linear mixed models (GLMM) that enabled to consider a structure of correlation for the profitability observed over time and to use a distribution of different probability for ROA and Tobin’s q coefficient. A sample of 1,484 firm-year observations from Brazilian Stock Exchange was used (2001–2011). The results reveal that the effects of investments on firm’s profitability didn’t persist over time and highlights significant short-term relationships (contrarian effects at short horizons using ROA). Using Tobin’s q, we also conducted an analysis from the perspective of the market. In this case, the past investment gives investors better expectancies over the company and positively affects short-term profitability.

FRANCHISING: THE RELATIONSHIP BETWEEN FRANCHISOR AND FRANCHISEE
Ana Valéria Vargas Pontes, Cinara Rodrigues dos Reis Souza, Hellen Bittencourt Velloso França, Juliana Maioli Laval Bernardo, Karen Estefan Dutra and Nathália Sampaio Cavalieri Montebunhuli
[251-261]  [PDF]

The search for entrepreneurs who develop organizations and innovative products in order to fulfill the needs of consumers, and at the same time to keep an increasingly competitive market, is not an easy task to be done. Therefore, it is possible to notice both an apparently safe market growth and a lower investment risk since the franchise market is expanding throughout the world. This article aims to identify the relationship between franchisors and franchisees of franchised units in Juiz de Fora, a city located in southeastern Brazil. In order to do so, it was carried out a field research with thirty-eight franchisees of different sectors of the society, and from these results, it was possible to comprehend the relationship between the franchisor and the franchisee. It was found that in most cases this relationship is seen as satisfactory by the franchisees, and that both focus on attaining standardization and business continuity by means of planning result in satisfaction, increased competitiveness, and success of franchises.

THE LABOR MARKET AND DIGITAL RESOURCES FOR THE VISUALLY IMPAIRED
José Iesca Rodrigues, Márcio Shoiti Kuniyoshi, Rosana Lucille Bassinello Saraiva and Edineide Maria de Oliveira
[262-270]  [PDF]

The objective for this article is to show, in some situations, how to utilize Information and Communication Technology (ICT) to insert the visually impaired into the labor market. The impaired can perform a variety of activities within organizations, since businesses that create hardware and software are concerned with accessibility. The Internet has opened up a new world of possibilities, making information and knowledge available to the impaired. The invention of new equipment permits the creation of new work processes, giving the impaired the ability to actively participate in the labor market. Changes in Brazilian legislation have provided incentives to businesses that have managed to include and hire the impaired. Nowadays, the impaired are carrying out a diverse amount of activities existent in the labor market due to the conditions made available through digital resources and the specific criteria for accessibility within the WCAG (Web Content Accessibility Guidelines).

WORK GENERATION, INCOME AND FOOD IMPROVEMENT FOR FARMERS IN RIO GRANDE DO NORTE SUSTAINABLY THROUGH PAIS METHODOLOGY
Paulo Ricardo C. Bezerra and Francisca de Souza Miller
[271-284]  [PDF]

Exploiting any natural goods sustainably is still something new in Brazil. Many institutions act in the management of projects whose purpose is sustainably generating work, income and food improvement for rural producers, seeking to achieve social welfare and establish bonds between man and nature. The appropriate research methodology will present a more descriptive aspect to these producers, showing material culture elements related to the production usage, social organization and ecologic culture aspects if the patterns of social organization and use of the environment recognized by the population affect in any way the dimension of human life. We’ll hopefully understanding how social organization relationships happen, use of environment.

METHODOLOGICAL BENCHMARK FOR ENVIRONMENTAL PERFORMANCE EVALUATION IN METALWORKING COMPANIES
Andréia Marize Rodrigues, Marcelo Girotto Rebelato and Caio Henrique Zeviani
[285-299]  [PDF]

The rise of the environmental variable in business led to the emergence of a new organizational function: Corporate Environmental Management. From this, many industrial companies have adopted administrative and operational practices to achieve positive effects on the environment by reducing or even eliminating damages caused by their activities. Thus, the need for assessing the performance of adopted practices based on environmental indicators that are suitable for the sector in which the company is inserted. Against this background, this research aimed to create a specific methodological benchmark to evaluate the environmental performance of companies belonging to the metalworking sector. As a result, we developed a methodological benchmark consisting of 34 indicators that should be assessed using 19 measurement scales. By way of example, the benchmark was applied to a company that works in this sector, and it has achieved an environmental performance of 92.48%.

PRECEDENTS AND CONSEQUENCES OF PRICE UNFAIRNESS PERCEPTIONS: An Exploratory Study in the Brazilian Context
Verônica Feder Mayer and Marcos Gonçalves Avila
[300-310]  [PDF]

This paper explores perceptions of fairness in price increases through a two-phase exploratory study: a qualitative survey and a quantitative survey. The evidence obtained in these two surveys is closely aligned with the conclusions of major international studies on price fairness perceptions, although disclosing new variables with potential for implementing future studies.

THE ELEMENTS OF INTERNAL MARKETING AT A HIGHER EDUCATION INSTITUTION: A Study of the Perceptions of Teaching Staff
Josiane da Luz abd Ricardo Boeing
[311-321]  [PDF]

This paper presents an analysis of the perceptions of teaching staff at a higher education institution of the elements of internal marketing. Multivariate statistical analysis was used to investigate 14 elements of internal marketing chosen on the basis of work by Vasconcelos (2004). This is a descriptive, quantitative study based on primary data collected by survey. According to the teaching staff's perceptions, several elements had high or low mean scores for agreement. The statistical results identified certain elements that were significant with relation to faculty members' sociodemographic profiles, including personal development, organizational climate, performance assessment system, information about the institution’s performance and identification with the institution. Pearson's correlation coefficients showed that all elements were positively correlated.

THE APPLICABILITY OF USER EQUILIBRIUM AND STOCHASTIC USER EQUILIBRIUM MODELS OF TRAFFIC ASSIGNMENT IN DETERMINING THE POINTS OF TRAFFIC INFORMATION SYSTEM INTERFACES: Case Study of the Metropolitan Region of Salvador
Débora Canongia Furtado, Marcello da Costa Vieira, Emmanuel Aldano de F. Monteiro, Giseli Aparecida Ortolani, Ivo Almeida Costa and Tharcia Suelen Vasconcelos Silva
[322-330]  [PDF]

The current article has tested the applicability of the use of different models of traffic assignment, within a same simulation environment, as source of information about the strategic points for the deployment of information systems interfaces. The methodology used based on the road network in the Metropolitan Region of Salvador (RMS) and the models of assignment known as User Equilibrium and Stochastic User Equilibrium. The results obtained by means of traffic assignment enabled the analysis of the points of the network which indicated the need of the implantation of information systems interfaces, that demonstrated the applicability of the method for that tested purpose, but it highlighted the need the same to be used only as prioritization tool, that must be complimented with researches and field surveys in order to obtain a better understanding of network users´ behavior and needs.

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[331-348]  [PDF]

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AN OVERVIEW ON EMPLOYMENT AGREEMENTS IN BRAZIL AND IN CHINA
Ligia Maura Costa and Peng Jiang
[349-358]  [PDF]

This paper intends to compare Brazilian and Chinese labor legislations related to employement agreements, and to explain how they influence the way of doing business in both countries through a comparative analysis of the most relevant aspects. From an economic, political and historical perspective, labor legislation impacts wages, employment, domestic consumption and economic growth, among others. Employement agreements legislation affects labor market outcomes and business operations. This paper compares both legislations and concludes that regulatory changes have to be made in the near future in Brazil, in particular, but as well as in China; in order to provide a more effective environment to attain a sustainable economic growth.

CULTURAL INCENTIVE LAWS: An Analysis of Taxation and Accounting Aspects in the use of Tax Benefits in the Brazilian State of Bahia.
LAURA DIAS SANJUAN GANEM, DANILO MOREIRA JABUR, LINO ARNULFO VIEIRA CINTRA, RUY LORDÃO NETO, KATIANNY GOMES SANTANA ESTIVAL and SOLANGE RODRIGUES DOS SANTOS CORRÊA
[359-369]  [PDF]

Cultural incentive laws in Brazil represent a partnership between the state and the private sector. These laws are designed to encourage cultural development by granting tax benefits to companies that encourage cultural activities through donation or sponsorship. This research included a tax and accounting analysis of the tax benefits that are currently granted by incentive laws at the federal level and in the State of Bahia, Brazil. The analyses were performed by means of exploratory research, information found in books, published articles and in the legislation itself. A historical survey and the evolution of the cultural incentive mechanism in Brazil were shown throughout the research. The result for the sponsoring companies is that, in addition to receiving tax rebates, they benefit in terms of being able to publicize their brand name and improve their institutional image that is perceived by society.

A STRATEGIC PLAN PROPOSAL FOR PRIVATE INTEREST ASSOCIATIONS (PIA): The Case of Orplana
Marcos Fava Neves, Luciano Thomé e Castro, Rafael Bordonal Kalaki, Leonardo Silva Antolini and Roberto Fava Scare
[370-379]  [PDF]

Brazil is the largest producer of sugarcane. Despite being important, sugar-energy industry is going through a moment of crisis and currently does not have a strategic horizon. In a crisis environment, associations and cooperatives are a way to strengthen SAG members. Strategic planning is essential to address the changes in the business environment. This article aims to present a strategic plan proposal for an PIA of the sugar-energy industry. This research was characterized as an exploratory study using the technique of case study. Data were collected through 21 workshops with the participation of 152 association managers, as well as in-depth interviews with 548 producers. As a result, 19 strategic projects have been proposed for the PIA studied. This article brings contributions in respect to the discussion of PIA importance in the development and coordination of SAG, providing an important tool for decision-making in the Brazilian sugar-energy industry.

THE LOGIC OF THE PERSONAL RELATIONS IN FAMILY BUSINESSES: The Formulation and Implementation of the Strategic Management.
Elaine de Sousa Oliveira, Gilmara de Carvalho Negreiros, Liliane Araújo Pinto, Elvia Florencio Torres Ximenes and Tales Antão De Alencar Carvalho
[380-389]  [PDF]

Family businesses are those managed by members of a same family, they can present positive aspects as the unity and negative aspects as stiff culture which stop business growing. This paper approaches this theme and its objective is analyzing the logic of the personal relations present in family businesses from the city of Picos as well as the formulation and implementation of the strategic management. The survey was conducted with 08 managers using a semi-organized questionnaire. It was detected these businesses besides being managed have a closed organizational culture to do not accept people out of familiar circle in management. It also has indicated which not all decisions are taken by all from business but only by some people, what can create conflict. However, a favourable aspect to all businesses is which family relations exert influence on taken decisions.

BETWEEN HEAVEN AND HELL: THE IMPORTANCE OF INTERPERSONAL RELATIONS AT WORK TO QUALITY OF WORK LIFE PERCEPTIONS
Juliana Guedes Almeida, Mário César Ferreira and Romildo Garcia Brusiquese
[390-400]  [PDF]

Interpersonal relations at work are vital to quality of work life. They characterize a source of well-being and ill-being at the workplace. However, even thought this relation has been consistently suggested in the literature, a gap remains in understanding the employees perception of this importance. The main goal of this article was to investigate the importance of interpersonal relations at work to quality of work life perceptions in employees’ perspective. 699 employees from an organization of the Brazilian judiciary participated. Qualitative and quantitative analysis were performed. The results confirmed the global hypothesis and indicate that interpersonal relations occupy a central role in quality of work life promotion.

INNOVATION IN RETAIL AND THE SERVICE-DOMINANT LOGIC: Case Studies in Brazilian Retail Network
Luciene Braz Ferreira and Eduardo Raupp de Vargas
[401-413]  [PDF]

This paper seeks to develop an empirical validation of the service product formulation developed by Gallouj (2002) and its relationship with the retail sector as a service based on service dominant logic (VARGO; LUSCH, 2004). From the analysis of two case studies of major Brazilian retailers we concluded that innovation pursued by these retailers was produced by internal initiatives designed to generate sales growth and increase interaction with customers. Among the innovations investigated, only two were imitated by others, and even after the models had been replicated the company continued to maintain its competitive advantage generated through innovation.

THE CHALLENGES OF REVERSE LOGISTICS MANAGEMENT OF END-OF-LIFE VEHICLES IN BRAZIL
Milton Jonas Monteiro, Camila Muneron Glycério, Roberto Carlos Lacerda dos Santos, Fabiana Serra de Arruda and Adelaida Pallavicini Fonseca
[414-424]  [PDF]

In a scenario of denial of patterns of use and proliferation of products with increasingly faster life cycles, the solution has been to seek alternatives to retrieve and leverage these post-consumer products. In the automobile sector of many countries such as Japan, United States and the European Union, there are already systemic practices of recycling of end-of-life vehicles. Brazil is in the initial stage of this process, despite counting on high rates of recycling of some materials. It is in this direction that this study sought to find out how the management of reverse logistics of end-of-life vehicles in Brazil and what is the final destination of these vehicles. The general objective of this work was to analyze the current situation of reverse logistics of a fleet of buses at an advanced age in Federal District-Brazil (where approximately 2,800 buses left the system) and from there, along with the other research sources, presenting the Brazilian challenges in the deployment process of reverse logistics of end-of-life vehicles. In order to achieve the objectives of this research, at first, bibliographic research, secondary data collection and, subsequently, several interviews and technical visits to bus companies in Brasilia and dismantling companies in the State of Goiás (due to the proximity with the Federal District) were used. Also it was sought to answer what was done with these buses. The study showed that much of the old fleet buses were reused and the ones in end-of-life dismantling companies were sold. Storage centers do the entire manufacturing process to reuse reverse both parts for the aftermarket and the materials that are sold for recycling, particularly ferrous scrap. And finally the main challenges of reverse logistics of end-of-life vehicles in Brazil are presented.

THE CREATION OF KNOWLEDGE FOR THE USE OF TECHNOLOGIES IN THE CONTEXT OF TEACHING PERFORMANCE
Adriana dos Santos Caparróz-Carvalho, José Carlos Marques, Francisco Mirialdo Chaves Trigueiro, Lúcia Regina Silveira Auozani, Adriana Valentin de Souza and Silvania da Silva Onça
[425-434]  [PDF]

This study aimed to analyze the process of teachers' knowledge of creation of the Department of directors of a public institution of higher education in the use of technologies in their teaching activities. The survey was conducted through case study of the sectional type of qualitative nature. For data collection was developed structured questionnaire with 27 statements about the knowledge conversion processes, in Likert format of 4 points. Data analysis indicated that knowledge creation is configured as a process that begins at the individual, but that is established in social interactions. Technologies become a facilitator mechanism in teacher's work bearing the same to interact best in class. However, this requires familiarity and responsiveness of teachers in relation to technologies in education, otherwise, this innovation will not represent gains for the participants of this process.

CULTURAL DISTINCTION STRATEGY IN PRIVATE SECONDARY EDUCATION INSTITUTIONS IN GOIAS – BRAZIL: The ENEM Ranking as a Reference of Quality
Ronaldo Rosa dos SANTOS JUNIOR, José Maria BALDINO and Lucia Helena Rincón AFONSO
[435-443]  [PDF]

This paper seeks to understand the ENEM – Brazilian National High School Examination, beyond its regulatory and today quasi-hegemonic political entrance policy officially conceived as a strategy of democratization of access to the Federal Public Higher Education Institutions (IES). It seeks to question the meanings and consequences in the scope of its evaluative objective in times of disputes for quality standards. Every year in Brazil, the Brazilian Ministry of Education (MEC) coordinates this national exam and by divulging its results enables the commodity construction of the best schools in the country and by region. In doing so, the exam extrapolates its evaluative purpose of classifying and stratifying the states of the union, educational institutions, cultural certification of the private standard of scholastic excellence even though the official data from MEC confirm that the public network in 2013 was responsible for 85.32% of the enrollment at this level of education. These reflections, guided by a Bourdieusian perspective, allow us to consider that the ENEM rankings, in their advertising and media dimension, comprise a symbolic way of classifying and stratifying the secondary education institutions, which are subjected to differentiation as a parameter of recognition of quality of the private high school education guided by the neoliberal policies that insist on denying that mandatory school education is a subjective public right and not a public service, as such a commodity. In this study, the State of Goias is used as an example of this orchestration.

PROCESS COMPLEXITY SCORE: Method for Estimating Business Process Modeling Costs
Roquemar de Lima Baldam, Rogerio de Aragão Bastos do Valle, Antônio Carlos de Francisco, Universidade Tecnológica Federal do Thalmo de Paiva Coelho Junior and Cristiano Fim
[444-455]  [PDF]

The understanding of business processes is an obligatory point for all contemporary proposals of organizational change. In order to execute it, organizations have been employing a considerable quantity or resources, especially people. However, there are no specific methods for pre-evaluating process modeling costs. This makes decision makers uneasy, who fear repeating prior shortcomings. This paper proposes a methodology for evaluating resources an organization will need to employ to model its business processes, based on the process' intrinsic complexity and on the training of the team involved. This methodology has been applied in several real cases, making it possible to generate proposals for more realistic services, which have facilitated decision-making on investments in process modeling.

BOLSA FAMÍLIA PROGRAM: THE MANAGEMENT OF BENEFIT IN NORTHEAST OF BRAZIL
Kássio Barros de Melo and Nathalia Carvalho Moreira
[456-465]  [PDF]

This paper aimed to analyze how the families of the Bolsa Familia Program manage their money in the city of Aracaju, state of Sergipe (northeast of Brazil). The interviews were conducted with 49 beneficiaries and 19 managers of Center for Social Assistance (CRAS) and 1 coordinator. In general, it noticed that about 90% of the beneficiaries use the money for food demands, such as school attendance and monitoring of pregnant. Even it is not sufficient to cover all the family's needs, the study showed that without this aid, would be much more difficult for families to have better living conditions. Women's autonomy in the administration of Bolsa Família was confirmed. The mother, as manager of the benefit, proved to devote more to their children and interested in participating in professional courses. Finally, the survey found that the benefit is used exclusively to meet the family's needs.

MANAGEMENT OF WASTE PUNCH SHARP IN PUBLIC HOSPITALS PORTO VELHO - RO
Sâmia de Oliveira Brito, Neire Abreu Mota Porfiro and Rafael Dias de Souza
[466-470]  [PDF]

The present research was realized in the municipality of Porto Velho/RO and presents one analysis about the importance of the ethical behavior in the management of waste from health service, generated in one of the main sources of public health service that are the Public Hospitals. Because in such establishments is required to manage solid waste through the Management Plan for Health Service Waste (MPHSW) as stablished in the resolution of law by CONAMA 358 e RDC 306 of ANVISA. The health units that have concerns with the solid waste are able to convert the harmfulness of these on the environment in benefits for the establishment, providing income and greater security for the collecting waste agents of Class I.

FAMILY AGRICULTURE AND PRONAF COSTING: (UN) EQUAL DISTRIBUTION IN THE BRAZILIAN RURAL AREA
Melaine Roberta Camarotto, Edison Luis Leismann, Carmem Ozana de Melo, Claudio Mioranza, Elizangela Mara Carvalheiro and Guilherme Wittmann
[471-482]  [PDF]

In 1996, PRONAF was created, which aimed to strengthen family farming as a social category, by providing financial support (financing for costing and investment in agricultural activities), training and support for the social and economic infrastructure of rural areas that are strongly characterized by family agriculture. Despite it being a universal program, there was a strong concentration of credit in certain regions. Thus, the scope of this work is to analyze the allocation of Pronaf-costing resources from 2000 to 2012, based on the spatial distribution and area occupied by family farming establishments in the regions/states. Therefore, we used the quantitative analysis of secondary data by MDA and Central Bank of Brazil. Through the results we can say that there is no proportionality between area (ha) occupied by family farming establishments by state/region and the total of funds transferred by the program to fund the agricultural and livestock activities in the studied period.

ECONOMIC AND SOCIO-ENVIRONMENTAL INDICATORS: A STUDY ON THE JIRAU HYDROELECTRIC PLANT, IN STATE OF RONDÔNIA, BRAZIL
Edilson Bacinello, Gleimiria Batista da Costa, Iluska Lobo Braga and Joel Bombardelli
[483-493]  [PDF]

As a way to mitigate the socio-environmental changes, the Jirau Hydroelectric Plant - JHP generated, in Rondônia, have been developing programs aimed to compensate the impacts generated by the enterprise. This study investigates in what point the economic interests of the Jirau Hydroelectric Plant opposes the requirements of socio-environmental policies. It was used the method of case study and bibliographic search supported by the SPSS version 20.0 software, for data analysis. The study shows that the compensation programs help the region in some aspects, but it does impede the occurrence of socio-environmental impacts. The consortium formed by Sustainable Energy of Brazil should develop control systems and evaluation about the socio-environmental programs developed to be properly analyzed and disseminated seeking to insert the opinions of government agencies as well as the local population in order to meet the requirements of public policies, which are necessary to the effectiveness of sustainable proposal of the enterprise.

WOMEN-MANAGERS AND THEIR PERCEPTION OF CONFLICT IN RELATIONSHIPS BETWEEN WORK AND FAMILY
Renata Laíse Reis de Souza Roca, Anielson Barbosa da Silva and Anatália Saraiva Martins Ramos
[494-504]  [PDF]

This article aimed to identify the influences of family relationships in management practices through the perception of female managers of a Banco do Brasil bank agency located in the city of Natal / RN/ Brazil. The research had a qualitative approach, being hold through episodic semi-structured interviews with four, of five, women-managers of the studied bank agency. The interviews were analyzed mainly by reading and interpretation of their protocols. The results indicated that conflicts between management practice and family relationships occur bi-directionally and has implications that influence both domains. Among the reasons that generate conflicts there are time, amount of service, family problems and differences of opinion and perceptions among stakeholders. The managers have shown also the search for balance between family relationships and management practices through the attempt of distinction between each domain boundaries.

PRACTICES IN INTERNAL MARKETING ACCORDING TO CHARLES HANDY’S ORGANIZATIONAL CULTURE TYPOLOGIES
Marcela do Carmo Silva, Carolina Jaber Castro, Vinicius Goulart Fontes and Carlos Francisco Simões Gomes
[505-512]  [PDF]

This paper examines good practices in internal marketing applied in four distinct organizational cultures, identified according to the characteristics defined by Charles Handy, in his theory of the gods of the administration, through the data collection, regarding the methodology in this study, through observation and the qualitative approach. As a result, we seek to present and analyze the internal marketing practices applied by managers in the companies studied, in order to break the negative extremes of their organizational cultures, keeping employees in the producing organization, according to its corporate strategy, products and services more competitive.

POSITIONING TYPOLOGY: A Proposal of Classification for the International Market of Green Coffee
Lúcio Garcia Caldeira, Ricardo de Souza Sette and Elisa Reis Guimarães
[513-519]  [PDF]

This study classifies several brands or types of green coffees in a positioning typology. It was found the most relevant differentials for each type of coffee, that were classified in a positioning typology of five dimensions: 1) for collective brands of origin; 2) by certified brand; 3) for quality or product characteristics; 4) by post-harvest processing; and 5) by price. The methodology used consisted of documentary bibliographical research and relied on secondary data. The coffees of the Cerrado Mineiro and Colombia were classified as positioned by collective brands of origin. Certified coffees (Utz, Rainforest Alliance, Fair Trade and organic coffee) were classified as positioned by certified brand. Other Milds, Brazilian and specialty coffees were classified as positioned by quality or product characteristics. Pulped coffee was classified as positioned by the beneficiation process and Robusta coffees were classified as positioned by price.

THE INTANGIBLE ASSETS IN THE SERVICE PROVIDERS COMPANIES AND ITS IMPACT IN THE PROFITABILITY
Aline Moreira, Lumila Souza Girioli Camargo, Lucinéia Fernanda Barbosa Belluca, Gustavo Benevides, José Francisco Calil and Rogério Augusto Profeta
[520-533]  [PDF]

Before the transformations that occurred by the technological innovations, the companies have been living in an intense competitiveness, where what makes them different are theirs invisible characteristics, i.e. the intangible asset. Therefore, this research analyzed the causal relationship between the participation of the intangible asset in the companies’ structure and the ratability over the total investments. For such, it was analyzed Brazilian companies classifies as service providers by BM&FBOVESPA from 2008 to 2012 implementing econometrics and statistical tools. The research has a descriptive character. The results suggest that the intangible assets influenced in a positive manner the ratability over the company in the matter, i.e. the bigger the participation in the intangible assets in the structure of the company the bigger will be its profitability.

SERVICE ENVIRONMENT: A New Dimension for Servant Company
Kleber C. Nóbrega, Walid Abbas El Aouar, Laís Karla da Silva Barreto and Raquel F. S. Nóbrega
[534-542]  [PDF]

From service management perspective, servant organization model was proposed as a framework to analyze and promote a focus on client orientation to business organization. Servant company structure involves behavior, leadership, strategy, culture, processes and products. Starting with what motivates people to work as volunteer, servant organization was developed, but there was a lack for dealing with subjects related to physical aspects. What if there is no planning on facilities? Service performance may fail substantially. This paper had as objective to deal with this problem. Results appoint for a new and complementary dimension: service environment, including facilities, equipment, material, layout, sound and odor, information and system. Besides the theoretical approach, which allowed a framework for service environment, a case study was conducted, to show adequacy of the proposed structure in a real commercial business company. Elements shown may be used to analyze and detect items for improving service quality.

REVERSE TRANSFER OF KNOWLEDGE IN BRAZILIAN INSTRUMENTATION AND CONTROL MULTINATIONALS
MARCELO ANTONIO BARROS DE CICCO and VICTOR PROCHNIK
[543-553]  [PDF]

The article seeks to identify the contribution made by the reverse transfer of knowledge to innovation at the three largest Brazilian-owned companies in the instrumentation and control industry. To this end, the question arises as to whether the international subsidiaries of these companies systematically use reverse knowledge transfer (RKT), and, if so, how this process assists in their research and development (R&D) efforts and the results (innovations) of this process. The survey was conducted through interviews at the companies selected. The findings are favorable to the existence of RKT. The subsidiaries, with the development of learning and absorption capacity, gradually consolidate the role of creative units, i.e., suppliers of useful knowledge for innovation at headquarters, thereby performing RKT as a matter of course.

PROPOSED REDUCTION OF DIES CONSUMPTION FOR TIRES IN A MULTINATIONAL INDUSTRY
Gonçalves, Marina Freitas, Antoniolli, Pedro Domingos, Benevides, Gustavo, Giuliani, Antonio Carlos and Argoud, Ana Rita Tiradentes
[554-566]  [PDF]

The use of Lean approach to achieve control of the consumption of dies in the drawing process, and consequent reduction of waste, is crucial for organizations in today's competitive scenario. This work aims to discuss the production and shipment process improvement of a large automotive industry company, serving on tires Market sector. Through the use of Kanban and Value Stream Mapping (VSM), were obtained reduction from raw material consumption, greater flexibility, and especially better control through a pull system, decreasing waste along the production flow. The methodology includes literature review and a case study research, as a way to describe the events and their relations with found results. Therefore, document analysis, employees interviews, and direct observation were done.

NETWORKS OR BUSINESS PLATFORMS? A Qualitative Approach on the Strategy for Inter-Organizational Relationships in Embrapa
Cleidson Nogueira Dias, Pedro Luiz Costa Carvalho, Valmir Emil Hoffmann and Joel Yutaka Sugano
[56-577]  [PDF]

This study aims to analyze how the structure of skills´ exchange of Embrapa Transferência de Tecnologia (SNT), aiming to verify if this exchange is similar to the network or business platform concepts. Regarding the methodology, a qualitative study was conducted by means of focus group´s interview. The results showed that the concept of business platform still didn't fit in the understanding of cause-and-effect relations arising from the interrelationships between the market segments which it operates the Brazilian Agricultural Research Corporation (Embrapa). The most suitable in this case is the concept of firm networks, is it became evident what would be the central factor or the central technology in which all organizations involved work.

LEADERSHIP AND COMPLEXITY: A Bibliometric Study
Cristiano José Castro de Almeida Cunha, Helen Fischer Günther, Fabiana Böhm Gramkow and Alessandra Casses Zoucas
[578-590]  [PDF]

The objective of this paper is to present the developments made in the literature regarding leadership and complexity. A bibliometric analysis was thus performed on articles published on Web of Science, SCOPUS, and EBSCO between 1968 and 2013. A total of 126 articles have been selected, written by 345 authors affiliated to 135 institutions from 24 countries. It is important to highlight that no Brazilian articles have been found in the SCIELO database in relation to these topics. This study has also enabled the identification of a profile of studies performed on these issues through a broad retrospective panorama of publications. Results found portray a continuous interest by the international scientific community in studying leadership and complexity.

A STUDY OF FINANCING DECISION IN BRAZILIAN ELECTRICITY SECTOR COMPANY ACCORDING TO LUHMANN'S SOCIAL SYSTEMS APPROACH
Karen Priscilla da Cunha Gavioli and Johan Hendrik Poker Junior
[591-599]  [PDF]

This article analyzed financing decisions of a large, public company of the electricity sector, Elektro Eletricidade e Serviços S.A., answering questions related to the way financial theories, market information, policies of external agents, corporate structure, organizational culture and cognitive routines interact in the organization in order to reach a decision. For this purpose, we used the case study methodology, through a semi-structured interview, supported by a prior complementary secondary data research, and subsequently analyzed it with an approach adapted from Seidl & by Becker (2006) proposal, in which the organization can be seen as a Luhmannian social system. Resulting from this analysis, we identified different influence forms of the factors listed above in financing decision-making process, classified in decision-making premises in accordance with the model followed. We could find elements showing the simultaneous presence of trade-off and pecking order theories for the organization financing decisions, a particularity explained by the regulated nature of the sector of the company studied. As well as signaling framework and agency cost framework roles in the adoption of organizational decision-making policies.

THE TRANSNATIONALIZATION OF BRAZILIAN SMEs
Alexander Homenko Neto, Belmiro do Nascimento João, Mauricio Roberto Ortiz de Camargo, Rodolfo Ribeiro and Caio Flavio Stettiner
[600-611]  [PDF]

This paper analyzes the transnationalization of Brazilian small and medium enterprises (SME) through cultural, administrative-political, geographic and economic (CAGE) distance framework proposed by Ghemawat. In order to have an accurate understanding of the Brazilian SME’s international strategies, CAGE framework is linked with Andersson’s typology of international entrepreneurs: the technical, structural and marketing. To analyze the transnationalization of these firms, the authors randomly selected 30 SME out of the 244 best financially performed SME between 2005 and 2008. The method used was Cronbach’s alpha to measure internal consistency of the sample and Pearson’s bivariate correlation two-tailed to identify the link between the entrepreneurs’ perception and CAGE distances as well as the entrepreneur’s profiles and distances. The main research findings indicate that the economic and geographic features have influenced the decision-making of Brazilian SMEs. However, the technical and marketing profile entrepreneurs identify the participation of Brazil in a trade block as a relevant feature, which is confirmed by the number of times regional countries, such as Argentina, Chile, Paraguay and Uruguay, were mentioned.

E-COMMERCE BUSINESS MODEL STRATEGY OPPORTUNITIES AND CHALLENGES IN BRAZIL
Isabella Moreira Pereira de Vasconcellos and Haroldo S. F. Monteiro
[612-620]  [PDF]

This article presents and discusses the different business models adopted by e-commerce firms. It addresses the issue of the business model, concerning the revenue-generating model, marketing-related costs, logistical problems, risk of fraud and the demand for investment in technology. Some of the models are profitable and most are not. The world is experiencing a sharp increase in this sale channel, but many operations are still losing a lot of money.

BENEFITS OF WORKING NETWORKS FOR EDUCATION QUALITY IMPROVEMENT
Glener Alvarenga Mizael, Flavio Monteiro de Oliveira, Ana Alice Vilas Boas and José Roberto Pereira
[621-628]  [PDF]

The network strategy has been widely adopted in organizations such as organizational performance improvement feature. Herein, this research aims at presenting the main proposals created by a collaborative working network managers of educational and scientific departments in a higher education institution. The adopted methodological approach was the documentary analysis of the minutes of meetings of directors from 2009 to 2011. The document analysis, according Cellard (2008), contributed to the monitoring of the maturation process or evolution of the group in sharing questions and creation of: information, knowledge, experiences, practices, among others. Working networks are considered a managerial resource capable of producing efforts and provide critical information to its employees, prospective, proactive and entrepreneurial. For the study, it was observed that collaborative working networks contribute to the improvement of organizational performance. Similarly, promotes efficiency and effectiveness of processes that directly impact the quality of education, considering that these administrative activities are considered activities that support teaching. The challenge for leaders and managers is to promote these networks within the public service.

THE MCDA-C AS A DECISION SUPPORT INSTRUMENT IN POLICE ORGANIZATIONS
André Henrique da Cunha, Nazareno Marcineiro and Fernando Antonio Forcellini
[629-653]  [PDF]

The present work has the objective to build and implement a model for the strategic management of the Military Police of Santa Catarina. The model will focus on the results by incorporating the values and preferences of its commanding officers, through the means of the Constructivistic Decision Support Multicriterion Methodology (MCDA-C). The case study developed has made it evident that MCDA-C is a robust instrument for decision support that has allowed the creation of 109 performance indicators for the Military Police and a management processes based in perfecting actions in continuous evaluation cycles.