Andres Rodriguez Veloso

• University of São Paulo

Minorities may experience increased vulnerability due to overlapping marginalizations at the individual and institutional levels. Intersectionality is crucial in understanding how additional triggering factors promoting higher vulnerability levels can alter individuals’ life trajectories. Through in-depth interviews with 25 participants, we explore...

Luxury companies established in Brazil have introduced and adopted a consumer relationship marketing strategy called clienteling, encompassing salespeople practices towards building close relationships with customers. In this paper we address how luxury salespeople have designed relationship building tactics that consider the profile of consumers f...

The diversity of customers that arrives in luxury fashion retail enhances the importance of proper salesperson listening behavior. More is heard, more is known about the customer. With the support of salesperson listening behavior theory, three research questions were developed. Based on audio diaries during 5-days of four salespeople from luxury f...

The expanding offer of luxury products and services and fast market dynamism, enhances the necessity of brands to fight for the share of the hearts of their customers, with a long-term relationship focus. In the practical side, since 2018, private corporate lectures in luxury management in Brazil have presented the term clienteling, vaguely defined...

Stigma is a discrediting attribute that emerges in social interactions, playing different roles in different contexts. Several fields (e.g., sociology and psychology) have dedicated special attention to this phenomenon as it significantly impacts people's lives. Although there is some interest in the idiosyncrasies of stigma in marketing and consum...

Purpose Food socialization is the process of influences that forms children's eating habits and preferences, affecting their well-being for life. The authors' study explores what children and adolescents eat and how they obtain food at school, aiming to describe the deleterious food socialization phenomenon. The authors focused on understanding how...

This study examines how parents exert productive and repressive power in influencing their children's gender socialization through consumption. We interviewed 20 parents responsible for educating 36 children to investigate their challenges when confronted with their children's consumption demands that deviate from gender‐appropriate norms. Under a...

Transgender consumers struggle to have their gender identity recognized, resorting to clothing as a practical way to forge their identity. Intimate apparel represents the innermost type of clothing, carrying both functional and aesthetic roles for transgender individuals. When navigating the intimate apparel marketplace, transgender consumers are f...

Purpose The purpose of this paper is to explore the different concepts of innovation in the subsistence marketplace from top-down and bottom-up approaches. This study analyzes the literature on the theme and identified research gaps by constructing a framework based on approaches and innovation concepts, which can guide future research efforts. Add...

The paper goal is to analyze how the shopping cart strategy can influence the family’s buying process when they are with children in supermarket. The literature review addresses both the evolution of supermarket retailing and children's influence on family’s decision-making at supermarket. We conduct two researches, first (qualitative) included 12...

Purpose Luxury companies have expanded globally, but little attention is given to the difficulties associated with expansion to culturally different countries, especially when focusing on training salespeople in rapport-building behaviors. To address this discussion, we answer these research questions: (1) Does the luxury fashion brand country of o...

Resumo Pesquisas sobre a inovação e o mercado de baixa renda têm focado eminentemente no desenvolvimento de produtos e gestão de marketing, assumindo uma postura top-down das empresas para os consumidores. Do ponto de vista do indivíduo, tem sido dada pouca atenção para compreender a adoção da inovação pelos consumidores de baixa renda. O presente...

Research proposal: To present an overview of the use of photo-elicitation in marketing studies and to guide future researchers about the use of audiovisual methods. Methodology/approach: This work has an exploratory approach and, to give more robustness to the theoretical revision, a bibliometric research was carried out. Main results: The results...

Objetivo do estudo: Apresentar um panorama sobre a utilização da foto-elicitação nos estudos em marketing e orientar futuros pesquisadores sobre o emprego dos métodos audiovisuais.Metodologia/abordagem: Este trabalho possui caráter exploratório e, para dar mais robustez à revisão teórica, foi realizada uma pesquisa bibliométrica.Principais resultad...

Technological advances allow new points of contact, where the salesperson-consumer interaction can be in the digital, physical environment, or both. Guo and Main (2017) suggest that sellers should adjust their approach based on consumer characteristics such as mood and buying motivation, thus creating a better perception of the service and further...

Purpose – Investigate the concept and the adoption of innovation in the low-income market. Design/methodology/approach – Four different studies were conducted. First, a Delphi study with 126 Marketing and Innovation professors from graduate programs. Second, interviews with 13 professionals, technical assistance professionals and retail managers....

As recentes mudanças tecnológicas e no perfil dos alunos vêm levando escolas e professores a repensar suas estratégias e técnicas de ensino. Surgem diversas propostas, com destaque para as metodologias ativas de ensino. Contudo, faz-se necessária a verificação se os alunos efetivamente anseiam e se sentem confortáveis com novas dinâmicas em sala de...

Purpose: 1. to investigate if a difference is found between university students of both countries. 2. to provide an analysis of the attitudes, intentions, and behavior of Brazilian and Canadian university students regarding the purchase of green products. Originality/value: The relevance includes a cross-cultural study between Brazil and Canada an...

The low-income market has become the focus of many companies since the economic growth of emerging countries has been highlighted nationally and internationally. Thus, the development of innovations for this segment has also become a central issue in academia and management. Literature on disruptive innovation presents assumptions that justify its...

This paper aims to analyze the attitude of soccer fans after the outcome of matches under the influence of a pitchman (celebrities and idols), involvement and fanaticism. The literature was supported by the concepts of happiness and attitude applied to sports, interacting with the literature on the influence of the pitchman (studies 1 and 2), invol...

The paper analyzes the interaction between symbolic production and cultural reproduction in low-income consumers market, affecting the attitudes towards the innovation adoption. This effect influences purchase decision regarding the characteristic of innovation intensity. The theoretical background involves: first, culture and consumption are repre...

O objetivo do artigo foi identificar os atributos valorizados por crianças e adolescentes na escolha de destinos turísticos. Para atingir esse objetivo, foram coletados desenhos e dados escritos (questões e redações) sobre o tema com crianças de 10 a 11 anos (18 crianças) e adolescentes de 14 anos (10 adolescentes) da mesma escola. Por meio do proc...

This study focuses on the development of a scale that can identify customers that are more prone to behave in a dysfunctional manner. Dysfunctional Consumer Behavior can negatively influence the organization profits, since this kind of consumer can generate monetary losses, such as fixing damaged pr operty. Several hypotheses are proposed based on...

The paper analyzes the innovation intensity and adoption characteristics at the base of the pyramid market. The innovation intensity is configured as radical and incremental, while the innovation adoption is configured as early and tardy. As an empirical approach it was conducted a study type survey. Data analysis is based on non-parametric statist...

The paper analyzes the innovation intensity and adoption characteristics at the base of the pyramid market. The innovation intensity is configured as radical and incremental, while the innovation adoption is configured as early and tardy. As an empirical approach it was conducted a study type survey. Data analysis is based on non-parametric statist...

RESUMO: Beneficiando-se da tendência do comércio eletrônico e das novas demandas desses instrumentos facilitadores de transações, surgem os sites de compras coletivas. Entretanto, as estatísticas sinalizam que esse modelo de negócios ainda não está bem equacionado, principalmente quando questionadas suas possíveis falhas, não só as relativas aos pr...

The paper analyzes the interaction between symbolic production and cultural reproduction in low-income consumers market, affecting the attitudes towards the innovation adoption. This effect influence purchase decision regarding the characteristic of innovation intensity. The theoretical background involves: first, culture and consumption are repres...

The aim of this paper is analyze the genderization in toy advertising in Brazil. Genderization relates to gender stereotypes which are general beliefs about sex-linked traits and gender roles. The sample of 452 ads was collected from You Tube and codified by content analysis in appeal, actors and locution. Thus, chi-square was used to compare gende...

This article aimed to analyse which personal values influence the green purchase behaviour (GPB) of consumers in Brazil and Canada. For this, we relied on the literature of personal values and green consumer behaviour. The study has a quantitative nature and is descriptive with regard to its objectives. The sample consisted of 108 Canadian universi...

ABSTRACT: Most of the exposures to brand ads take place under mere exposure when these stimuli are available in the environment, but they are not processed consciously by the individual, but unconsciously, through the pre-attention. Nevertheless, studies on the effects of exposure to ads have focused the reception of conscious processes as well as...

The paper analyzes the intensity and adoption characteristics of the innovation in the bottom of the pyramid market. The intensity of innovation is configured as radical and incremental, while the adoption of innovation is configured as early and late. As empirical approach a survey research was conducted. Data analysis is based on nonparametric st...

Devido capacidade limitada dos recursos cognitivos e ao contexto de saturao de estmulos, torna-se provvel que muitos dos estmulos disponveis no ambiente no sejam processados ativamente, de forma consciente, mas sim inconscientemente, ao nvel pr-atentivo. Apesar da importncia do processamento pr-atentivo, so poucos os estudos que abordam e discutem...

ABSTRACT: Due to limited capacity of cognitive resources and to the saturation context of stimuli, becomes probably that a lot of available stimulus in the ambient don´t be actively processed, in a conscious manner, but yes unconsciously, at the preattentive level. Despite of the importance of preattentive processing, are few the studies that addre...

The purpose of this paper is to investigate buying behaviour and decision making in supermarkets when accompanied by children and shopping trolleys. The research consisted of two studies. The first (qualitative) included 12 observations and 7 interviews. The second (quantitative) consisted of a survey prepared based on the results of the first stud...

The central objective of this paper is to investigate the antecedents of the use of contraceptive methods by adolescents. For this purpose, we developed and tested a theoretical model that reflects the interrelationships between assessments of self-efficacy of youths and the influences of the partner, socializing agents and adolescents’ goals in li...

Consumer-Company Identification is a relatively new issue in the marketing academia. Bhattacharya and Sen(2003) explored the Social Identity theory and established Consumer-Company Identification as the primary psychological substrate for deep relationships between the organization and its customers. In the present study a new instrument was constr...

This work deals with a market segment that is so far little studied in Brazil: children up to 14 years oldwho come from low income families. With this focus and using the theory on this theme, the behaviorpatterns of this market segment are detected and analyzed within a retail supermarket, as is theirinfluence on this particular environment. This...

This paper was prepared to identify the variables involved in the decision process of an individual who donates financial resources to nonprofit organizations. To this end a research was developed and applied to donors and non-donors, so that it would be possible to identify the factors involved in the process and from that prepare a model of the d...

In the management area is very common the practical application of tools, techniques and theories before they are empirically tested by marketing academy. Because of this, concepts that are taken as "real" by business administrators often aren't so. Many times these concepts weren't even know to business academy. This phenomenon can be very harmful...

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