Pedro Mendonça Silva

• Professor
• PhD in Economic and Business Sciences - Management at Polytechnic Institute of Porto

A significant advantage in a constantly evolving trade fair environment is the bricoleur mind set. This is particularly relevant for a company deserving to participate in a trade fair but face challenges such as intense competition, resource allocation problems, and the need for adaptability. This research investigates the impact of bricoleur behav...

Purpose The purpose of this study is to investigate the intricate relationship between digitalization, entrepreneurship and financial/digital literacy in the Nordic countries from 2010 to 2022. By integrating both demand (social impact) and supply (business response) perspectives, the research aims to provide a comprehensive understanding of how di...

The differences in Labour and Capital Productivity and Education in Europe were used to provide a comprehensive evaluation of the performance of technical efficiency of entrepreneurship activities and new firm creation. For this purpose, two distinct methodologies were used: a non-parametric Data Envelopment Analysis (DEA) and a parametric Stochast...

The study adopts a network perspective to develop a conceptual model that proposes several hypotheses to examine the role of inter-organizational relationships with different stakeholders (funders/donors, other social organizations, government institutions) in the process of resources’ mobilization for social organizations and the impacts on the so...

O livro “Conquistas e Desafios": reflexões para vendedores” destaca a importância das vendas para o sucesso das empresas, realçando a necessidade de os vendedores se adaptarem às mudanças no mercado. Explora duas perspetivas - funcional e de desenvolvimento pessoal. Na perspetiva funcional, aborda a evolução tecnológica nas vendas, a importância da...

The growth of private labels and digital marketing brings new challenges to manufacturers. However, within these challenges, manufacturers can discover strategic opportunities to uphold a competitive advantage in the market. This study considers two scarce topics in the literature: the private label business from a supplier's perspective and the in...

Research on social entrepreneurship highlights how important resources are since a lack of them may undermine a social organization's activity and mission. To maintain or increase the amount of resources available, the social entrepreneur needs to manage his/her personal network linkages via social media to connect with current stakeholders and see...

Digital transition is an inevitable process for most of the companies. Transforming the operating activities, the internal processes or enhancing the relationships with the customers is vital for business success. However, the existing literature reveals gaps on how digital orientation and relational capacity can lead to performance gains. The stud...

The study aims to understand how pro-responsible e-shopping behaviour proceeded during the COVID-19 pandemic. Structural equation modelling is used in the study. A field survey with 618 e-shoppers is performed to test the survey model and hypotheses. In addition, complementary studies on mediating and moderating effects are employed. The results sh...

Com o avanço tecnológico, as pessoas tendem a desvalorizar o contacto pessoal a favor da virtualização; as empresas, por sua vez, adotam, cada vez mais, bases de dados através dos meios informáticos, privilegiando, desta forma, o contacto eletrónico em detrimento do contacto face a face. De facto, atualmente é inquestionável a forte contribuição do...

In the modern social media environment, social organizations use social networking sites (e.g., Facebook, Twitter, and Instagram) to engage with the actual stakeholders and seek new ones. The aim is to exchange, share and acquire information that could enhance the social capital and be useful in the decision-making process of social organization. T...

Purpose Omnichannel is a trend also reaching events and their participants. So naturally, the trade fairs will be confronted with this reality of digital transformation. Given that exhibitors generally have the primacy of deciding to participate or not in a trade fair, this study aims to take this further, developing a representative model of exhib...

The study adopts a network perspective to develop a conceptual model that proposes several hypotheses to examine the role of inter-organizational relationships with different stakeholders (funders/donors, other social organizations, government institutions) in the process of resources' mobilization for social organizations and the impacts on the so...

Digitization has changed the role of salespeople and, consequently, the dynamics of their operations at the interface between the supplier and the customer. Currently, a salesperson is often called upon to solve customer queries, which implies taking on the role of intrapreneur to internally create a solution. This study contributes to the literatu...

Digitisation is a phenomenon that inevitably affects companies and economies. Consequently, the virtual market seems an excellent alternative for aspiring entrepreneurs. Recent statistics precisely point to accelerated growth of e-commerce. Indeed, this and entrepreneurship are business tools that allow a new dynamic in the market. However, recent...

This study explores whether the use of social media determines a positive impact on the accumulation of social capital and on the generation and acquisition of information by the social organization. We further explore these issues by categorizing social media activities as used for maintaining current stakeholders and seeking new ones. Empirical a...

The digital transition is an unstoppable process that affects consumers and companies. Consequently, new sales strategies oriented to the application of digital technologies are needed to increase the performance of sale teams. Based on a sample of 517 responses from salespeople of the retail real estate, the data were analysed using the Structural...

Using a stochastic frontier analysis log-linear function and comparable data for 26 economies over the 2008–2020 period, the relationship between selected socioeconomic indicators of energy poverty and the eco-efficiency measures for a sample of European countries, is examined. Concerning selected energy poverty determinants, the main empirical fin...

Resources are scarce, but critical for social the social entrepreneur, as the lack of them may undermine the accomplishment of the activities and mission of the social venture. This investigation aims to examine the extent to which the social entrepreneur reliance on its personal network and social media affects its capacity to attract resources fo...

This paper discusses the findings of an exploratory study that intended to evaluate the success of an Academic Portal, Secretaria Online, from the perspective of staff members. This study used a questionnaire based on the information systems success model of DeLone and McLean.

The present work aims to evaluate quantitatively the relationships between revenues and their components and expenditures and their components in the Municipality of Coimbra during the Early Modern era (1557–1836), according to the revenue and expenditure books of the Municipality of Coimbra. To examine the proposed relationships, we apply the Mark...

O mercado automóvel surge como objeto de análise dadas as suas especificidades e, por ser um dos setores que atravessa uma profunda transformação digital. Marcas em Portugal como a Hyundai, Caetano Baviera e Peugeot já implementaram as suas lojas online, digitalizando todo o processo de reserva do automóvel, a venda no entanto ainda continua a prev...

This study explores whether the use of social media determines a positive impact on the accumulation of social capital and on the generation and acquisition of information by the social organization. We further explore these issues by categorizing social media activities as used for maintaining current stakeholders and seeking new ones. Empirical a...

This article aims is to address whether, and to what extent, socioeconomic conditions influence entrepreneurship-based activities in 18 European countries grouped into subregions (North, South, East and West) during the period 2008-2018. We conducted the empirical study under a two-stage DEA model. The results of scores of technical efficiency of t...

The pandemic has accelerated the digital transformation, although it has already been underway in recent years. Currently, digitalization can be observed in several sectors, from services to industry, as well as from micro to large companies. Consequently, digital transformation increasingly assumes an essential role in the development of new busin...

The pandemic has accelerated the digital transformation, although it has already been underway in recent years. Currently, digitalization can be observed in several sectors, from services to industry, as well as from micro to large companies. Consequently, digital transformation increasingly assumes an essential role in the development of new busin...

The pandemic has accelerated the digital transformation, although it has already been underway in recent years. Currently, digitalization can be observed in several sectors, from services to industry, as well as from micro to large companies. Consequently, digital transformation increasingly assumes an essential role in the development of new busin...

O avanço nas tecnologias de informação e comunicação veio provocar mudanças significativas no modo de fazer negócios e têm exigido das empresas e dos seus profissionais de marketing novas competências para se adaptarem e/ou mudarem a forma de comunicarem com públicos cada vez mais exigentes. A pandemia COVID 19 veio acelerar o processo de digitaliz...

RESUMO O uso das tecnologias digitais é indispensável nas atividades atuais de qualquer empresa, nomeadamente na relação das empresas com os seus Stakeholders. Neste sentido, os principais objetivos da presente investigação consistem em realizar um diagnóstico de utilização de canais digitais pelas empresas portuguesas e avaliar também o seu impac...

Small and Medium-sized Enterprises (SME) are often forced to optimize costs due to limited resources. Thus, it is important to prioritize factors that will indeed bring results in a trade show context. Sales force proactiveness is discussed as an outcomes driver which is accessible to any SME, regardless of available resources. This study examines...

The activities that depend on direct interaction with the customers were the most affected by COVID-19's restrictions. These include the activities developed by salespeople. This study aims to analyse the impact of salesmanship skills on sales strategy implementation and salesperson performance during the COVID-19 crisis. To achieve the research ob...

Trade shows have become a key source of information/knowledge. However, there is a paucity of empirical studies about this topic. So, the objective was to analyze, in B2B trade show context, the effects of competitive intelligence and the information management system on the exhibitor's marketing strategy. This study uses a primary and quantitative...

Purpose The purpose of this paper is to examine the relationship between product innovation and network and their export performance, particularly in trade fair context. Moreover, this paper conducts a comparative study among services/industrial small and medium-sized enterprises (SMEs) and considers the home-country context. Innovation and interna...

Trade fairs are important sources of information for decision making in marketing management. Currently, trade fairs are places where participants share useful data and information, while creating relationships between customers (visitors) and suppliers (exhibitors). However, only a limited number of studies have focused on the identification of th...

Para responder ao interesse crescente na criação de novos negócios foi escrito este manual, que ajuda um potencial empreendedor a estruturar a sua ideia de negócio de acordo com a metodologia Canvas. Com esse objetivo, o manual adota uma metodologia diferente da de outros livros que existem no mercado sobre empreendedorismo, que se focam em demasia...

Purpose The purpose of this article is to examine the influence of Entrepreneurial Orientation on the Network, and Exhibitor’s Performance. The Entrepreneurial Orientation is seen as a highly competitive factor for the company, which can foster its trade fair business. Design/methodology/approach A survey-based quantitative approach was adopted,...

A presente obra pretende fornecer conselhos práticos para os empreendedores digitais, baseando a sua abordagem na metodologia Lean Startup e na oferta de mecanismos alternativos de financiamento para os novos negócios, que configuram o desenho de um novo plano de negócio.

The purpose of this article is to analyse the importance of emotions in a wine tasting experience for inexperienced participants. It is necessary to reduce elitism because customers who are not knowledgeable and inexperienced in wines can also do a wine tasting. They are also important consumers. The empirical study includes a questionnaire (n = 14...

Trade fairs are excellent sources of information. However, there is a paucity of empirical studies on trade fairs as intelligence tools. This study aims to address this by focusing specifically on Trade Fair Intelligence Activities from the exhibitors' perspective. The study developed a conceptual model and hypotheses, then a quantitative analysis...

Os destinatários deste livro são todas as pessoas com interesses profissionais na gestão internacional da empresa e, em particular, os que acreditam que só com a exportação e a internacionalização as pequenas e médias empresas portuguesas podem manter-se competitivas e aumentar as suas quotas de mercado e rentabilidade. Por isso, este livro dirige-...

This paper investigates the effect of marketing mix elements on export propensity in Portugal. It focuses on an issue that has not been addressed from the point of view of the producers of wine. The research objectives are: i) to assess the importance given by Portuguese wine producers to the different attributes of wine when they export; ii) ident...

Events are a privileged way of creating experiences. Experiential marketing brings the brand to life, establishing a more complete, interactive and compelling perception, and is an essential source of competitive advantage for event organizers in the tourism context. The aim of this study is to formulate some propositions that may contribute to th...

Most of the empirical studies on the determinants of wine purchase decisions attributes are focused on the consumer. However, the perceptions of the producers of wine about the attributes of wine have been disregarded. The objective of the present study is to identify the most important attributes that wine Portuguese producers perceived as more re...

The objective of this paper is to formulate some propositions about the role of trade fairs on the different stages of product innovation process. A review of the pertinent literature is presented in order to define some key concepts about innovation process. Specifically, the concept of innovation and the phases of the innovation process will be d...

RESUMO No atual contexto económico de globalização as parcerias empresariais ocupam um papel privilegiado na estratégia das empresas, em particular quando a dimensão das empresas é reduzida à escala mundial e o modelo de governo é familiar. A cooperação com outras empresas, frequentemente não concorrentes, pode alargar o espetro das vantagens compe...

Portugal is a small economy, with an open domestic market that needs competitive exporters to prosper. Trade fairs are an international promotion tool that can be used by firms when considering export development and expansion. This study identifies and evaluates the critical factors that influenced the decision making process of Portuguese SME's (...

Este livro representa um manual para orientar o empresário, passo a passo, na promoção internacional dos seus produtos através das feiras e exposições. Com este manual poderá conhecer em profundidade as suas melhores práticas de forma a rentabilizar o investimento da presença nestes certames internacionais. Como o leitor descobrirá ao longo do livr...

Aims: This study explores the prime motives and barriers that drive or inhibit the Portuguese exporting Small and Medium Enterprises (SMEs) to exhibit at an international trade fair. Study design: Survey, based on a questionnaire sent by email. Place and Duration of Study: 68 Portuguese exporting SMEs, between January and July 2012. Methodology: Th...