Submitted by Marcia Bacha (marcia.bacha@fgv.br) on 2013-10-28T16:47:03Z No. of bitstreams: 1 Felipe Costa Ramos.pdf: 673736 bytes, checksum: 286235c0ae3febab9ffd720670ef9a6a (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2013-10-28T16:49:06Z (GMT) No. of bitstreams: 1 Felipe Costa Ramos.pdf: 673736 bytes, checksum: 286235c0ae3febab9ffd720670ef9a6a (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2013-10-28T16:49:19Z (GMT) No. of bitstreams: 1 Felipe Costa Ramos.pdf: 673736 bytes, checksum: 286235c0ae3febab9ffd720670ef9a6a (MD5) / Made available in DSpace on 2013-10-28T16:49:27Z (GMT). No. of bitstreams: 1 Felipe Costa Ramos.pdf: 673736 bytes, checksum: 286235c0ae3febab9ffd720670ef9a6a (MD5) Previous issue date: 2010 / O marketing de relacionamento (MR) é uma das principais formas de melhoria no gerenciamento das relações das empresas com seus clientes e também parceiros. Definido como um conjunto de atividades com o objetivo de desenvolver e dar continuidade às relações entre a empresa e seus clientes, o MR trata da criação de uma base de relacionamento e integração em todas as fases do relacionamento. Na indústria farmacêutica, caracterizada por estratégias mercadológicas particulares, entre as quais se destaca a mudança de foco do consumidor final para o médico (que prescreve o medicamento), o MR é utilizado de forma constante, sendo disponibilizados altos investimentos nesta área. Com base neste contexto, este trabalho busca investigar a relação entre os incentivos da indústria farmacêutica, caracterizados pelas práticas de MR, e a quantidade de receitas prescritas pelos médicos. Assim, o objetivo central da pesquisa é identificar se o investimento desta indústria em MR junto aos médicos faz com que receite mais o produto. Para tanto, foi realizada uma pesquisa exploratória, utilizando dados secundários de um grande laboratório farmacêutico de nível mundial. Estes dados referem-se a uma amostra de 98 médicos de uma determinada especialidade que foram atendidos pelo Laboratório. Foram testadas as variáveis referentes às práticas de MR – visitas, amostras, congressos, coquetéis e outros, utilizando-se testes de regressão linear. Os resultados comprovaram que os médicos que recebem mais incentivos prescrevem mais receitas. Também foi verificado que existe uma relação positiva entre as práticas de MR e a quantidade de receitas prescritas, sendo que a concessão de inscrições em congressos influencia este resultado de forma mais significativa. / Relationship marketing (RM) is one of the major means of improving the relationship management with clients and suppliers. Defined as a set of activities with the objective of developing the relations between the company and its clients, RM deals about the creation of relationship roots and integration in all the relationship levels. In the pharmaceutical industry, featured by specific marketing strategies, among which stands out the shift of the focus from the final customer to the physician (which prescribes medication), RM is used steadily, being made high investments in this area. So, this study intends to investigate the relationship between the pharmaceutical industry incentives, characterized by the RM practices, and the amount of revenues prescribed by the physicians. Therefore, the main objective of this research is identifying if the investment of this industry in RM with physicians make them to prescribe more medical revenues. So, it was made an exploratory study, using secondary data from a world level laboratory. This data is a sample of 98 physician that were visited by the company. There were tested the RM variables – visits, free samples, congresses, cocktails and others, using linear regression tests. The results proved that the physicians that receive more incentives prescribe more the laboratory’s medication. Also, it was verified that there is a positive relation between the RM practices and the amount of prescription, being the congresses the most influent practice.

Fundação de Amparo a Pesquisa no Estado do Rio Grande do Sul / The reflections resented in this thesis come from an ethnographic research conducted in 2013 and 2014, with peasants selling food in an urban colonial fair, located in Santa Maria, Rio Grande do Sul (RS). The study was based on the following question: How do peasants who market their production in Feirão Colonial (Colonial Fair) in Santa Maria, RS, dialogue with market practices? . Thus, the research aimed to analyze the development, which is gradual and full of cultural components, of knowledge related to business at the Fair, as well as the practices and tactics employed by farmers in selling their items. Thus, the specific objectives were: to verify the negotiations that take place between merchants and consumers, as well as between the fairground; to observe the social relationships; and to identify the knowledge circulating in the Fair. We observed that the way peasants are entered into the market accepts its logic, which is learned from the experience at the Fair but does not mean, however, the transformation of the peasant into a capitalist, since attitudes are differentiated. That means many fairgrounds has a familiar mode of production and works in the Fair to meet the needs of their families, using the gain for this purpose. In addition, we observed that peasantry or the ethos of settler influence on economic behavior. We also noticed how the fair is an important space for sociability and for obtaining knowledge about the urban world, the market and also their condition as peasants. / As reflexões que integram esta dissertação são provenientes de uma pesquisa etnográfica realizada, em 2013 e 2014, com camponeses que vendem produtos alimentares em uma feira urbana, situada na cidade de Santa Maria, Rio Grande do Sul (RS). O estudo partiu da seguinte pergunta: De que forma os camponeses que comercializam sua produção no Feirão Colonial em Santa Maria, RS, dialogam com as práticas de mercado? . Dessa maneira, a pesquisa teve como objetivo analisar o desenvolvimento, gradativo e repleto de componentes culturais, do saber do negócio na Feira, bem como as práticas e táticas empregadas pelos agricultores na venda de seus itens. Assim, os objetivos específicos foram: verificar as negociações que ocorrem entre feirantes e consumidores, assim como entre os feirantes; observar as relações de sociabilidade; e identificar os saberes que circulam na Feira. Observou-se, dessa forma, que a maneira de inserção no mercado pelos camponeses aceita a lógica deste, a qual é apreendida pela vivência na Feira, o que não significa, entretanto, a transformação do camponês em um capitalista, já que as atitudes são diferenciadas. Isto é, grande parte dos feirantes tem um modo de produção familiar e integra-se à Feira para suprir as necessidades de sua família, utilizando o ganho obtido para esse fim. Além disso, percebeu-se que a campesinidade ou o ethos de colono influencia na conduta econômica. Verificou-se, também, o quanto a Feira é um espaço importante para a sociabilidade e para a obtenção de conhecimento acerca do mundo urbano, do mercado e também de sua condição enquanto camponeses.

This diploma thesis deals with the Russian reflexive pronoun «себя» in comparison with the Czech pronoun. The aim of this thesis is to compile a set of exercises for students of the Russian language in order to eliminate mistakes in connection with this topic. The thesis is divided into two parts - a theoretical and a practical part. The theoretical part is based on specialized (academical) literature. This part contains general characteristics and classifications of pronouns. It focuses on issues with the Russian reflexive pronoun and its Czech equivalents. It also includes a chapter about transfer and interference. The practical part proceeds from the theoretical part and from a questionnaire. The questionnaire was completed by the first-year students of the Faculty of Education. On the basis of its results, general conclusions and proposals of exercises for acquiring the topic are formulated and intended for students of the Russian language.

Doctor of Philosophy / Department of Psychology / Laura A. Brannon / Binge drinking is a serious health problem among American college students (Wechsler, Lee, Kuo, & Lee, 2000a). One technique that may reduce binge drinking is compliance. Cialdini (2001) defined compliance as taking an action because it has been requested and described sequential request tactics, including the commitment/consistency-based foot-in-the-door (FITD) tactic, and the reciprocity-based door-in-the-face (DITF) tactic. Cialdini claimed that these tactics yield automatic compliance. The present research investigated Cialdini’s automaticity assumption within the context of reducing binge drinking, by including a neutral or weak message along with the compliance request (consistent with Brannon & Brock, 2001). The main hypothesis was that compliance is not automatic, as demonstrated by differential compliance consistent with message strength. Parallel experiments investigated compliance with requests to reduce one’s drinking behavior (Experiment 1, N=129) or communicate about responsible drinking (Experiment 2, N=122). Participants were randomly assigned to one of six conditions in each experiment. Consistent with the purpose of each experiment, participants indicated whether they would comply with initial requests consistent with FITD and DITF methodology, or were not asked to comply with an initial request (control); read either a neutral or weak message about the importance of moderate alcohol consumption; then responded to the target request (dependent variable) by reporting the likelihood that they would not drink excessively for one week (Experiment 1) or would discuss responsible drinking with someone (Experiment 2). Participants in both experiments completed demographic and alcohol consumption information and a social desirability measure (Strahan & Gerbasi, 1972). Data were submitted to 2(Strength) × 3(Appeal) × 2(Gender) ANCOVAs (drinks per occasion and social desirability were covariates). Experiment 1 revealed a significant Strength × Appeal interaction, with the DITF and FITD appeals eliciting lower compliance rates than the control appeal when accompanied by a weak persuasive message, thereby refuting Cialdini’s automaticity assumption. A significant main effect for appeal in Experiment 2 (DITF yielded lower compliance than FITD or control appeal) did not support Cialdini’s (2001) claim. Correlates of drinking behavior among college students are discussed, as are implications of the present research for compliance theory and reducing binge drinking on American college campuses.

Magister Legum - LLM

Magister Artium - MA / This mini-thesis provides empirical evidence on the level of public participation and its correlation with trust, reciprocity, class and power amongst African traditional health practitioners (ATHPs) in the regulation of African traditional medicines (ATMs) in South Africa. Data on public participation of ATHPs was collected and analysed, using a social capital theoretical model created from an adaptation of Putnam’s (2000) concepts of trust and reciprocity as central to social capital theory. The analysis further employed Bourdieu’s (1968) thinking to link power and class to the concept of social capital and borrowed from feminist and historical materialism theories. The thesis sought to test how the analysis of power and class, once politicised, could be used to convert Putnam’s notion of trust and reciprocity into "critical trust” and “critical reciprocity”, based on hyper-reflexive engagement of social agents with their own reality within social networks. ATHPs were requested to rank themselves from a scale of high to low to determine their level of involvement. Public participation (the dependant variable) was tested against acts of reciprocity, trust, power and income or class (the independent variables) to ascertain correlation. Data was analysed using STATA, a computer-based programme for analysing quantitative data. The findings of the study showed that income and power play a significant role in determining public participation. The level of one’s income and power determines whether one is active or passive in participation. The high levels of trust and reciprocity demonstrated by ATHPs towards government had no particular significance in facilitating active participation instead trust, in particular, played a negative role, in that it demobilised ATHPs from active participation since they trusted that government will protect their best interest in the regulation process. The argument in this thesis is that trust and reciprocity has to be converted into ‘critical trust’ and ‘critical reciprocity’ through active questioning and analysis of power and class dynamics for it to activate and invoke conscious active participation. A follow-up study is necessary to test the possibility and success of such a conversion for public participation.

Les macaques sont-ils capables de prendre en compte le préjudice porté à autrui occasionné par leurs actes ? Si oui, quelles facultés leur permettent de l'appréhender et quelles variables influenceraient leurs décisions dans de tels contextes sociaux ? De la perception à la production de comportements sociaux, une multitude de processus mentaux complexes permettent aux macaques de vivre au sein d'une société dynamique, structurée et cohésive. Bien que la présence de comportements pro et antisociaux y ait déjà été décrite, leurs causes ultimes et proximales ne sont pas évidentes. Est-ce que l'empathie, définie ici comme la capacité à ressentir les émotions d'autrui, pourrait expliquer l'expression de comportements prosociaux ? Les réponses à de telles questions peuvent avoir des répercussions importantes pour les sciences, mais aussi pour la philosophie et l'éthique. L'originalité et la pertinence de notre démarche expérimentale résident dans la mesure objective des comportements sociaux à l'aide de dispositifs et protocoles novateurs conçus et validés au cours de cette thèse. Nous avons en effet entrepris de reproduire un contexte social dans un environnement contrôlé de laboratoire. Ainsi, en plaçant deux animaux face à face, nous avons mis au point un protocole de décision sociale unique permettant à un macaque acteur de choisir de délivrer soit un stimulus aversif (un jet d'air comprimé sur le visage) soit un stimulus appétitif (une goutte de jus de fruit) à son partenaire, à un espace vide ou à lui-même. Les choix étant organisés en paires, l'acteur devait sélectionner soit l'option prosociale, soit l'option antisociale ou, pour des décisions contrôles non-sociales, soit l'option rationnelle, soit l'option irrationnelle. Des analyses appropriées des mesures oculométriques (niveau de regard mutuel et fréquence de clignement des yeux) nous ont permis d'établir des relations entre réponses émotionnelles et tendances pro- (ou anti-) social et de révéler des processus homologues à ceux impliqués dans l'empathie émotionnelle humaine, car dépendants des expériences passées et des relations entretenues avec le partenaire / Do macaques are able to take into account others' welfare during social decisions-making ? If so, what capacities allow them to apprehend it and which variables would influence their decisions in such social contexts ? From perception to the production of social behavior, a multitude of complex mental processes allow macaques to live in a dynamic society, structured and cohesive. Although the presence of pro-and antisocial behavior had already been described, their ultimate and proximate causes are not known. Does empathy, defined here as the ability to feel the emotions of others, could explain the expression of pro-social behavior? The answers to such questions might have important implications for science, but also in philosophy and ethics. The originality and relevance of our experimental approach lies in the objective measurement of social behavior using innovative devices and protocols developed and validated during this thesis. Indeed, we aimed to reproduce a social context in a controlled laboratory environment. Thus, by placing two animals face to face, we have developed a unique protocol for social decision allowing a macaque to delivered either an aversive stimulus (an air puff on the face), an appetitive stimulus (drop of fruit juice) to its partner, to an empty space or to itself. The choices are organized in pairs, the actor had to select either the prosocial option or antisocial option or, for non-social controls decision the rational or irrational option. Appropriate analyzes of eye tracking measures (level of mutual gaze and blink frequency) allowed us to establish relationships between emotional responses and pro (or anti) social trends. It revealed processes dependent on past experiences and relationships with the partner, thus homologous to those involved in human emotional empathy

Masters in Public Administration - MPA / Hence, in this mini-thesis I argue that community participation does not automatically facilitate gains for the poor. My main assumption is that internal rigidities in communities, such as weak social capital, culture, trust and reciprocity, affect mutual cooperation towards collective community gains. I used two communities, where a community empowerment project is implemented, as a case study to demonstrate that the success of community participation is contingent on the stocks of social capital in the community. The results show that the responsiveness of the two communities to the project activities differs with the stocks of social capital. I found that trust among community members facilitates information flow in the community. The level of trust is also related to the sources of information of community members about development activities in the community. I also found that solidarity is an important dimension of social capital, which determines community members’ willingness to help one another and to participate in activities towards collective community gain. The research also demonstrated that perception of community members about target beneficiaries of projects - whether they represent the interest of the majority of the community or only the interest of community leaders - influences the level of confidence and ownership of the project. From my research findings, I concluded that, in order for community participation to work successfully, development managers need to identify the stocks of social capital in the community that will form the basis to determine the level of engagement with community members in the participatory process. / South Africa

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