Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / This study aims to investigate how the Social and Environmental Investments and other actions of Corporate Social Responsability of the companies impact on organizational image of them before their customers. The theme is justified by the need to verify that such actions bring effective results in the quest for improved organizational image. For a better understanding of the topic, literature search was conducted on the topics of organizational image, Social Responsibility, Institutional Marketing and Communications. The company Natura Cosmetics SA was chosen as an object of study due to its strong performance in the social, environmental and cultural areas in the country. The actions carried out by the company were described in this study through a literature search conducted on the company s publications about the subject and segmented into three categories: Ecologic Marketing, Cultural Marketing, and Social Marketing. To achieve the objectives of the study, a survey was conducted with the consultants (sellers of products). This public was chosen because they are considered to be the first consumers of Natura s products. The survey was conducted through a questionnaire, developed from a hypothetical model of research adapted from Gonçalves Filho et al (2009). The results indicated that the activities better known by the respondents are the ones about ecology, which are directly related to the identity linked to natural products that do not harm the environment that the company transmits (therefore, they are well communicated) and the program "Believe to See, "which has a line of products aimed at raising funds to it, so the consultants are in frequent contact. The respondents were asked about their opinion on the investments and 99.2% have positive view, with only one respondent has indifferent vision. Moreover, 80% of respondents said that the realization of these actions positively affect their opinion on the company. The focus of the study, however, was to investigate the impact of specific actions, whereas other studies have already shown the impact of Social Responsibility actions in general. Thus, the consultants were asked about what actions impacted the most their opinion about the company. The results indicate that the activities that are better communicated are also those that most affect the opinion, especially those related to ecology and society. The actions related to culture, however, even when properly communicated don t have relevant return on image, compared to the returns of other kind of actions. The results, therefore, allowed to accept two hypotheses made (related to ecology and society) and refute one of the hypotheses (related to cultural activities). / O presente estudo tem como objetivo investigar a maneira como os Investimentos Socioambientais e demais ações de Responsabilidade Social Corporativa das empresas impactam na imagem organizacional delas perante seus consumidores. O tema justifica-se pela necessidade de verificar se tais ações trazem resultados efetivos na busca de melhoria de imagem organizacional. Para uma maior compreensão do tema, foi realizada pesquisa bibliográfica sobre os temas da imagem organizacional, Responsabilidade Social, Marketing e Comunicação Institucionais. A empresa Natura Cosméticos S.A. foi escolhida como objeto de estudo devido a sua forte atuação nas áreas social, ambiental e cultural no país. As ações realizadas pela empresa foram descritas neste estudo por meio de uma pesquisa bibliográfica nas publicações realizadas pela empresa sobre o tema e segmentadas em três modalidades: Marketing Ecológico, Marketing Cultural e Marketing Social. Para atingir os objetivos do estudo, foi realizada pesquisa survey com as consultoras (revendedoras de produtos) da empresa, público escolhido por serem consideradas as primeiras consumidoras dos produtos Natura. A survey se deu por meio da aplicação de questionário, elaborado a partir do modelo hipotético de pesquisa adaptado de Gonçalves Filho et al (2009). Os resultados indicam que as ações mais conhecidas pelas respondentes são as de cunho ecológico, que estão diretamente relacionadas com a identidade ligada a produtos naturais, que não agridem o meio ambiente que a empresa transmite (ou seja, são bem comunicadas) e o programa Crer para Ver , que possui uma linha de produtos direcionada a arrecadar fundos a ele, portanto as consultoras estão em freqüente contato. As respondentes foram questionadas a respeito de sua opinião sobre os investimentos e 99,2% afirmam ter visão positiva, sendo que apenas uma respondente tem visão indiferente. Além disso, 80% das respondentes afirmaram que a realização dessas ações afeta positivamente sua opinião em relação à empresa. O foco do estudo, entretanto, era verificar o impacto de ações específicas, visto que outros estudos já demonstraram o impacto de ações de Responsabilidade Social de maneira geral. Dessa forma, as consultoras foram questionadas a respeito de quais ações impactavam mais sua opinião em relação à empresa. Os resultados indicam que as ações mais bem comunicadas são também as que mais afetam a opinião, especialmente as relacionadas à ecologia e sociedade. As ações relacionadas à cultura, entretanto, mesmo quando propriamente comunicadas não apresentam retorno relevante em imagem, se comparado ao retorno das ações de outros cunhos. Os resultados, portanto, permitiram aceitar duas das hipóteses apresentadas (as relacionadas à ecologia e sociedade) e refutar uma das hipóteses (relacionada a ações culturais).

Les Grands Projets d’Infrastructure constituent un secteur économique majeur. Leur gouvernance a évolué, avec la sélection, de plus en plus fréquente, des grands fournisseurs, via des d’Appels d’Offres internationaux très normés, dans le cadre d’un contexte concurrentiel ouvert, et institutionnellement plus complexe. Face à cette évolution, les théories commerciales et marketing actuelles, apparaissent insuffisantes: elles font peu de cas des situations d’Appels d’Offres normés, et prennent insuffisamment en compte la complexité du système institutionnel, inhérent à ces Grand Projets. En outre ces deux faiblesses sont accentuées par la faible légitimité de l’action commerciale, face au Management de Projet et à l’institution Achats. Le recours aux théories néo-institutionnelles constitue une approche novatrice, permettant de prendre en compte le Grand Projet, comme un système complexe, dynamique et unique, qui s’institutionnalise progressivement (une notion qui diffère de celle de milieu). Cette posture permet de définir une nouvelle grille de lecture des relations entre les acteurs impliqués au sein de ces Grands Projets, et de proposer les principes d’une action commerciale proactive envers ce système institutionnel complexe. La thèse développe une méthodologie constructiviste, au travers de l’étude de deux cas concrets dans les infrastructures de télécommunications et du contrôle aérien, renforcée par des interviews de professionnels. Elle permet de proposer des recommandations, théoriques et pratiques, pour une action commerciale institutionnelle proactive, permettant aux industriels d’institutionnaliser leurs avantages compétitifs. Il s’agit d’une nouvelle approche commerciale, portée par un socle théorique intégrant des apports de la sociologie aux théories Commerciales & Marketing : un Néo-Marketing Institutionnel. / Large Infrastructure Projects’ stakes are major in terms of economics. Their governance has evolved over the past years, with formal Call for Tenders becoming a classic way to select suppliers, within a more competitive and institutionally complex environment. Current theoretical methodologies, structuring marketing & sales action, appear somewhat inappropriate to tackle this evolution: they neither really take into account the consequences of the very formal Call for Tenders, nor the institutional systemic complexity involved in such Large Projects; besides, Sales & Marketing suffer from a basic lack of legitimacy compared to Project Management and Purchasing, which carries on the powerful myth of Competition. Calling in New Organizational Institutionalism theories provides a new approach, allowing to consider such a Large Project as a complex, unique and dynamic institutional system, which institutionalizes itself progressively (a concept that differs from the so called milieu) Such an approach allows to define a new analysis methodology to asses interactions among all actors involved into the project, and to propose key principles for innovative proactive Sales & Marketing actions towards such complex institutional systems. This PhD research work develops a constructivist methodology based on interviews with key actors and in-depth analysis of two case studies in telecommunications and air traffic control infrastructure. The author proposes actual, theoretical and practical, areas for improvement of the Sales & Marketing methodology, allowing industrial corporations to institutionalize their competitive advantages. Ultimately, this research work leads to a new Sales approach, based on a theoretical framework, incorporating modern Sociology inputs into current Sales & Marketing theories: a New Institutional Marketing.

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