Selected Academic Publications

• Investor Orientation and Commitment in Outcomes-Based Public Service Contracts (with A. Caluz, V. Magnani, and M. Gibson)
  Public Administration Review (2026)

• Social impact bond-ing? Evidence on interorganizational relationships in social impact bonds across the United Kingdom (with E. De Gruyter, M. Gibson, E. Carter, and F. Rosenbach)
  Public Management Review (2026)

• Promotion at re-entry: gender-contingent configurations in boomerang careers (with P. Ferreira, and I. Nobuiuki)
  International Journal of Human Resource Management (2025)

• The Interplay of Discretion and Complexity in Public Contracting and Renegotiations (with C. Heinrich, S. Saussier and M. Shiva)
  Journal of Public Administration Research and Theory (2025)

• Herbert Simon's Legacy for Public Administration (with R. C. Gomes)
  Public Administration (2025)

• Contracting ‘Person-centred’ Working by Results: Street-level Managers and Frontline Experiences (with E. Carter, F. Rosenbach, and F. Van-Lier)
  Public Management Review (2025)

• Willingness to Include: Enabling Pro-Social Strategies in Private Settings (with A. D. Caluz)
  Long Range Planning (2024)

• Navigating contract renegotiations with sustainability at the helm: Societal benefits and transaction costs (with C. Heinrich, S. Saussier, and M. Shiva)
  International Journal of Commerce and Contracting (2023)

• The Credibility of Financial Committees and Information Usage: Trustworthy to Whom? (with A. Aquino, and D. Lima)
  Public Money and Management (2022)

Academic Publications in Leading Brazilian Journals

• The importance of time of response in organizational queries: investigating the perceptions of organizational politics (with A. Aquino, and V. Campos)
  Brazilian Business Review (2026) 

• How to make the four-day workweek work (with P. Gomes)
  GV Executivo (2025) 

• Triumph in the sky: how new entrants survive in the Brazilian air market post-deregulation (with M. Marcusso, M. Gama, and P. Ferreira)
  Iberoamerican Journal of Strategic Management (2025)

• The (unexerted) competencies of municipal legislative financial committees in Brazil (with A. Aquino)
  Brazilian Journal of Public Administration (2020)

Research Awards and Recognitions

• International Journal of Commerce and Contracting Best Paper Award (2025, award for best paper of the volume of 2023, for Navigating contract renegotiations with sustainability at the helm: Societal benefits and transaction costs).

• EnANPAD (Brazilian AoM) Annual Meeting Best Paper - Clóvis L. Machado-da-Silva Award (2024, for Bearing the Burden: The Effects of Corporate Social Irresponsibility on Employees).

• Distinguished Paper Award AoM (2022, The Strategic Management Division, in Organization Structure, Networks and Relational Strategies, for Beyond the Agreement: Dilemmas in Contracting for the Transfer of Management Practices).

• AoM Best Papers (2020, 2022, 2024)

• Insper PhD Scholarship (2016-2021)

Academy of Management Proceedings (Best Papers)

• Bearing the Burden: The Effects of Corporate Social Irresponsibility on Employees (with L. Azevedo-Rezende)
  Academy of Management Proceedings (2024)

• Beyond the Agreement: Dilemmas in Contracting for the Transfer of Management Practices (with S. Cabral, S. Lazzarini and R. Paes-de-Barros)
  Academy of Management Proceedings (2022)

• Opening the Black Box of Value Appropriation: The Appropriation Ability in Constrained Markets (with S. Cabral and A. Duarte)
  Academy of Management Proceedings (2020)

Technical Reports

•  4 Day Week Pilot in Brazil: Final Pilot Report (with R. Rivetti, B. Lerer, T. Perrone, and P. Ferreira)
  Reconnect Happiness at Work and FGV-EAESP (2024).
  Em português: Piloto da Semana de 4 Dias no Brasil: Relatório do Resultado Final do Pilloto.

• Life Chances Fund Second Stage Evaluation Report: Kirklees (with F. Rosenbach, and F. Van-Lier, and E. Carter)
  University of Oxford (Government Outcomes Lab), Department of Media, Culture and Sport - DCMS, UK Governemnt (2023)

• INDIGO Hack and Learn Technical and Learning Report
  University of Oxford (Government Outcomes Lab), University of Cape Town (Bertha Centre), Ashoka University (Centre for Social Impact and Philanthropy), University of Georgetown (Beeck Center of Social Impact and Innovation), Insper Institute of Education and Research (Insper Metricis), (2021)

Working papers 

• Disseminating Performance-Enhancing Initiatives in Cross-Sector Collaborations: The Role of Managers (with  S. Cabral, S. Lazzarini,  R.  Paes-de-Barros and B. Quélin; target: Strategy Science)
  Abstract:  Cross-sector collaborations (CSCs) are often designed to create and promote general externalities that benefit populations. While past research has examined the performance effects of organizational attributes of CSCs, we highlight the critical role of CSC managers in leveraging the general externalities that those collaborations generate. We conceptualize and gauge CSC managers’ transferability potential, a condition that enables the internalization and dissemination of performance-enhancing managerial initiatives introduced by the cross-sector partners. Our study empirically examines a CSC in education in which a nonprofit consulting partner assisted targeted public schools in improving their managerial initiatives (such as setting and monitoring performance targets), a process that was facilitated by the presence of dedicated CSC managers (public servants overseeing the implementation of the CSC in multiple school units). We find that CSC managers with high transferability potential improved the educational outcomes of not only the schools in the original agreement but also of the nontargeted schools outside the collaboration’s original scope. Our data also suggest that CSC managers seem to allocate asymmetric effort towards the nontargeted beneficiaries. Our research thus underscores the crucial role of CSC managers in bolstering general externalities and promoting the inclusion of broader population segments.

• Relational Strategies as Engines for Intertemporal Value Creation and Appropriation in Underserved Markets (with  S. Cabral, S. Lazzarini, A. Duarte; target: Management Science)
  Abstract:  There is a longstanding debate on how to address the needs of income-constrained individuals who may not be properly served or targeted by existing firms. While such underserved groups may represent opportunities for revenue growth, buyers in these settings often face resource constraints that create challenges for firms to create and appropriate value. In this paper, we theorize and test a relational mechanism explaining how experienced managers (sellers) dealing with underserved groups can intertemporally create and capture value. Leveraging a database with 138,874 negotiations of a dental services firm targeting income-constrained buyers and benefitting from a quasi-random sorting between sellers and buyers, we find that managers who specialized in dealing with constrained buyers offer more price discounts and close fewer deals in the short run, thus allowing them to focus on a close set of recurring buyers and appropriate long-term gains. Consistent with our proposed relational approach, this effect mainly occurs when there is lower seller competition. Therefore, our study unveils a mechanism through which firms can deal with the inherent difficulties of profitably operating in underserved markets. By learning how to target and operate in underserved markets, experienced and specialized managers can help organizations intertemporally appropriate value and, at the same time, benefit income-constrained buyers.