Biography
Jose Novais Santos is associate professor at the Universidade de Lisboa (ISEG), where he lectures on industrial marketing, strategic management, and qualitative research in undergraduate, master, and doctoral programs. He holds a PhD in Management from the Universidade de Lisboa - ISEG Lisbon School of Economics and Management and is a member of the ADVANCE research center. His research interests include business networks, strategic alliances, and entrepreneurship. He has published articles in several journals, including Industrial Marketing Management, Technological Forecasting and Social Change, Journal of Business and Industrial Marketing, International Entrepreneurship and Management Journal, Journal of Business Research, and Service Business. Prior to joining the academy in 2016, he had 15 years of professional experience in the pharmaceutical industry.
Education
| 2016 | Doctorate of Business Administration, Sciences de Gestion, Management ISEG - Lisbon School of Economics and Management (Portugal) |
| 2011 | Master of Business Administration, Sciences de Gestion, Management ISEG, Universidade Técnica de Lisboa (Portugal) |
| 2003 | Bachelor of Science, Autre, Autre Instituto Superior de Ciências de Saúde (Portugal) |
Publications & Citations
Journal article
| Year | Title / Publication | Link |
|---|---|---|
| 2025 | Sustainability–driven changes in the business incubation industry JOURNAL OF BUSINESS & INDUSTRIAL MARKETING |
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| 2023 | Intertwining innovation and business networks for sustainable agricultural systems: A case study of carbon-neutral beef Technological Forecasting and Social Change |
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| 2022 | Buyer-supplier interactions in business services: variety in relational interfaces Service Business - An International Journal |
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| 2021 | The role of a strategic net in international entrepreneurship: overcoming the liabilities of foreignness and outsidership in the context of the Pharma industry International Entrepreneurship and Management Journal |
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| 2021 | Value of initial relationships in new business start-ups JOURNAL OF BUSINESS & INDUSTRIAL MARKETING |
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| 2021 | Development of dyadic relationships between competitors within multi-actor alliances Journal of Business and Industrial Marketing |
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| 2021 | Dynamic roles of suppliers in the specification of business services Technological Forecasting and Social Change |
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| 2021 | Linking joint value creation to the interplay of competition and cooperation: A fuzzy set approach Industrial Marketing Management |
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| 2018 | Understanding configurations of value creation functions in business relationships using a fuzzy-set QCA Journal of Business Research |
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| 2016 | Information exchange within horizontal relationships: a fuzzy-set approach to the role of companies’ characteristics Journal of Business Research |
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| 2015 | Business interaction between competitors – towards a model for analyzing strategic alliances IMP Journal |
Proceedings from scholarly meetings
| Year | Title / Publication | Link |
|---|---|---|
| 2024 | Internet Platforms as Digital Resources: A Network Approach Springer Nature Switzerland |
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| 2021 | Buyer-supplier interactions in business services: variety in relational interfaces ACIEK Conference |
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| 2019 | Formação de novos negócios: o valor dos relacionamentos numa perspetiva de redes 29th Jornadas Hispano Lusas de Gestón Científica – Emprendimiento, Estrategia y Conocimiento |
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| 2018 | Adaptation Effects on Coopetition XXVIII Jornadas Luso-Espanholas de Gestão Ciêntifica |
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| 2018 | Adaptation Effects on Coopetition IPG Politécnico da Guarda |
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| 2017 | Understanding configurations of value creation functions in business relationships using a fuzzy-set QCA Global Innovation and Knowledge Academy (GIKA 2017) proocedings |
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| 2016 | Information exchange within horizontal relationships: a fuzzy-set approach to the role of companies’ characteristics Global Innovation and Knowledge Academy (Proceedings GIKA 2016) |
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| 2015 | Horizontal relationship effect on companies internationalization 31st Annual IMP Conference - Kolding, Denmark |
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| 2015 | Coopetition within the horizontal relationship – A multiple case study on intercompetitor interaction 31st Annual IMP Conference - Kolding, Denmark |
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| 2014 | Horizontal Relationships Development: Theoretical model on strategic alliances progress 30th Annual IMP Conference |
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Teaching
2025/2026
| Semester | Course | Degree | Coordinator |
|---|---|---|---|
| 2º | Estratégia Empresarial | Licenciatura Bolonha em Ciências Militares Aeronáuticas - Administração Aeronáutica - Ciências Militares Aeronáuticas - Administração Aeronáutica, Licenciatura Bolonha em Matemática Aplicada à Economia e à Gestão - Matemática Aplicada à Economia e à Gestão, Licenciatura Bolonha em Economia - Economia, Licenciatura Bolonha em Estudos Gerais - Estudos Gerais, Licenciatura Bolonha em Gestão - Gestão2025 | Yes |
| 2º | Scenarios and Strategic Foresight | Licenciatura Bolonha em Matemática Aplicada à Economia e à Gestão - Matemática Aplicada à Economia e à Gestão, Licenciatura Bolonha em Management - Management2025, Licenciatura Bolonha em Economia - Economia, Licenciatura Bolonha em Economics - Economics, Licenciatura Bolonha em Finance - Finance2025, Licenciatura Bolonha em Gestão - Gestão2025 | Yes |
| 2º | Strategic Management | Licenciatura Bolonha em Management - Management2025, Licenciatura Bolonha em Economics - Economics, Licenciatura Bolonha em Finance - Finance2025 | Yes |
| 1º | Tópicos Avançados de Gestão | Doutoramento Bolonha em Gestão - Gestão | Yes |
| 1º | Técnicas Qualitativas de Investigação em Gestão | Doutoramento Bolonha em Gestão - Gestão | No |
| 2º | Industrial Marketing | Mestrado Bolonha em Industrial Management, Operations and Sustainability - Industrial Management, Operations and Sustainability, Mestrado Bolonha em Gestão e Estratégia Industrial - Gestão e Estratégia Industrial | Yes |
| 1º | Análise Qualitativa de Dados em Marketing | Mestrado Bolonha em Marketing - Marketing | Yes |
| Year | Student Name / Title / Institution | Supervision Type | Link |
|---|---|---|---|
| 2024/2025 | JOÃO PEDRO DURO MORAIS How and why new businesses engage in collaborative innovation projects: A case study on the Portuguese aeronautic sector Instituto Superior de Economia e Gestão |
Master | Ver |
| 2024/2025 | JOSÉ ARTUR MENDES RIBEIRO UNDERSTANDING DYNAMICS OF MARKET-SHAPING IN THE FRAGMENTED EUROPEAN ROAD FREIGHT MARKET Instituto Superior de Economia e Gestão |
Master | Ver |
| 2024/2025 | ANA LÚCIA PEDRO GOMES A business network perspective on the transition toward sustainable public services: A case study on electrical mobility Instituto Superior de Economia e Gestão |
Master | Ver |
| 2024/2025 | BEATRIZ DA SILVA COELHO O PAPEL DOS FORNECEDORES EM PROJETOS DE MARKETING DIGITAL: O CASO DA AUCHAN E A CRIAÇÃO DA SUA PRÓPRIA COMUNIDADE Instituto Superior de Economia e Gestão |
Master | Ver |
| 2024/2025 | ANA MATILDE LIDÓNIO MATIAS THE IMPACT OF SUSTAINABILITY-ORIENTED OFFERINGS ON CUSTOMER PERCEIVED VALUE: MULTIPLE CASE STUDIES ON COSMETIC RETAILERS Instituto Superior de Economia e Gestão |
Master | Ver |
| 2024/2025 | RODRIGO LEITÃO GONÇALVES DA SILVA The impact of Lean methodology on supply chain Instituto Superior de Economia e Gestão |
Master | Ver |
| 2024/2025 | BEATRIZ RICARDO CASTANHAS UNDERSTANDING THE LINK BETWEEN CIRCULAR STRATEGIES OF SUPPLIERS AND CUSTOMER-PERCEIVED VALUE Instituto Superior de Economia e Gestão |
Master | Ver |
| 2024/2025 | AFONSO AREZ DIAS DE CINTRA SEROMENHO The Influence of Inventory Management on Supplier Portfolios – A Case Study in the Social Sector Instituto Superior de Economia e Gestão |
Master | Ver |
| 2024/2025 | PEDRO MANUEL FIGUEIRA DE MATOS CARDOSO ALVES THE IMPACT OF AI-CRM ON THE SELLING PROCESS AND BUSINESS RELATIONSHIP DEVELOPMENT Instituto Superior de Economia e Gestão |
Master | Ver |
| 2023/2024 | INÊS PEREIRA FORNELOS DA SILVA CIRCULAR ECONOMY AND BUSINESS NETWORKS: A CASE STUDY ON A FASHION COMPANY ISEG - LISBOA SCHOOL OF ECONOMICS & MANAGEMENT |
Master | Ver |
| 2023/2024 | JOÃO MARTIM VICENTE MALAQUIAS CIRCULAR ECONOMY STRATEGIES IN THE OLIVE OIL INDUSTRY Instituto Superior de Economia e Gestão |
Master | Ver |
| 2023/2024 | MARIANA VALY MAMEDE CALHEIROS AGUIAR THE IMPACT OF TECHNOLOGIES OF INDUSTRY 4.0 AND SUSTAINABILITY ON MARITIME CONTAINER TRANSPORTATION NETWORK Instituto Superior de Economia e Gestão |
Master | Ver |
| 2023/2024 | CHRYSA GREGORIADE Understanding the impact of servitization on distribution networks in the automotive industry Instituto Superior de Economia e Gestão |
Master | Ver |
| 2023/2024 | SARA CATARINA GONÇALVES TEIXEIRA Business Relationships and Customer Value Proposition in Circular Economy Instituto Superior de Economia e Gestão |
Master | Ver |
| 2023/2024 | BERNARDO ALMEIDA SERRA CARVALHO BRÁS The development of alliances: a coopetition approach Instituto Superior de Economia e Gestão |
Master | Ver |
| 2022/2023 | JOÃO MIGUEL BARRADAS REIS The impact of financial dependency on business relationships: a case study Instituto Superior de Economia e Gestão |
Master | Ver |
| 2022/2023 | MARGARIDA JOSÉ SOUSA ABREU The influence of sustainability practices in supplier portfolio: A Case Study Instituto Superior de Economia e Gestão |
Master | Ver |
| 2022/2023 | MARIA ANA FÉLIX MORAIS Understanding segmentation of non-core business suppliers: a case study Instituto Superior de Economia e Gestão |
Master | Ver |
| 2022/2023 | KAROLINA MAZUREK VIEIRA DE AZEVEDO The impact of B-Corp certification on Supplier Relationships: multiple case studies of Portuguese companies Instituto Superior de Economia e Gestão |
Master | Ver |
| 2022/2023 | MIGUEL PENAS DO CARMO Circular economy through innovation within business networks: A Case Study on Returnable bottles Instituto Superior de Economia e Gestão |
Master | Ver |
| 2022/2023 | MARIA CAROLINA DE MELO MACHADO KADIC Relacionamentos empresariais na economia circular: Desafios na reimplementação de tara retornável Instituto Superior de Economia e Gestão |
Master | Ver |
| 2022/2023 | PEDRO MIGUEL PINTO FONSECA SILVA Power in buyer-supplier relationships: Multiple case studies in electronic retailing Instituto Superior de Economia e Gestão |
Master | Ver |
| 2022/2023 | MARTA SOFIA CORREIA FAUSTINO Business relationships with electronic marketplaces: multiple case studies involving micro and small firms Instituto Superior de Economia e Gestão |
Master | Ver |
| 2021/2022 | JOANA DOS ANJOS REBELO Relacionamentos empresariais entre produtores e prescritores no contexto da indústria farmacêutica Instituto Superior de Economia e Gestão |
Master | Ver |
| 2021/2022 | PATRÍCIA AIRES ESTEVES Key Account Management e a articulação de recursos: Casos de estudo Instituto Superior de Economia e Gestão |
Master | Ver |
| 2020/2021 | IVO ALEXANDRE BAPTISTA ROMEIRO Resposta Estratégica do Setor Empresarial do Estado à crise de 2008: O Caso Grupo Infraestruturas de Portugal Instituto Superior de Economia e Gestão |
Master | Ver |
| 2019/2020 | JOÃO PEDRO CARDOSO CRESPO Benefícios e Tensões em Relacionamentos de Coopetição da Indústria Farmacêutica Portuguesa |
Master | Ver |
| 2019/2020 | FREDERICO PEREIRA CAMPOS DE MOURA MARTINS PLATAFORMAS MULTILATERAIS E REDES EMPRESARIAIS DE MICRO E PEQUENAS EMPRESAS |
Master | Ver |
| 2019/2020 | ANITA MARISA LOUREIRO DA SILVA NATUREZA E TENSÕES EM COOPETIÇÃO: RELACIONAMENTOS ENTRE FARMÁCIAS |
Master | Ver |
| 2019/2020 | ANA CATARINA LAVRADOR HENRIQUES PLANO DE MARKETING DE UMA ONGD - ASSOCIAÇÃO EQUIPA D'ÁFRICA |
Master | Ver |
| 2019/2020 | BEATRIZ VIANA ANDREZ Gestão de Tensões Coopetitivas no Sector do Turismo |
Master | Ver |
| 2018/2019 | DANIELA DA CRUZ GONÇALVES Resposta Estratégica de Grupos Empresariais Portugueses à Crise Económica e Financeira |
Master | Ver |
| 2018/2019 | PEDRO MANUEL SIMÕES FERNANDES CONSUMER REACTION TO SUSTAINABLE FOOD CONSUMPTION: MOTIVATIONS SHAPPING MEAT CONSUMPTION FREQUENCY IN SEMI-VEGETARIANS |
Master | Ver |
| 2018/2019 | DANIELA FILIPA BERNARDES DA SILVA RELACIONAMENTOS DE COOPETIÇÃO: TENSÕES NO SETOR DE TURISMO EM PORTUGAL |
Master | Ver |
| 2018/2019 | MARIA BEIRÃO E BRANQUINHO OLIVEIRA MONTEIRO Resposta Estratégica dos Grupos Empresariais Portugueses à Crise do Subprime: Os Casos da Jerónimo Martins e da Sonae |
Master | Ver |
| 2018/2019 | PEDRO AMARO DOS SANTOS CASTEL-BRANCO PLANO DE MARKETING PARA A TRAMONTINA EM PORTUGAL |
Master | Ver |
| 2018/2019 | JOÃO DE ROURE ROQUETTE CASTANHEIRA INTENÇÃO DE COMPRA DE UMA MARCA DE LUXO: DESENVOLVIMENTO E TESTE DE UM MODELO CENTRADO NO VALOR DA MARCA |
Master | Ver |
| 2018/2019 | MARIA BEATRIZ DA SILVA RITA FERNANDES PLANO DE MARKETING PARA A DOUBLE RHINO - LANÇAMENTO DE UMA NOVA MARCA DE COSMÉTICA |
Master | Ver |
| 2017/2018 | ANA MARGARIDA LAIMA TAVARES The Impact of Portugal 2020 in the Make or Buy Decision Process: In Context of Digital Marketing Services |
Master | Ver |
| 2017/2018 | MARIANA DA FONSECA RAMOS A Influência da Web 2.0 no Processo de Venda: Caso de Estudo na Indústria Farmacêutica |
Master | Ver |
| 2017/2018 | INÊS MINEIRO PAIS The influence of mobile ad fraud in intercompany relationships - The Case of HangMyAds |
Master | Ver |
| 2017/2018 | ANDREIA FILIPA NEVES GANHO A influência da IOT no Desenvolvimento de Relacionamentos Empresariais |
Master | Ver |
Professional Experience
| Name / Description | Date | Organization |
|---|---|---|
| Member of the Coordination of the Bachelor in Management |
2023 | ISEG |
| Technical Director and Zone Manager |
2004 - 2017 | OCP Portugal - Produtos Farmacêuticos SA |
| Technical Director |
2003 - 2004 | Oliveira Leitão & Pena SA |