OS EFEITOS NEGATIVOS DA EXPERIÊNCIA E DO CONTROLE NO DESEMPENHO DO VENDEDOR
| Autor: | Juliano Domingues da Silva, Valter da Silva Faia, Valter Afonso Vieira |
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| Jazyk: | English<br />Spanish; Castilian<br />Portuguese |
| Rok vydání: | 2016 |
| Předmět: | |
| Zdroj: | RAE: Revista de Administração de Empresas, Vol 56, Iss 6, Pp 626-640 (2016) |
| Druh dokumentu: | article |
| ISSN: | 0034-7590 2178-938X |
| Popis: | There is evidence that the greater the seller’s level of locomotion, the greater the sales performance. In this paper, we proposed that the high level of behavior-based control system undermines this positive relationship, due to the large amount of follow-ups of sellers’ actions, inhibiting them. Furthermore, we proposed that this moderated relationship becomes negative (worse) when there is high level of experience. This three-way moderation effect is explained by the organizational conflict from the control to the salespeople, which is consistent with literature on organizational socialization. We did a survey with salespeople working on retail stores. The results demonstrated that the seller’s level of locomotion is a predictor of sales performance, but that the high level of behavior-based control system reduces it. In addition, when there is a high experience, this relationship worsens, reducing the performance. |
| Databáze: | Directory of Open Access Journals |
| Externí odkaz: |
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