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You searched for subject:( Venda Desempenho). One record found.

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1. [No author]. O impacto do estilo de mobiliza????o do gestor na produtividade de equipes de venda .

Degree: 2006, Fundação Escola de Comércio Álvares Penteado

This work has sought to identify the relationship between management's mobilization styles and the productivity of the sales force in a pharmaceutical company. Sales Managers from large pharmaceutical companies were studied. The individual mobilization style of each manager was identified through the M.A.R.E.?? Motivational Guidelines and afterwards correlated to the marks given for productivity to his/her team as supplied by their individual companies, in order to identify the existing relationship between the results of the teams and the mobilization style of each of their leaders. It was noticed during the study that there was a great difference in behavior as regards the challenges faced by the team members on a day-to-day basis and how much the human factor was responsible for the results obtained. In order to adequately reflect on the leadership theme, this study was based on authors such as Bass, Bennis, Burns, Machiavelli, Nannus and Spector. As regards the motivational aspects, the authors chosen for reflection were Alderfer, Herzberg, Maslow, McClelland, McGregor, Mitchel, Sinha, Vroom, Zoltners and Zoltners. The Mobilization Styles identified were based on contributions made by Coda and Ricco as well as studies carried out by Erich Fromm. The use of performance indicators has facilitated the identification of the results of each team for comparison to the Mobilization Styles. This factor determines the importance of the use of standard criteria so as to have an appropriate measurement of the people evaluated as well as give fairness to the process and guarantee credibility in the system to those involved. The study shows that certain mobilization styles are associated to favorable sales results, whereas other styles are not as favorable to a better performance of the teams. The study associates better productivity to the Competitive style and demonstrates that the Collaborative style is not conducive to adequate results for the sales teams of pharmaceutical products. The results obtained suggest towards a continuity of this study, initially in institutions working in the same field as the one studied here, so as to verify the data identified. Afterwards, attempting to corroborate the relationship between Managers and Mobilization Styles in the sales areas of companies in other segments, and finally searching for this relationship in other areas of the company. Advisors/Committee Members: Coda, Roberto (advisor), CPF:83951075872 (advisor), http://lattes.cnpq.br/6458635489922755 (advisor).

Subjects/Keywords: Motiva????o no trabalho; Venda - Desempenho; Ind??stria farmac??utica - Estudo de casos; Performance; Pharmaceutical industry; Selling; Employee motivation

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APA (6th Edition):

author], [. (2006). O impacto do estilo de mobiliza????o do gestor na produtividade de equipes de venda . (Thesis). Fundação Escola de Comércio Álvares Penteado. Retrieved from http://132.0.0.61:8080/tede/handle/tede/309

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Chicago Manual of Style (16th Edition):

author], [No. “O impacto do estilo de mobiliza????o do gestor na produtividade de equipes de venda .” 2006. Thesis, Fundação Escola de Comércio Álvares Penteado. Accessed December 06, 2019. http://132.0.0.61:8080/tede/handle/tede/309.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

MLA Handbook (7th Edition):

author], [No. “O impacto do estilo de mobiliza????o do gestor na produtividade de equipes de venda .” 2006. Web. 06 Dec 2019.

Vancouver:

author] [. O impacto do estilo de mobiliza????o do gestor na produtividade de equipes de venda . [Internet] [Thesis]. Fundação Escola de Comércio Álvares Penteado; 2006. [cited 2019 Dec 06]. Available from: http://132.0.0.61:8080/tede/handle/tede/309.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Council of Science Editors:

author] [. O impacto do estilo de mobiliza????o do gestor na produtividade de equipes de venda . [Thesis]. Fundação Escola de Comércio Álvares Penteado; 2006. Available from: http://132.0.0.61:8080/tede/handle/tede/309

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

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