Quando a potência do time necessita da autoeficácia e da venda adaptativa

Karin Borges Senra, Letícia Fernandes de Negreiros, Valter Afonso Vieira

Resumo


Objetivo: Sugerimos que o efeito da potência do time no desempenho não é somente direto, mas também mediado pelos mecanismos de autoeficácia e venda adaptativa. A Teoria Social Cognitiva explica essa mediação em série, pois o indivíduo que possui crenças nas suas habilidades de vendas (autoeficácia), molda seu comportamento congruente ao do cliente (venda adaptativa). Como consequência, os resultados de vendas são melhores.

Método: Foram coletados dados com funcionários da linha de frente do segmento bancário, que, por meio de análises multivariadas, confirmam as expectativas dos autores, para o desempenho individual e do time.

Originalidade/Relevância: A Teoria da Efetividade do Time tem mostrado que a potência do time aumenta positivamente o desempenho individual, contudo pouco se sabe sobre sua influência no desempenho do grupo. Em complemento, ainda é necessário compreender o poder explicativo do efeito da potência no desempenho.

Resultados: A potência influencia o desempenho tanto individual quanto do time por meio da autoeficácia e da venda adaptativa.

Contribuições teóricas/metodológicas: Este trabalho apresenta um avanço na literatura ao relacionar construtos do time com elementos individuais para a obtenção de desempenho individual e do time. Em complemento, contribui com a Teoria Social Cognitiva e com a Teoria da Efetividade do Time, ao elevar o poder de explicação da potência do time na determinação do desempenho de vendas.


Palavras-chave


Potência; Times; Desempenho; Autoeficácia; Venda adaptativa

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DOI: https://doi.org/10.5585/bmj.v18i1.3902

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