O impacto da liderança e motivação no desempenho de vendas
DOI:
https://doi.org/10.5585/remark.v23i3.23059Palabras clave:
liderança transformacional, liderança transacional, sistemas de controle, motivação dos vendedores, desempenho de vendasResumen
Objetivo: Investigar o impacto da liderança e motivação no desempenho de vendas.
Método: Este estudo fez uso da técnica da Modelagem de Equações Estruturais (MEE) com modelo de mensuração de Mínimos Quadrados Parciais (PLS). Um survey online foi realizado com vendedores em diversos setores da indústria nos Estados Unidos, o recorte de tempo foi transversal.
Originalidade/Relevância: Existem muitos estudos na área de vendas, mas nenhum deles correlacionou o comportamento de lideranças com sistemas de controle e motivação dos vendedores, para explicar a performance de vendas.
Resultados: Resultados indicam que a liderança transacional está relacionada com a motivação extrínseca, assim como a transformacional está relacionada com a intrínseca e estão positivamente correlacionadas com a performance. Além disso, o tipo de monitoramento comportamental (vs. resultado) está correlacionado com a motivação intrínseca (vs. extrínseca) e também ajudam a explicar a performance de vendas.
Contribuições teóricas: contribui com a literatura de vendas evidenciando que o tipo de monitoramento está relacionado com o sistema de controle da liderança, motivação e influenciam no comportamento dos vendedores.
Contribuições para a gestão: Contribuiu para vincular os comportamentos dos gerentes de vendas ao ambiente organizacional em que estão inseridos, examinando as relações dos sistemas de monitoramento e o desempenho dos vendedores.
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