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Legitimidade cognitiva, acesso aos recursos e resultados organizacionais Legitimidad cognitiva, acceso a recursos, y resultados organizativos ABSTRACTPrevious research has demonstrated the importance of developing legitimacy initiatives in order to create new business opportunities, satisfy shareholders, and obtain access to resources. Within this framework, cognitive legitimacy plays a key role. Through a case study of six Spanish public universities, the authors measure the relationship between cognitive legitimacy, access to resources, and organizational results. The results support the assertion that organizations with more cognitive legitimacy have greater access to resources and improved their results. This study contributes with muchneeded empirical research on cognitive legitimacy and demonstrates its usefulness as an explanative factor of organizational success.KEYWORDS | Legitimacy, institutional theory, cognitive legitimacy, organizational results, resources acquisition. RESUMO Pesquisas prévias indicaram a importância de desenvolver iniciativas

The investment in training and the improvement in the professional's abilities should anticipate an evolution in the professional's performance, but how could we estimate the probability of performance improvement from a formative action? The present work tries to quantify this using a study on 447 surveys carried out by Overlap consultant firm to professionals of the sales force of one of its clients. With this information, an artificial intelligence model has been trained. This model quantifies the relationship between skills and training on the performance of the professional and allows to measure how the probability of a better performance would increase after a training course or improvement capacity. Thus, the artificial intelligence model can be used to define the optimal profile of the professional that should carry out this activity, a profile to seek in the selection processes and in the planning of the company's internal training.

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