Os Fatores Preditores do Desempenho de Vendas: um estudo com vendedores atacadistas

Donassolo, Paulo Henrique; Matos, Celso Augusto de

doi:10.7819/rbgn.v16i52.1686

Cited by 8 publications

(7 citation statements)

References 18 publications

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“…The term effort was defined by Naylor et al [21] as “the amount of energy ‘spent’ on an act per unit of time.” In the sales and marketing domain, effort represents the amount of time and energy a salesperson devotes to the selling of a product or service, relative to another salesperson [22]. The effect of effort on performance has been considered by many researchers [22-24], with eﬀort being identified as a direct antecedent of performance in the research of salespeople [25]. As services are intangible, it is difficult to control their quality, compared with, for example, manufactured products.…”

Section: Introductionmentioning

confidence: 99%

The Effect of Online Effort and Reputation of Physicians on Patients’ Choice: 3-Wave Data Analysis of China’s Good Doctor Website

Deng¹,

Hong²,

Wei³

et al. 2019

J Med Internet Res

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BackgroundNowadays, patients are seeking physician information more frequently via the internet. Physician-rating websites (PRWs) have been recognized as the most convenient way to gain insight and detailed information about specific physicians before receiving consultation. However, little is known about how the information provided on PRWs may affect patients’ decisions to seek medical advice.ObjectiveThis study aimed to examine whether the physicians’ online efforts and their reputation have a relationship with patients’ choice of physician on PRWs.MethodsA model, based on social exchange theory, was developed to analyze the factors associated with the number of online patients. A 3-wave data collection exercise, covering 4037 physicians on China’s Good Doctor website, was conducted during the months of February, April, and June 2017. Increases in consultation in a 60-day period were used as the dependent variable, whereas 2 series of data were analyzed using linear regression modeling. The fixed-effect model was used to analyze the 3-wave data.ResultsThe adjusted R2 value in the linear regression models were 0.28 and 0.27, whereas in the fixed-effect model, it was .30. Both the linear regression and fixed-effect models yielded a good fit. A positive effect of physicians’ effort on the aggregated number of online patients was identified in all models (R2=0.30 and R2=0.37 in 2 regression models; R2=0.23 in fixed effect model; P<.001). The proxies of physicians’ reputations indicated different results, with total number of page views of physicians’ homepages (R2=0.43 and R2=0.46; R2=0.16; P<.001) and number of votes received (R2=0.33 and R2=0.27; R2=0.43; P<.001) being seen as positive. Virtual gifts were not significant in all models, whereas thank-you messages were only significant in the fixed-effect model (R2=0.11; P=.02). The effort made by physicians online is positively associated with their aggregated number of patients consulted, whereas the effect of a physician’s reputation remains uncertain. The control effect of a physician’s title and hospital’s level was not significant in all linear regressions.ConclusionsBoth the effort and reputation of physicians online contribute to the increased number of online patients’ consultation; however, the influence of a physician’s reputation varies. This may imply that physicians’ online effort and reputation are critical in attracting patients and that strategic manipulation of physician profiles is worthy of study. Practical insights are also discussed.

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Section: Introductionmentioning

confidence: 99%

The Effect of Online Effort and Reputation of Physicians on Patients’ Choice: 3-Wave Data Analysis of China’s Good Doctor Website

Deng¹,

Hong²,

Wei³

et al. 2019

J Med Internet Res

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“…As for performance in the sales context, the research seeks to identify the factors that most influence the salesperson's performance. Their importance may vary according to the product type and the context where sales are made (Donassolo & Matos, 2012). From two meta-analyses (Churchill et al, 1985;Verbeke et al, 2010) on the influencers of salespeople's performance, it appears that the primary influencers of performance are: personal, organizational, and environmental factors, motivation, aptitude, levels of skills, perception of their role within the organization and the sales process, knowledge related to the degree of adaptation, role ambiguity, cognitive skills and engagement at work.…”

Section: Performancementioning

confidence: 99%

Influence of Psychological Capital on the Gross Performance of Telesales Salespeople in a Wholesaler-Distributor Company

Costa,

Gomide Junior,

Oliveira-Silva

et al. 2023

Psic.: Teor. e Pesq.

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Raw performance and the factors that influence it is a relatively rare topic in Organizational and Work Psychology, especially in the context of Positive Organizational Behavior. This study aimed to verify whether psychological capital predicts the performance of salespeople in a wholesaler-distributor. The sample consisted of 237 salespeople who responded to the Inventory of Psychological Capital at Work (ICPT-25). The model test was performed through Structural Equation Modeling (SEM), which indicated that the proposed model, in which psychological capital predicted gross performance, was not corroborated. We argue that situational variables can be more robust predictors than individual variables. We propose that raw performance should be investigated with independent variables of a situational nature, such as leadership.

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“…Sabendo que os funcionários conseguem incorporar aos produtos e serviços oferecidos um diferencial, as empresas, por meio dos seus setores de recursos humanos, podem estar concentradas em recrutar e contratar pessoas competentes e capazes de colocar no mercado produtos e serviços satisfatoriamente competitivos perante os clientes (DONASSOLO, 2012).…”

Section: Recrutamento E Contrataçãounclassified

Quem Disse Berenice, Que Ser Gay É Ser Um Bom Vendedor De Lojas De Shopping?

Santos

Silva

Cassandre³

2017

ReCaPe

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Este trabalho tem como intuito compreender o padrão normativo da contratação de gays em lojas de shopping. Para isso, a contratação na percepção contratantes e dos contratados gays é analisada a partir das categorias de análise: físico, cognitivo, material, representacional e seus atributos em comum na contratação de funcionários gays. Foram entrevistados cinco contratantes e seis contratados de lojas de um shopping de Maringá. Os resultados encontrados mostram que, contratantes são instruídos e enxergam a necessidade de contratar vendedores gays, mas priorizam pelo perfil heteronormativo. Conclui-se que existe discriminação na contratação de gays e um padrão comportamental exigido pelas organizações. Palavras-chave:Contratação. Heteronormativo e Normatividade. ____________________________________ ABSTRACTThis paper aims to understand the normative pattern of hiring gays in shopping malls. For this, the contracting in the perception contractors and the gay contractors is analyzed from the categories of analysis: physical, cognitive, material, representational and their attributes in common in the hiring of gay employees. Five contractors and six employees from stores in a mall in Maringá were interviewed. The results show that contractors are trained and see the need to hire gay sellers, but prioritize the heteronormative profile. It is concluded that there is discrimination in the recruitment of gays and a behavioral standard required by the organizations.

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Os Fatores Preditores do Desempenho de Vendas: um estudo com vendedores atacadistas

Cited by 8 publications

References 18 publications

The Effect of Online Effort and Reputation of Physicians on Patients’ Choice: 3-Wave Data Analysis of China’s Good Doctor Website

The Effect of Online Effort and Reputation of Physicians on Patients’ Choice: 3-Wave Data Analysis of China’s Good Doctor Website

Influence of Psychological Capital on the Gross Performance of Telesales Salespeople in a Wholesaler-Distributor Company

Quem Disse Berenice, Que Ser Gay É Ser Um Bom Vendedor De Lojas De Shopping?

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