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Os efeitos negativos da experiência e do controle no desempenho do vendedor

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  • Silva, Juliano Domingues da
  • Faia, Valter da Silva
  • Vieira, Valter Afonso

Abstract

There is evidence that the greater the seller’s level of locomotion, the greater the sales performance. In this paper, we proposed that the high level of behavior-based control system undermines this positive relationship, due to the large amount of follow-ups of sellers’ actions, inhibiting them. Furthermore, we proposed that this moderated relationship becomes negative (worse) when there is high level of experience. This three-way moderation effect is explained by the organizational conflict from the control to the salespeople, which is consistent with literature on organizational socialization. We did a survey with salespeople working on retail stores. The results demonstrated that the seller’s level of locomotion is a predictor of sales performance, but that the high level of behavior-based control system reduces it. In addition, when there is a high experience, this relationship worsens, reducing the performance.

Suggested Citation

  • Silva, Juliano Domingues da & Faia, Valter da Silva & Vieira, Valter Afonso, 2016. "Os efeitos negativos da experiência e do controle no desempenho do vendedor," RAE - Revista de Administração de Empresas, FGV-EAESP Escola de Administração de Empresas de São Paulo (Brazil), vol. 56(6), November.
    • Handle: RePEc:fgv:eaerae:v:56:y:2016:i:6:a:64792
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