Avaliação de justiça e intenção de turnover em equipes de vendas: teste de um modelo teórico

Evandro Luiz Lopes, Sérgio Luiz do Amaral Moretti and Thomas Brashear Alejandro

RAE - Revista de Administração de Empresas, 2011, vol. 51, issue 6

Abstract: The theme of justice within in the context of the management of a sales team, albeit important for measuring the relationship and effectiveness of these teams, is little or never explored in Brazil. The main purpose of this work is to understand the relationship between the evaluation of justice in its four-dimensional constitution (informational, procedural, distributive and inter-personal) and the motivation, loyalty and turnover intention of sales teams. The field study was carried out by means of an electronic survey with a final sample of 194 respondents, all sales professionals. One of the academic contributions of the study was to propose a new scale for measuring perceived justice. Another contribution was that of enabling a more in-depth understanding of the multi-dimensional aspects of the perception of justice, loyalty, motivation and turnover intention. In this sense it provided evidence of the perceived justice in the psychological link between the sales team and the company.

Date: 2011
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