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

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

RAE - Revista de Administração de Empresas, 2016, vol. 56, issue 6

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.

Date: 2016
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