THE ASSOCIATION OF THE ATTITUDES OF CHIEFS AND CLIENTS WITH THE SELLER'S SATISFACTION WITH WORK
Autor(a) principal: | |
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Data de Publicação: | 2015 |
Outros Autores: | , |
Tipo de documento: | Artigo |
Idioma: | por |
Título da fonte: | Revista Eletrônica de Ciência Administrativa |
Texto Completo: | http://www.periodicosibepes.org.br/index.php/recadm/article/view/2232 |
Resumo: | This research investigates whether the attitudes of chiefs and clients affects the satisfaction of sellers with their job. For this, the INDSALES Scale, written by Childers and Ferrell (1979), was used. Two dimensions were worked on this scale, the chiefs and the clients. From this dimensions, a questionnaire was build, involving three circumscriptions: the satisfaction with work, the attitude of chiefs and the attitudes of clients. Data collected from 255 sellers were analyzed using descriptive statistics and a model of multiple linear regression. The results of the study revealed that the satisfaction of the seller with his work is associated whether the chief put in practice the ideas that the sellers give on work, if the sellers do not suffered any injustice by the chiefs, and to the demonstration of confidence and understanding of their work by the customer. As conclusion, these results may help managers to define their policies of sales management considering the relations between chief and seller in order to improve the effectiveness of these relations. |
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THE ASSOCIATION OF THE ATTITUDES OF CHIEFS AND CLIENTS WITH THE SELLER'S SATISFACTION WITH WORKA associação das atitudes de chefes e clientes com a satisfação dos vendedores com o trabalhoJobsatisfaction; Sales; INDSALESSatisfação com o trabalho; Vendas; INDSALESThis research investigates whether the attitudes of chiefs and clients affects the satisfaction of sellers with their job. For this, the INDSALES Scale, written by Childers and Ferrell (1979), was used. Two dimensions were worked on this scale, the chiefs and the clients. From this dimensions, a questionnaire was build, involving three circumscriptions: the satisfaction with work, the attitude of chiefs and the attitudes of clients. Data collected from 255 sellers were analyzed using descriptive statistics and a model of multiple linear regression. The results of the study revealed that the satisfaction of the seller with his work is associated whether the chief put in practice the ideas that the sellers give on work, if the sellers do not suffered any injustice by the chiefs, and to the demonstration of confidence and understanding of their work by the customer. As conclusion, these results may help managers to define their policies of sales management considering the relations between chief and seller in order to improve the effectiveness of these relations. Esta pesquisa pretendeu verificar se as atitudes dos chefes e clientes afetam a satisfação do vendedor com o trabalho. Para tanto, utilizou-se a Escala INDSALES, de autoria de Childers e Ferrell (1979), para trabalhar com duas dimensões dessa escala, os chefes e os clientes. A partir dessas dimensões, foi construído um questionário, envolvendo três construtos, a satisfação com o trabalho, as atitudes dos chefes e as atitudes dos clientes. Os dados coletados junto a 255 vendedores foram analisados usando estatística descritiva e um modelo de regressão linear múltipla. Os resultados do estudo revelaram que a satisfação do vendedor com o trabalho está associada ao chefe colocar em prática as ideias que os vendedores dão no trabalho; ao vendedor não sofrer injustiças vindas do chefe, à demonstração de confiança e a compreensão do seu trabalho por parte do cliente. Conclui-se, portanto, que esses resultados podem auxiliar os gestores a definirem suas políticas de gestão de vendas considerando as relações entre chefe e vendedor de modo a melhorar a eficácia dessas relações.Instituto Brasileiro de Estudos e Pesquisas Sociais - IBEPESLima, Ana Lúcia de OlivaMainardes, Emerson WagnerVigna, Joselita Pancine2015-09-01info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionapplication/pdfhttp://www.periodicosibepes.org.br/index.php/recadm/article/view/223210.21529/RECADM.2015015Revista Eletrônica de Ciência Administrativa; v. 14, n. 3 (2015): Setembro-Dezembro; 182-196Revista Eletrônica de Ciência Administrativa; v. 14, n. 3 (2015): Setembro-Dezembro; 182-196Revista Eletrônica de Ciência Administrativa; v. 14, n. 3 (2015): Setembro-Dezembro; 182-1961677-738710.21529/RECADM.20151403reponame:Revista Eletrônica de Ciência Administrativainstname:Faculdade Cenecista de Campo Largo (FACECLA)instacron:FACECLAporhttp://www.periodicosibepes.org.br/index.php/recadm/article/view/2232/867http://www.periodicosibepes.org.br/index.php/recadm/article/downloadSuppFile/2232/573http://www.periodicosibepes.org.br/index.php/recadm/article/downloadSuppFile/2232/574http://www.periodicosibepes.org.br/index.php/recadm/article/downloadSuppFile/2232/576Direitos autorais 2015 Ana Lúcia de Oliva Lima, Emerson Wagner Mainardes, Joselita Pancine Vignahttps://creativecommons.org/licenses/by/4.0info:eu-repo/semantics/openAccess2018-06-05T04:23:28Zoai:periodicosibepes.org.br:article/2232Revistahttp://www.periodicosibepes.org.br/recadmONGhttp://www.periodicosibepes.org.br/recadm/oairecadm.editor@ibepes.org.br1677-73871677-7387opendoar:2018-06-05T04:23:28Revista Eletrônica de Ciência Administrativa - Faculdade Cenecista de Campo Largo (FACECLA)false |
dc.title.none.fl_str_mv |
THE ASSOCIATION OF THE ATTITUDES OF CHIEFS AND CLIENTS WITH THE SELLER'S SATISFACTION WITH WORK A associação das atitudes de chefes e clientes com a satisfação dos vendedores com o trabalho |
title |
THE ASSOCIATION OF THE ATTITUDES OF CHIEFS AND CLIENTS WITH THE SELLER'S SATISFACTION WITH WORK |
spellingShingle |
THE ASSOCIATION OF THE ATTITUDES OF CHIEFS AND CLIENTS WITH THE SELLER'S SATISFACTION WITH WORK Lima, Ana Lúcia de Oliva Jobsatisfaction; Sales; INDSALES Satisfação com o trabalho; Vendas; INDSALES |
title_short |
THE ASSOCIATION OF THE ATTITUDES OF CHIEFS AND CLIENTS WITH THE SELLER'S SATISFACTION WITH WORK |
title_full |
THE ASSOCIATION OF THE ATTITUDES OF CHIEFS AND CLIENTS WITH THE SELLER'S SATISFACTION WITH WORK |
title_fullStr |
THE ASSOCIATION OF THE ATTITUDES OF CHIEFS AND CLIENTS WITH THE SELLER'S SATISFACTION WITH WORK |
title_full_unstemmed |
THE ASSOCIATION OF THE ATTITUDES OF CHIEFS AND CLIENTS WITH THE SELLER'S SATISFACTION WITH WORK |
title_sort |
THE ASSOCIATION OF THE ATTITUDES OF CHIEFS AND CLIENTS WITH THE SELLER'S SATISFACTION WITH WORK |
author |
Lima, Ana Lúcia de Oliva |
author_facet |
Lima, Ana Lúcia de Oliva Mainardes, Emerson Wagner Vigna, Joselita Pancine |
author_role |
author |
author2 |
Mainardes, Emerson Wagner Vigna, Joselita Pancine |
author2_role |
author author |
dc.contributor.none.fl_str_mv |
|
dc.contributor.author.fl_str_mv |
Lima, Ana Lúcia de Oliva Mainardes, Emerson Wagner Vigna, Joselita Pancine |
dc.subject.por.fl_str_mv |
Jobsatisfaction; Sales; INDSALES Satisfação com o trabalho; Vendas; INDSALES |
topic |
Jobsatisfaction; Sales; INDSALES Satisfação com o trabalho; Vendas; INDSALES |
description |
This research investigates whether the attitudes of chiefs and clients affects the satisfaction of sellers with their job. For this, the INDSALES Scale, written by Childers and Ferrell (1979), was used. Two dimensions were worked on this scale, the chiefs and the clients. From this dimensions, a questionnaire was build, involving three circumscriptions: the satisfaction with work, the attitude of chiefs and the attitudes of clients. Data collected from 255 sellers were analyzed using descriptive statistics and a model of multiple linear regression. The results of the study revealed that the satisfaction of the seller with his work is associated whether the chief put in practice the ideas that the sellers give on work, if the sellers do not suffered any injustice by the chiefs, and to the demonstration of confidence and understanding of their work by the customer. As conclusion, these results may help managers to define their policies of sales management considering the relations between chief and seller in order to improve the effectiveness of these relations. |
publishDate |
2015 |
dc.date.none.fl_str_mv |
2015-09-01 |
dc.type.none.fl_str_mv |
|
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://www.periodicosibepes.org.br/index.php/recadm/article/view/2232 10.21529/RECADM.2015015 |
url |
http://www.periodicosibepes.org.br/index.php/recadm/article/view/2232 |
identifier_str_mv |
10.21529/RECADM.2015015 |
dc.language.iso.fl_str_mv |
por |
language |
por |
dc.relation.none.fl_str_mv |
http://www.periodicosibepes.org.br/index.php/recadm/article/view/2232/867 http://www.periodicosibepes.org.br/index.php/recadm/article/downloadSuppFile/2232/573 http://www.periodicosibepes.org.br/index.php/recadm/article/downloadSuppFile/2232/574 http://www.periodicosibepes.org.br/index.php/recadm/article/downloadSuppFile/2232/576 |
dc.rights.driver.fl_str_mv |
Direitos autorais 2015 Ana Lúcia de Oliva Lima, Emerson Wagner Mainardes, Joselita Pancine Vigna https://creativecommons.org/licenses/by/4.0 info:eu-repo/semantics/openAccess |
rights_invalid_str_mv |
Direitos autorais 2015 Ana Lúcia de Oliva Lima, Emerson Wagner Mainardes, Joselita Pancine Vigna https://creativecommons.org/licenses/by/4.0 |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Instituto Brasileiro de Estudos e Pesquisas Sociais - IBEPES |
publisher.none.fl_str_mv |
Instituto Brasileiro de Estudos e Pesquisas Sociais - IBEPES |
dc.source.none.fl_str_mv |
Revista Eletrônica de Ciência Administrativa; v. 14, n. 3 (2015): Setembro-Dezembro; 182-196 Revista Eletrônica de Ciência Administrativa; v. 14, n. 3 (2015): Setembro-Dezembro; 182-196 Revista Eletrônica de Ciência Administrativa; v. 14, n. 3 (2015): Setembro-Dezembro; 182-196 1677-7387 10.21529/RECADM.20151403 reponame:Revista Eletrônica de Ciência Administrativa instname:Faculdade Cenecista de Campo Largo (FACECLA) instacron:FACECLA |
instname_str |
Faculdade Cenecista de Campo Largo (FACECLA) |
instacron_str |
FACECLA |
institution |
FACECLA |
reponame_str |
Revista Eletrônica de Ciência Administrativa |
collection |
Revista Eletrônica de Ciência Administrativa |
repository.name.fl_str_mv |
Revista Eletrônica de Ciência Administrativa - Faculdade Cenecista de Campo Largo (FACECLA) |
repository.mail.fl_str_mv |
recadm.editor@ibepes.org.br |
_version_ |
1797042422100787200 |