The negative effects of experience and control on salesperson’s performance

• Autor(a) principal: Silva, Juliano Domingues da
• Data de Publicação: 2016
• Outros Autores: Faia, Valter da Silva, Vieira, Valter Afonso
• Tipo de documento: Artigo
• Idioma: por
• Título da fonte: Revista de Administração de Empresas
• Texto Completo: https://periodicos.fgv.br/rae/article/view/64792
• topic: Control system; Behavior; Experience; Locomotion; Performance; Sistema de control; Comportamiento; Experiencia; Locomoción; Desempeño; Sistema de controle; Comportamento; Experiência; Locomoção; Desempenho

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.