An??lise dos valores pessoais e a influ??ncia no desempenho de vendas dos corretores de im??veis
Autor(a) principal: | |
---|---|
Data de Publicação: | 2015 |
Tipo de documento: | Tese |
Idioma: | por |
Título da fonte: | Biblioteca Digital de Teses e Dissertações da Uninove |
Texto Completo: | https://bibliotecatede.uninove.br/handle/tede/996 |
Resumo: | This work aims to verify the influence of the hierarchy of personal values in the sales performance of Realtors from the city of S??o Paulo. To this end, part of a rescue of the literature on the determinants of the performance of sales and the main constructs analyzed by researchers, noting the importance devoted to psychological factors. Using a quantitative research of descriptive nature and the withdrawal method, 169 collected questionnaires for the personal and professional profile analysis for realization of a longitudinal study. Regarding the second part of the survey, 143 forms were collected with the instrument C-VAT (Culture and Value Analysis Tool), developed by Nelson (2003), for the cross-sectional study. The results pointed to the growth in the number of professionals working in the sector, for the high level of satisfaction with the profession, the dimension of C-VAT is related to job performance; personal relationships and thought are related to poor performance; the dimension control is a category with common averages for the three groups performance; the highest average was for thought, for brokers with low performance; and, the lowest average was for brokers with superior performance in the category of personal relationships. Finally, Realtor profile with differentiated performance involves effort, quality, planning and flexibility. |
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Nelson, Reed Elliothttp://lattes.cnpq.br/1102913561025402Amorim , Maria Cristina Sancheshttp://lattes.cnpq.br/0355123036746708Kubo , Edson Keyso de Mirandahttp://lattes.cnpq.br/7102839820358192Silveira , Am??liahttp://lattes.cnpq.br/7530550147145928Lima , Edm??lson de Oliveirahttp://lattes.cnpq.br/270071688494741226689756890http://lattes.cnpq.br/6653700062986431Gines J??nior, Clovis Soler2015-05-11T13:32:58Z2015-02-27https://bibliotecatede.uninove.br/handle/tede/996This work aims to verify the influence of the hierarchy of personal values in the sales performance of Realtors from the city of S??o Paulo. To this end, part of a rescue of the literature on the determinants of the performance of sales and the main constructs analyzed by researchers, noting the importance devoted to psychological factors. Using a quantitative research of descriptive nature and the withdrawal method, 169 collected questionnaires for the personal and professional profile analysis for realization of a longitudinal study. Regarding the second part of the survey, 143 forms were collected with the instrument C-VAT (Culture and Value Analysis Tool), developed by Nelson (2003), for the cross-sectional study. The results pointed to the growth in the number of professionals working in the sector, for the high level of satisfaction with the profession, the dimension of C-VAT is related to job performance; personal relationships and thought are related to poor performance; the dimension control is a category with common averages for the three groups performance; the highest average was for thought, for brokers with low performance; and, the lowest average was for brokers with superior performance in the category of personal relationships. Finally, Realtor profile with differentiated performance involves effort, quality, planning and flexibility.Este trabalho tem por objetivo verificar a influ??ncia da dos valores pessoais no desempenho de vendas dos corretores de im??veis da cidade de S??o Paulo. Para tanto, parte de um resgate da literatura sobre os determinantes do desempenho de vendas e os principais constructos analisados pelos pesquisadores, constatando-se a import??ncia destinada aos fatores de ordem psicol??gica. Utilizando-se de uma pesquisa quantitativa de natureza descritiva e o m??todo de levantamento, coletaram-se 169 question??rios para a an??lise de perfil pessoal e profissional para realiza????o de um estudo longitudinal. Em rela????o ?? segunda parte da pesquisa, foram coletados 143 formul??rios com o instrumento C-VAT (Culture and Value Analysis Tool), desenvolvido por Nelson (2003), para o estudo transversal. Os resultados apontaram para o crescimento do n??mero de profissionais que atuam no segmento, para o alto ??ndice de satisfa????o com a profiss??o, que a dimens??odo C-VATtrabalho est?? relacionado com desempenho;rela????es pessoais e pensamento est??o relacionados com baixo desempenho; a dimens??o controle ?? uma categoria com m??dias comuns para os tr??s grupos de desempenho; a maior m??dia foi para pensamento, para os corretores com baixo desempenho; e, a menor m??dia foi para os corretores com desempenho superior na categoria rela????es pessoais. Por fim, o perfil do corretor de im??veis com desempenho diferenciado envolve esfor??o, qualidade, planejamento e flexibilidade.Submitted by Nadir Basilio (nadirsb@uninove.br) on 2015-05-11T13:32:58Z No. of bitstreams: 1 Clovis Soler Gines Junior.pdf: 2684451 bytes, checksum: cd00c023d8ed14fc0d3196d5218de5ef (MD5)Made available in DSpace on 2015-05-11T13:32:58Z (GMT). No. of bitstreams: 1 Clovis Soler Gines Junior.pdf: 2684451 bytes, checksum: cd00c023d8ed14fc0d3196d5218de5ef (MD5) Previous issue date: 2015-02-27application/pdfporUniversidade Nove de JulhoPrograma de P??s-Gradua????o em Administra????oUninoveBrasilAdministra????ocorretores de im??veisvalores pessoaisc-vatdesempenho em vendasrealtorspersonal valuesc-vatsales performanceCIENCIAS SOCIAIS APLICADAS::ADMINISTRACAOAn??lise dos valores pessoais e a influ??ncia no desempenho de vendas dos corretores de im??veisAnalysis of personal values and the influence on the sales performance of realtorsinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/doctoralThesis8024035432632778221600info:eu-repo/semantics/openAccessreponame:Biblioteca Digital de Teses e Dissertações da Uninoveinstname:Universidade Nove de Julho (UNINOVE)instacron:UNINOVEORIGINALClovis Soler Gines Junior.pdfClovis Soler Gines Junior.pdfapplication/pdf2684451http://localhost:8080/tede/bitstream/tede/996/2/Clovis+Soler+Gines+Junior.pdfcd00c023d8ed14fc0d3196d5218de5efMD52LICENSElicense.txtlicense.txttext/plain; charset=utf-82165http://localhost:8080/tede/bitstream/tede/996/1/license.txta29ee53e1b3208ad99592263fc80192aMD51tede/9962015-07-08 10:01:01.245oai:localhost:tede/996Tk9UQTogQ09MT1FVRSBBUVVJIEEgU1VBIFBSPz9QUklBIExJQ0VOPz9BCkVzdGEgbGljZW4/P2EgZGUgZXhlbXBsbyA/PyBmb3JuZWNpZGEgYXBlbmFzIHBhcmEgZmlucyBpbmZvcm1hdGl2b3MuCgpMSUNFTj8/QSBERSBESVNUUklCVUk/Pz8/TyBOPz9PLUVYQ0xVU0lWQQoKQ29tIGEgYXByZXNlbnRhPz8/P28gZGVzdGEgbGljZW4/P2EsIHZvYz8/IChvIGF1dG9yIChlcykgb3UgbyB0aXR1bGFyIGRvcyBkaXJlaXRvcyBkZSBhdXRvcikgY29uY2VkZSA/PyBVbml2ZXJzaWRhZGUgClhYWCAoU2lnbGEgZGEgVW5pdmVyc2lkYWRlKSBvIGRpcmVpdG8gbj8/by1leGNsdXNpdm8gZGUgcmVwcm9kdXppciwgIHRyYWR1emlyIChjb25mb3JtZSBkZWZpbmlkbyBhYmFpeG8pLCBlL291IApkaXN0cmlidWlyIGEgc3VhIHRlc2Ugb3UgZGlzc2VydGE/Pz8/byAoaW5jbHVpbmRvIG8gcmVzdW1vKSBwb3IgdG9kbyBvIG11bmRvIG5vIGZvcm1hdG8gaW1wcmVzc28gZSBlbGV0cj8/bmljbyBlIAplbSBxdWFscXVlciBtZWlvLCBpbmNsdWluZG8gb3MgZm9ybWF0b3MgPz91ZGlvIG91IHY/P2Rlby4KClZvYz8/IGNvbmNvcmRhIHF1ZSBhIFNpZ2xhIGRlIFVuaXZlcnNpZGFkZSBwb2RlLCBzZW0gYWx0ZXJhciBvIGNvbnRlPz9kbywgdHJhbnNwb3IgYSBzdWEgdGVzZSBvdSBkaXNzZXJ0YT8/Pz9vIApwYXJhIHF1YWxxdWVyIG1laW8gb3UgZm9ybWF0byBwYXJhIGZpbnMgZGUgcHJlc2VydmE/Pz8/by4KClZvYz8/IHRhbWI/P20gY29uY29yZGEgcXVlIGEgU2lnbGEgZGUgVW5pdmVyc2lkYWRlIHBvZGUgbWFudGVyIG1haXMgZGUgdW1hIGM/P3BpYSBhIHN1YSB0ZXNlIG91IApkaXNzZXJ0YT8/Pz9vIHBhcmEgZmlucyBkZSBzZWd1cmFuPz9hLCBiYWNrLXVwIGUgcHJlc2VydmE/Pz8/by4KClZvYz8/IGRlY2xhcmEgcXVlIGEgc3VhIHRlc2Ugb3UgZGlzc2VydGE/Pz8/byA/PyBvcmlnaW5hbCBlIHF1ZSB2b2M/PyB0ZW0gbyBwb2RlciBkZSBjb25jZWRlciBvcyBkaXJlaXRvcyBjb250aWRvcyAKbmVzdGEgbGljZW4/P2EuIFZvYz8/IHRhbWI/P20gZGVjbGFyYSBxdWUgbyBkZXA/P3NpdG8gZGEgc3VhIHRlc2Ugb3UgZGlzc2VydGE/Pz8/byBuPz9vLCBxdWUgc2VqYSBkZSBzZXUgCmNvbmhlY2ltZW50bywgaW5mcmluZ2UgZGlyZWl0b3MgYXV0b3JhaXMgZGUgbmluZ3U/P20uCgpDYXNvIGEgc3VhIHRlc2Ugb3UgZGlzc2VydGE/Pz8/byBjb250ZW5oYSBtYXRlcmlhbCBxdWUgdm9jPz8gbj8/byBwb3NzdWkgYSB0aXR1bGFyaWRhZGUgZG9zIGRpcmVpdG9zIGF1dG9yYWlzLCB2b2M/PyAKZGVjbGFyYSBxdWUgb2J0ZXZlIGEgcGVybWlzcz8/byBpcnJlc3RyaXRhIGRvIGRldGVudG9yIGRvcyBkaXJlaXRvcyBhdXRvcmFpcyBwYXJhIGNvbmNlZGVyID8/IFNpZ2xhIGRlIFVuaXZlcnNpZGFkZSAKb3MgZGlyZWl0b3MgYXByZXNlbnRhZG9zIG5lc3RhIGxpY2VuPz9hLCBlIHF1ZSBlc3NlIG1hdGVyaWFsIGRlIHByb3ByaWVkYWRlIGRlIHRlcmNlaXJvcyBlc3Q/PyBjbGFyYW1lbnRlIAppZGVudGlmaWNhZG8gZSByZWNvbmhlY2lkbyBubyB0ZXh0byBvdSBubyBjb250ZT8/ZG8gZGEgdGVzZSBvdSBkaXNzZXJ0YT8/Pz9vIG9yYSBkZXBvc2l0YWRhLgoKQ0FTTyBBIFRFU0UgT1UgRElTU0VSVEE/Pz8/TyBPUkEgREVQT1NJVEFEQSBURU5IQSBTSURPIFJFU1VMVEFETyBERSBVTSBQQVRST0M/P05JTyBPVSAKQVBPSU8gREUgVU1BIEFHPz9OQ0lBIERFIEZPTUVOVE8gT1UgT1VUUk8gT1JHQU5JU01PIFFVRSBOPz9PIFNFSkEgQSBTSUdMQSBERSAKVU5JVkVSU0lEQURFLCBWT0M/PyBERUNMQVJBIFFVRSBSRVNQRUlUT1UgVE9ET1MgRSBRVUFJU1FVRVIgRElSRUlUT1MgREUgUkVWSVM/P08gQ09NTyAKVEFNQj8/TSBBUyBERU1BSVMgT0JSSUdBPz8/P0VTIEVYSUdJREFTIFBPUiBDT05UUkFUTyBPVSBBQ09SRE8uCgpBIFNpZ2xhIGRlIFVuaXZlcnNpZGFkZSBzZSBjb21wcm9tZXRlIGEgaWRlbnRpZmljYXIgY2xhcmFtZW50ZSBvIHNldSBub21lIChzKSBvdSBvKHMpIG5vbWUocykgZG8ocykgCmRldGVudG9yKGVzKSBkb3MgZGlyZWl0b3MgYXV0b3JhaXMgZGEgdGVzZSBvdSBkaXNzZXJ0YT8/Pz9vLCBlIG4/P28gZmFyPz8gcXVhbHF1ZXIgYWx0ZXJhPz8/P28sIGFsPz9tIGRhcXVlbGFzIApjb25jZWRpZGFzIHBvciBlc3RhIGxpY2VuPz9hLgo=Biblioteca Digital de Teses e Dissertaçõeshttp://bibliotecatede.uninove.br/PRIhttp://bibliotecatede.uninove.br/oai/requestbibliotecatede@uninove.br||bibliotecatede@uninove.bropendoar:2015-07-08T13:01:01Biblioteca Digital de Teses e Dissertações da Uninove - Universidade Nove de Julho (UNINOVE)false |
dc.title.por.fl_str_mv |
An??lise dos valores pessoais e a influ??ncia no desempenho de vendas dos corretores de im??veis |
dc.title.alternative.eng.fl_str_mv |
Analysis of personal values and the influence on the sales performance of realtors |
title |
An??lise dos valores pessoais e a influ??ncia no desempenho de vendas dos corretores de im??veis |
spellingShingle |
An??lise dos valores pessoais e a influ??ncia no desempenho de vendas dos corretores de im??veis Gines J??nior, Clovis Soler corretores de im??veis valores pessoais c-vat desempenho em vendas realtors personal values c-vat sales performance CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
title_short |
An??lise dos valores pessoais e a influ??ncia no desempenho de vendas dos corretores de im??veis |
title_full |
An??lise dos valores pessoais e a influ??ncia no desempenho de vendas dos corretores de im??veis |
title_fullStr |
An??lise dos valores pessoais e a influ??ncia no desempenho de vendas dos corretores de im??veis |
title_full_unstemmed |
An??lise dos valores pessoais e a influ??ncia no desempenho de vendas dos corretores de im??veis |
title_sort |
An??lise dos valores pessoais e a influ??ncia no desempenho de vendas dos corretores de im??veis |
author |
Gines J??nior, Clovis Soler |
author_facet |
Gines J??nior, Clovis Soler |
author_role |
author |
dc.contributor.advisor1.fl_str_mv |
Nelson, Reed Elliot |
dc.contributor.advisor1Lattes.fl_str_mv |
http://lattes.cnpq.br/1102913561025402 |
dc.contributor.referee1.fl_str_mv |
Amorim , Maria Cristina Sanches |
dc.contributor.referee1Lattes.fl_str_mv |
http://lattes.cnpq.br/0355123036746708 |
dc.contributor.referee2.fl_str_mv |
Kubo , Edson Keyso de Miranda |
dc.contributor.referee2Lattes.fl_str_mv |
http://lattes.cnpq.br/7102839820358192 |
dc.contributor.referee3.fl_str_mv |
Silveira , Am??lia |
dc.contributor.referee3Lattes.fl_str_mv |
http://lattes.cnpq.br/7530550147145928 |
dc.contributor.referee4.fl_str_mv |
Lima , Edm??lson de Oliveira |
dc.contributor.referee4Lattes.fl_str_mv |
http://lattes.cnpq.br/2700716884947412 |
dc.contributor.authorID.fl_str_mv |
26689756890 |
dc.contributor.authorLattes.fl_str_mv |
http://lattes.cnpq.br/6653700062986431 |
dc.contributor.author.fl_str_mv |
Gines J??nior, Clovis Soler |
contributor_str_mv |
Nelson, Reed Elliot Amorim , Maria Cristina Sanches Kubo , Edson Keyso de Miranda Silveira , Am??lia Lima , Edm??lson de Oliveira |
dc.subject.por.fl_str_mv |
corretores de im??veis valores pessoais c-vat desempenho em vendas |
topic |
corretores de im??veis valores pessoais c-vat desempenho em vendas realtors personal values c-vat sales performance CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
dc.subject.eng.fl_str_mv |
realtors personal values c-vat sales performance |
dc.subject.cnpq.fl_str_mv |
CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
description |
This work aims to verify the influence of the hierarchy of personal values in the sales performance of Realtors from the city of S??o Paulo. To this end, part of a rescue of the literature on the determinants of the performance of sales and the main constructs analyzed by researchers, noting the importance devoted to psychological factors. Using a quantitative research of descriptive nature and the withdrawal method, 169 collected questionnaires for the personal and professional profile analysis for realization of a longitudinal study. Regarding the second part of the survey, 143 forms were collected with the instrument C-VAT (Culture and Value Analysis Tool), developed by Nelson (2003), for the cross-sectional study. The results pointed to the growth in the number of professionals working in the sector, for the high level of satisfaction with the profession, the dimension of C-VAT is related to job performance; personal relationships and thought are related to poor performance; the dimension control is a category with common averages for the three groups performance; the highest average was for thought, for brokers with low performance; and, the lowest average was for brokers with superior performance in the category of personal relationships. Finally, Realtor profile with differentiated performance involves effort, quality, planning and flexibility. |
publishDate |
2015 |
dc.date.accessioned.fl_str_mv |
2015-05-11T13:32:58Z |
dc.date.issued.fl_str_mv |
2015-02-27 |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/doctoralThesis |
format |
doctoralThesis |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
https://bibliotecatede.uninove.br/handle/tede/996 |
url |
https://bibliotecatede.uninove.br/handle/tede/996 |
dc.language.iso.fl_str_mv |
por |
language |
por |
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8024035432632778221 |
dc.relation.confidence.fl_str_mv |
600 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
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application/pdf |
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Universidade Nove de Julho |
dc.publisher.program.fl_str_mv |
Programa de P??s-Gradua????o em Administra????o |
dc.publisher.initials.fl_str_mv |
Uninove |
dc.publisher.country.fl_str_mv |
Brasil |
dc.publisher.department.fl_str_mv |
Administra????o |
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Universidade Nove de Julho |
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Biblioteca Digital de Teses e Dissertações da Uninove |
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