Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental
Autor(a) principal: | |
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Data de Publicação: | 2023 |
Tipo de documento: | Dissertação |
Idioma: | por |
Título da fonte: | Biblioteca Digital de Teses e Dissertações da UFMA |
Texto Completo: | https://tedebc.ufma.br/jspui/handle/tede/tede/4865 |
Resumo: | Behavior Analysis is a research and intervention program dedicated to the control and prediction of behavior. Among its multiple areas of activity, one can highlight Analytical- Behavioral Management, a field dedicated to the study of the performance of individuals, organizations and the universe of work. One of the pioneering performance management models in Behavior Analysis is Behavioral Engineering. This model proposes to map and manage the skills of individuals to achieve organizational and personal results. Competence is understood as a social construct composed of knowledge, skill and susceptibility to reinforcement, which depends on environmental support. The main method of mapping competences in Behavioral Engineering is observation of the exemplar's behavior, that is, that individual who best performs the task. The general objective of the study was to evaluate a model of competence mapping according to behavioral engineering and specifically to identify the potential for improvement (PPM) of salespeople in relation to the example and to identify, through a functional analysis, the environmental support for the sales behavior of the salesperson. copy. Initially, the seller with the highest number of sales in the last six months was identified as the “exemplary”. Subsequently, 14 sellers, the exemplary, his manager and three clients responded to an interview guide for mapping skills. Data collection lasted two months, the researcher went to the store once a week, one hour a day, in the afternoon shift in the field. In eight days, 16 observations of the selling behavior of the copy were carried out, lasting five minutes each, using the cursive recording technique. Data analysis included calculating the PPM between the exemplary salesperson and the other salespeople, mapping competencies and a functional analysis of the environmental support of the exemplary sales behavior. The results showed that sales of the copy were R$: 549,502.60 reais. The highest PPM identified was 0.437, which represented R$: 240,424.90 reais less than the copy and the lowest was 0.161, R$: 71,586.36 reais less than the copy. The store stopped selling a total of R$: 2,623,450.36 reais in six months, considering the difference in sales between the copy and other sellers. A total of 22 competencies were identified. The most cited were: Serving customers quickly, aiming to reach daily sales targets; Describe to the customer the cost-effectiveness of the products during the sales negotiation; Organize the product boxes in piles on the floor during the service; Regularly check for unattended customers in the store. The antecedents identified by the functional analysis of selling behavior that provide the environmental support for sales included: Previous experience of 20 years in sales; Manager inform salespeople about sales goals using assertive communication; and consequent: Offer bonuses/awards to employees with the best sales performance. In the manager's evaluation, the research presented well-described competencies. The study contributed both theoretically and methodologically to the field of Management by Competencies and Analytical-Behavioral Management, as it presented a pragmatic mapping model that could be replicated. In addition, it showed a direct relationship between the seller's behaviors and skills and their sales results. |
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MESQUITA, Alex Andradehttp://lattes.cnpq.br/1034656789201790MESQUITA, Alex Andradehttp://lattes.cnpq.br/1034656789201790RAMOS, Camila Carvalhohttp://lattes.cnpq.br/4681656913940932MATOS, Daniel Carvalho dehttp://lattes.cnpq.br/0492844264979729SÁ, Lucas Guimarães Cardoso dehttp://lattes.cnpq.br/8479886684573199http://lattes.cnpq.br/1351119009828657CUTRIM, Patricia Maria Pinheiro2023-08-04T09:57:57Z2023-04-06CUTRIM, Patricia Maria Pinheiro. Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental. 2023. 93 f. Dissertação( Programa de Pós-Graduação em Psicologia/CCH) - Universidade Federal do Maranhão, São Luís, 2023.https://tedebc.ufma.br/jspui/handle/tede/tede/4865Behavior Analysis is a research and intervention program dedicated to the control and prediction of behavior. Among its multiple areas of activity, one can highlight Analytical- Behavioral Management, a field dedicated to the study of the performance of individuals, organizations and the universe of work. One of the pioneering performance management models in Behavior Analysis is Behavioral Engineering. This model proposes to map and manage the skills of individuals to achieve organizational and personal results. Competence is understood as a social construct composed of knowledge, skill and susceptibility to reinforcement, which depends on environmental support. The main method of mapping competences in Behavioral Engineering is observation of the exemplar's behavior, that is, that individual who best performs the task. The general objective of the study was to evaluate a model of competence mapping according to behavioral engineering and specifically to identify the potential for improvement (PPM) of salespeople in relation to the example and to identify, through a functional analysis, the environmental support for the sales behavior of the salesperson. copy. Initially, the seller with the highest number of sales in the last six months was identified as the “exemplary”. Subsequently, 14 sellers, the exemplary, his manager and three clients responded to an interview guide for mapping skills. Data collection lasted two months, the researcher went to the store once a week, one hour a day, in the afternoon shift in the field. In eight days, 16 observations of the selling behavior of the copy were carried out, lasting five minutes each, using the cursive recording technique. Data analysis included calculating the PPM between the exemplary salesperson and the other salespeople, mapping competencies and a functional analysis of the environmental support of the exemplary sales behavior. The results showed that sales of the copy were R$: 549,502.60 reais. The highest PPM identified was 0.437, which represented R$: 240,424.90 reais less than the copy and the lowest was 0.161, R$: 71,586.36 reais less than the copy. The store stopped selling a total of R$: 2,623,450.36 reais in six months, considering the difference in sales between the copy and other sellers. A total of 22 competencies were identified. The most cited were: Serving customers quickly, aiming to reach daily sales targets; Describe to the customer the cost-effectiveness of the products during the sales negotiation; Organize the product boxes in piles on the floor during the service; Regularly check for unattended customers in the store. The antecedents identified by the functional analysis of selling behavior that provide the environmental support for sales included: Previous experience of 20 years in sales; Manager inform salespeople about sales goals using assertive communication; and consequent: Offer bonuses/awards to employees with the best sales performance. In the manager's evaluation, the research presented well-described competencies. The study contributed both theoretically and methodologically to the field of Management by Competencies and Analytical-Behavioral Management, as it presented a pragmatic mapping model that could be replicated. In addition, it showed a direct relationship between the seller's behaviors and skills and their sales results.A Análise do Comportamento é um programa de pesquisa e intervenção dedicada ao controle e previsão do comportamento. Dentre as áreas de atuação destaca-se a Gestão Analítico-Comportamental, que dedica estudo ao desempenho de indivíduos, organizações e do universo do trabalho. Um dos modelos pioneiros de gestão de desempenho na Análise do Comportamento é a Engenharia Comportamental, que se propõe a mapear e gerenciar competências dos indivíduos para o alcance dos resultados organizacionais e pessoais. Competência é entendida como um construtor social composto por conhecimento, habilidade e suscetibilidade ao reforçamento, que depende do suporte ambiental. O principal método de mapeamento de competências na Engenharia Comportamental é observação do comportamento do exemplar, indivíduo que realiza melhor a tarefa. O estudo teve como objetivo geral avaliar um modelo de mapeamento de competências segundo a engenharia comportamental e específicos identificar o potencial para melhora (PPM) dos vendedores em relação ao exemplar e identificar por meio de uma análise funcional o suporte ambiental para o comportamento de vender do exemplar. Foi identificado o vendedor com maior quantidade de vendas nos últimos seis meses o “exemplar”. Posteriormente, 14 vendedores, o exemplar, seu gerente e três clientes responderam a um roteiro de entrevista para mapeamento de competências. A coleta de dados durou dois meses, a pesquisadora foi à loja uma vez na semana, uma hora por dia, no turno vespertino a campo. Foram realizadas em oito dias 16 observações do comportamento de venda do exemplar, com duração de cinco minutos cada, utilizando a técnica de registro cursivo. A análise de dados incluiu o cálculo do PPM entre o vendedor exemplar e os demais vendedores, o mapeamento de competências e uma análise funcional do suporte ambiental do comportamento de venda do exemplar. Os resultados mostraram que as vendas do exemplar foram de R$: 549.502,60 reais. O maior PPM identificado foi de 0,437, o que representou R$: 240.424,90 reais a menos que o exemplar e o menor foi de 0,161, R$: 71.586,36 reais a menos que o exemplar. A loja deixou de vender no total de R$: 2.623.450,36 reais em seis meses considerando a diferença das vendas entre exemplar e demais vendedores. Foram identificadas 22 competências no total. As mais citadas foram: Atender aos clientes aproximando-se rapidamente objetivando o alcance das metas diárias de venda; Descrever para o cliente o custo-benefício dos produtos durante a negociação de venda e Organizar as caixas dos produtos em pilhas no chão durante o atendimento. Os antecedentes identificados pela análise funcional do comportamento de venda incluíram: Experiência prévia de 20 anos em vendas; Gerente informar aos vendedores sobre as metas de venda utilizando comunicação assertiva; e consequente: Oferecer bônus/ premiações aos funcionários com melhor desempenho de vendas. Na avaliação do gerente a pesquisa apresentou competências bem descritas. O estudo contribuiu teoricamente e metodologicamente para o campo da Gestão por Competências e da Gestão Analítico-Comportamental, pois apresentou um modelo de mapeamento pragmático e passível de replicação. Além disso, apresentou relação direta entre os comportamentos e competências do vendedor e seus resultados em vendas.Submitted by Jonathan Sousa de Almeida (jonathan.sousa@ufma.br) on 2023-08-04T09:57:57Z No. of bitstreams: 1 PATRICIAMARIAPINHEIROCUTRIM.pdf: 1058710 bytes, checksum: 8b3ef5369d793e0e879904a3031170a8 (MD5)Made available in DSpace on 2023-08-04T09:57:57Z (GMT). No. of bitstreams: 1 PATRICIAMARIAPINHEIROCUTRIM.pdf: 1058710 bytes, checksum: 8b3ef5369d793e0e879904a3031170a8 (MD5) Previous issue date: 2023-04-06application/pdfporUniversidade Federal do MaranhãoPROGRAMA DE PÓS-GRADUAÇÃO EM PSICOLOGIA/CCHUFMABrasilDEPARTAMENTO DE PSICOLOGIA/CCHOrganizational Behavior Management;Engenharia Comportamental;Mapeamento de CompetênciasOrganizational Behavior Management.Behavioral Engineering;Competency Mapping.ComportamentoPsicologiaMapeamento de competências de vendedores de acordo com um modelo da engenharia comportamentalMapping competencies of salespeople according to a behavioral engineering modelinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisinfo:eu-repo/semantics/openAccessreponame:Biblioteca Digital de Teses e Dissertações da UFMAinstname:Universidade Federal do Maranhão (UFMA)instacron:UFMAORIGINALPATRICIAMARIAPINHEIROCUTRIM.pdfPATRICIAMARIAPINHEIROCUTRIM.pdfapplication/pdf1058710http://tedebc.ufma.br:8080/bitstream/tede/4865/2/PATRICIAMARIAPINHEIROCUTRIM.pdf8b3ef5369d793e0e879904a3031170a8MD52LICENSElicense.txtlicense.txttext/plain; charset=utf-82255http://tedebc.ufma.br:8080/bitstream/tede/4865/1/license.txt97eeade1fce43278e63fe063657f8083MD51tede/48652023-08-04 06:57:57.752oai:tede2: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Biblioteca Digital de Teses e Dissertaçõeshttps://tedebc.ufma.br/jspui/PUBhttp://tedebc.ufma.br:8080/oai/requestrepositorio@ufma.br||repositorio@ufma.bropendoar:21312023-08-04T09:57:57Biblioteca Digital de Teses e Dissertações da UFMA - Universidade Federal do Maranhão (UFMA)false |
dc.title.por.fl_str_mv |
Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental |
dc.title.alternative.eng.fl_str_mv |
Mapping competencies of salespeople according to a behavioral engineering model |
title |
Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental |
spellingShingle |
Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental CUTRIM, Patricia Maria Pinheiro Organizational Behavior Management; Engenharia Comportamental; Mapeamento de Competências Organizational Behavior Management. Behavioral Engineering; Competency Mapping. Comportamento Psicologia |
title_short |
Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental |
title_full |
Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental |
title_fullStr |
Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental |
title_full_unstemmed |
Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental |
title_sort |
Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental |
author |
CUTRIM, Patricia Maria Pinheiro |
author_facet |
CUTRIM, Patricia Maria Pinheiro |
author_role |
author |
dc.contributor.advisor1.fl_str_mv |
MESQUITA, Alex Andrade |
dc.contributor.advisor1Lattes.fl_str_mv |
http://lattes.cnpq.br/1034656789201790 |
dc.contributor.referee1.fl_str_mv |
MESQUITA, Alex Andrade |
dc.contributor.referee1Lattes.fl_str_mv |
http://lattes.cnpq.br/1034656789201790 |
dc.contributor.referee2.fl_str_mv |
RAMOS, Camila Carvalho |
dc.contributor.referee2Lattes.fl_str_mv |
http://lattes.cnpq.br/4681656913940932 |
dc.contributor.referee3.fl_str_mv |
MATOS, Daniel Carvalho de |
dc.contributor.referee3Lattes.fl_str_mv |
http://lattes.cnpq.br/0492844264979729 |
dc.contributor.referee4.fl_str_mv |
SÁ, Lucas Guimarães Cardoso de |
dc.contributor.referee4Lattes.fl_str_mv |
http://lattes.cnpq.br/8479886684573199 |
dc.contributor.authorLattes.fl_str_mv |
http://lattes.cnpq.br/1351119009828657 |
dc.contributor.author.fl_str_mv |
CUTRIM, Patricia Maria Pinheiro |
contributor_str_mv |
MESQUITA, Alex Andrade MESQUITA, Alex Andrade RAMOS, Camila Carvalho MATOS, Daniel Carvalho de SÁ, Lucas Guimarães Cardoso de |
dc.subject.por.fl_str_mv |
Organizational Behavior Management; Engenharia Comportamental; Mapeamento de Competências Organizational Behavior Management. Behavioral Engineering; Competency Mapping. |
topic |
Organizational Behavior Management; Engenharia Comportamental; Mapeamento de Competências Organizational Behavior Management. Behavioral Engineering; Competency Mapping. Comportamento Psicologia |
dc.subject.cnpq.fl_str_mv |
Comportamento Psicologia |
description |
Behavior Analysis is a research and intervention program dedicated to the control and prediction of behavior. Among its multiple areas of activity, one can highlight Analytical- Behavioral Management, a field dedicated to the study of the performance of individuals, organizations and the universe of work. One of the pioneering performance management models in Behavior Analysis is Behavioral Engineering. This model proposes to map and manage the skills of individuals to achieve organizational and personal results. Competence is understood as a social construct composed of knowledge, skill and susceptibility to reinforcement, which depends on environmental support. The main method of mapping competences in Behavioral Engineering is observation of the exemplar's behavior, that is, that individual who best performs the task. The general objective of the study was to evaluate a model of competence mapping according to behavioral engineering and specifically to identify the potential for improvement (PPM) of salespeople in relation to the example and to identify, through a functional analysis, the environmental support for the sales behavior of the salesperson. copy. Initially, the seller with the highest number of sales in the last six months was identified as the “exemplary”. Subsequently, 14 sellers, the exemplary, his manager and three clients responded to an interview guide for mapping skills. Data collection lasted two months, the researcher went to the store once a week, one hour a day, in the afternoon shift in the field. In eight days, 16 observations of the selling behavior of the copy were carried out, lasting five minutes each, using the cursive recording technique. Data analysis included calculating the PPM between the exemplary salesperson and the other salespeople, mapping competencies and a functional analysis of the environmental support of the exemplary sales behavior. The results showed that sales of the copy were R$: 549,502.60 reais. The highest PPM identified was 0.437, which represented R$: 240,424.90 reais less than the copy and the lowest was 0.161, R$: 71,586.36 reais less than the copy. The store stopped selling a total of R$: 2,623,450.36 reais in six months, considering the difference in sales between the copy and other sellers. A total of 22 competencies were identified. The most cited were: Serving customers quickly, aiming to reach daily sales targets; Describe to the customer the cost-effectiveness of the products during the sales negotiation; Organize the product boxes in piles on the floor during the service; Regularly check for unattended customers in the store. The antecedents identified by the functional analysis of selling behavior that provide the environmental support for sales included: Previous experience of 20 years in sales; Manager inform salespeople about sales goals using assertive communication; and consequent: Offer bonuses/awards to employees with the best sales performance. In the manager's evaluation, the research presented well-described competencies. The study contributed both theoretically and methodologically to the field of Management by Competencies and Analytical-Behavioral Management, as it presented a pragmatic mapping model that could be replicated. In addition, it showed a direct relationship between the seller's behaviors and skills and their sales results. |
publishDate |
2023 |
dc.date.accessioned.fl_str_mv |
2023-08-04T09:57:57Z |
dc.date.issued.fl_str_mv |
2023-04-06 |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/masterThesis |
format |
masterThesis |
status_str |
publishedVersion |
dc.identifier.citation.fl_str_mv |
CUTRIM, Patricia Maria Pinheiro. Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental. 2023. 93 f. Dissertação( Programa de Pós-Graduação em Psicologia/CCH) - Universidade Federal do Maranhão, São Luís, 2023. |
dc.identifier.uri.fl_str_mv |
https://tedebc.ufma.br/jspui/handle/tede/tede/4865 |
identifier_str_mv |
CUTRIM, Patricia Maria Pinheiro. Mapeamento de competências de vendedores de acordo com um modelo da engenharia comportamental. 2023. 93 f. Dissertação( Programa de Pós-Graduação em Psicologia/CCH) - Universidade Federal do Maranhão, São Luís, 2023. |
url |
https://tedebc.ufma.br/jspui/handle/tede/tede/4865 |
dc.language.iso.fl_str_mv |
por |
language |
por |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Universidade Federal do Maranhão |
dc.publisher.program.fl_str_mv |
PROGRAMA DE PÓS-GRADUAÇÃO EM PSICOLOGIA/CCH |
dc.publisher.initials.fl_str_mv |
UFMA |
dc.publisher.country.fl_str_mv |
Brasil |
dc.publisher.department.fl_str_mv |
DEPARTAMENTO DE PSICOLOGIA/CCH |
publisher.none.fl_str_mv |
Universidade Federal do Maranhão |
dc.source.none.fl_str_mv |
reponame:Biblioteca Digital de Teses e Dissertações da UFMA instname:Universidade Federal do Maranhão (UFMA) instacron:UFMA |
instname_str |
Universidade Federal do Maranhão (UFMA) |
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UFMA |
institution |
UFMA |
reponame_str |
Biblioteca Digital de Teses e Dissertações da UFMA |
collection |
Biblioteca Digital de Teses e Dissertações da UFMA |
bitstream.url.fl_str_mv |
http://tedebc.ufma.br:8080/bitstream/tede/4865/2/PATRICIAMARIAPINHEIROCUTRIM.pdf http://tedebc.ufma.br:8080/bitstream/tede/4865/1/license.txt |
bitstream.checksum.fl_str_mv |
8b3ef5369d793e0e879904a3031170a8 97eeade1fce43278e63fe063657f8083 |
bitstream.checksumAlgorithm.fl_str_mv |
MD5 MD5 |
repository.name.fl_str_mv |
Biblioteca Digital de Teses e Dissertações da UFMA - Universidade Federal do Maranhão (UFMA) |
repository.mail.fl_str_mv |
repositorio@ufma.br||repositorio@ufma.br |
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1800303821875838976 |