Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas

Detalhes bibliográficos
Autor(a) principal: Ramos, Luis André de Carvalho Soares da Gloria
Data de Publicação: 2022
Tipo de documento: Dissertação
Idioma: por
Título da fonte: Biblioteca Digital de Teses e Dissertações da UFRRJ
Texto Completo: https://rima.ufrrj.br/jspui/handle/20.500.14407/15286
Resumo: A liderança há muito tempo vem sendo pesquisada com o intuito de melhorar os resultados organizacionais. O treinamento de liderança pode transformar o gestor de vendas de uma empresa de forma que ele consiga potencializar o seu desenvolvimento para o alcance dos objetivos organizacionais e gerar resultados significativos. Apesar dessa evidência, algumas empresas comerciais ainda não investem no desenvolvimento de lideranças de vendas e não aproveitam todo o potencial de seus gestores. Este trabalho apresentou por objetivo analisar como a liderança pode auxiliar o gestor a aprimorar o seu relacionamento com a sua equipe de vendas para melhorar potencializar os desempenhos. Como procedimentos metodológicos, foi realizada uma pesquisa aplicada de abordagem qualitativa, descritiva e baseada em um estudo de caso em uma empresa de consultoria em vendas. Para a coleta de dados, foram utilizados a pesquisa documental e um questionário semi-estruturado que foi enviado pela mídia social WhatsApp. Para análise dos dados foi utilizada a técnica de análise de conteúdo. Por fim, a partir dos dados encontrados pode-se considerar que para o treinamento de gestores de equipes de vendas em líderes de alta performance é necessário o desenvolvimento de aulas síncronas por videoconferência, com o uso de estudo de casos e debates entre os participantes.
id UFRRJ-1_bad5801c83c4c004f907266b59c2228c
oai_identifier_str oai:rima.ufrrj.br:20.500.14407/15286
network_acronym_str UFRRJ-1
network_name_str Repositório Institucional da UFRRJ
repository_id_str
spelling Ramos, Luis André de Carvalho Soares da GloriaCova, Marcia Cristina Rodrigues006.172.627-30https://orcid.org/0000-0001-7477-5421http://lattes.cnpq.br/2757009092492002Cova, Marcia Cristina Rodrigues006.172.627-30https://orcid.org/0000-0001-7477-5421http://lattes.cnpq.br/2757009092492002Costa, Débora Vargas Ferreirahttps://orcid.org/0000-0002-6716-6959http://lattes.cnpq.br/8509529172867577Ferreira, Victor Cláudio Paradelahttps://orcid.org/0000-0001-9680-2451http://lattes.cnpq.br/4377823656746439134.675.257-50https://orcid.org/0000-0002-8654-8418http://lattes.cnpq.br/20094168734004062023-12-22T03:12:59Z2023-12-22T03:12:59Z2022-04-28RAMOS, Luis André de Carvalho Soares da Gloria. Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas. 2022. 101 f. Dissertação (Mestrado em Gestão e Estratégia) - Instituto de Ciências Sociais Aplicadas, Universidade Federal Rural do Rio de Janeiro, Seropédica, 2022.https://rima.ufrrj.br/jspui/handle/20.500.14407/15286A liderança há muito tempo vem sendo pesquisada com o intuito de melhorar os resultados organizacionais. O treinamento de liderança pode transformar o gestor de vendas de uma empresa de forma que ele consiga potencializar o seu desenvolvimento para o alcance dos objetivos organizacionais e gerar resultados significativos. Apesar dessa evidência, algumas empresas comerciais ainda não investem no desenvolvimento de lideranças de vendas e não aproveitam todo o potencial de seus gestores. Este trabalho apresentou por objetivo analisar como a liderança pode auxiliar o gestor a aprimorar o seu relacionamento com a sua equipe de vendas para melhorar potencializar os desempenhos. Como procedimentos metodológicos, foi realizada uma pesquisa aplicada de abordagem qualitativa, descritiva e baseada em um estudo de caso em uma empresa de consultoria em vendas. Para a coleta de dados, foram utilizados a pesquisa documental e um questionário semi-estruturado que foi enviado pela mídia social WhatsApp. Para análise dos dados foi utilizada a técnica de análise de conteúdo. Por fim, a partir dos dados encontrados pode-se considerar que para o treinamento de gestores de equipes de vendas em líderes de alta performance é necessário o desenvolvimento de aulas síncronas por videoconferência, com o uso de estudo de casos e debates entre os participantes.CAPES - Coordenação de Aperfeiçoamento de Pessoal de Nível SuperiorLeadership has long been researched in order to improve organizational results. Leadership training can transform a company's sales manager so that one can leverage his development to achieve organizational goals and generate significant results. Despite this evidence, some commercial companies still do not invest in the development of sales leadership and do not take advantage of the full potential of their managers. The objective of this work was to analyze how leadership can help managers improve their relationship with their sales team to improve performance. As methodological procedures, an applied research was carried out with a qualitative, descriptive approach and based on a case study in a sales consulting company. For data collection, documental research and a semi-structured questionnaire that was sent by the social media WhatsApp were used. For data analysis, the content analysis technique was used. Finally, from the data found, it can be considered that for the training of managers of sales teams in high performance leaders, it is necessary to develop synchronous classes by videoconference, with the use of case studies and debates between the participants.application/pdfporUniversidade Federal Rural do Rio de JaneiroPrograma de Pós-Graduação em Gestão e EstratégiaUFRRJBrasilInstituto de Ciências Sociais AplicadasTreinamentoLiderançaGestores de equipes de vendasTrainingLeadershipSales team managersAdministraçãoTreinamento de liderança como instrumento de desenvolvimento de equipes de vendasLeadership development as an instrument for the development of commercial and sales teamsinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisABBAS, Z.. Identification Of Factors And Their Impact On Employees' Training And Organizational Performance In Pakistan. Kasbit Journal Of Management & Social Science, v. 7(1), f. 93-109, 2014. ACELERAÇÃO DE VENDAS. Sobre a Aceleração de Vendas. Aceleração de Vendas. São Paulo, Brasil, 2021. Disponível em: https://aceleracaodevendas.com.br/sobre/. Acesso em: 15 jun. 2021. AL Karim, Rashed. Impact Of Different Training And Development Programs On Employee Performance In Bangladesh Perspective. International Journal Of Entrepreneurial Research 1(2); 8-14, 2019 Amor, A. M., Vázquez, J. P. A., & Faíña, J. A. (2020). Transformational leadership and work engagement: Exploring the mediating role of structural empowerment. European Management Journal, 38(1), 169-178. Andriani, S., Kesumawati, N., & Kristiawan, M.. The influence of the transformational leadership and work motivation on teachers performance. International Journal of Scientific & Technology Research, 7(7), 19-29, 2018 ANTONAKIS, John; DAY, David V.. The Nature of Leadership. SAGE Publications, v. 2, f. 292, 2011. 584 p. ANTONAKIS, John; HOUSE, Robert J.. Instrumental leadership: Measurement and extension of transformational–transactional leadership theory. The Leadership Quarterly,, v. 25, n. 4, p. 746-771, Aug 2014. Bakker, A. B., Hetland, J., Olsen, O. K., & Espevik, R.. Daily transformational leadership: A source of inspiration for follower performance?. European Management Journal, 2022. BARDIN, Laurence. Análise de conteúdo. 2011. BASS, Bernard M.; RIGGIO, Ronald E.. Transformational Leadership. Psychology Press, v. 3, f. 148, 2006. 296 p. BASS, Bernard M. Two Decades of Research and Development in Transformational Leadership. EUROPEAN JOURNAL OF WORK AND ORGANIZATIONAL PSYCHOLOGY, v. 8, n. 1, p. 9-32, 1998. BERNARTO, I., BACHTIAR, D., SUDIBJO, N., SURYAWAN, I. N., PURWANTO, A., & ASBARI, M. Effect Of Transformational Leadership, Perceived Organizational Support, Job Satisfaction Toward Life Satisfaction: Evidences From Indonesian Teachers, 2020 81 BIBI, P., AHMAD, A., & MAJID, A. H. A.. The impact of training and development and supervisor support on employees retention in academic institutions: the moderating role of work environment. Gadjah mada international journal of business, 20(1), 113-131, 2018 Budur, T. Effectiveness of transformational leadership among different cultures. International Journal of Social Sciences & Educational Studies, 7(3), 119-129, 2020. BUIL, I., MARTÍNEZ, E., & MATUTE, J.. Transformational Leadership And Employee Performance: The Role Of Identification, Engagement And Proactive Personality. International Journal Of Hospitality Management, 77, 64-75, 2019 CASTLE, Nicholas G. Turnover Begets Turnover. The Gerontologist, v. 45, n. 2, p. 186-195, 2005. Cole, G. A.. Personnel and human resource management. Cengage Learning EMEA, 2002. CHUNAWALLA, S. A.. Sales Management: With (personal Selling-- Salesmanship), f. 151. 2011. 301 p. De Cenzo, D. A., & Robbins, S. P.. Human resource management. New York, USA: John Wiley& Sons, 1996 DELERY, J. E., D. H. DOTY. 1996. Modes In Theorizing In Strategic Hrm: Tests Of Universalistic, Contingencies, And Configurational Performance Predictions. Academy Of Management Journal 39: 802-835, 1996. DEMIRTAS, O; AKDOGAN, A. A. The Effect of Ethical Leadership Behavior on Ethical Climate, Turnover Intention, and Affective Commitment. Journal of Business Ethics, v. 130, p. 59-67, 2015. DMITRUK, Hilda Beatriz (Org.). Cadernos metodológicos: diretrizes da metodologia científica. 5 ed. Chapecó: Argos, 2001. 123 p. ELÇI, M et al. he impact of ethical leadership and leadership effectiveness on employees’ turnover intention: The mediating role of work related stress. Procedia-Social and Behavioral Sciences, v. 58, p. 289-297, 2012. Eliyana, A., & Ma’arif, S.. Job satisfaction and organizational commitment effect in the transformational leadership towards employee performance. European Research on Management and Business Economics, 25(3), 144-150, 2019 Farahnak, L. R., Ehrhart, M. G., Torres, E. M., & Aarons, G. A.. The influence of transformational leadership and leader attitudes on subordinate attitudes and implementation success. Journal of Leadership & Organizational Studies, 27(1), 98-111, 2020. 82 Fartash, Kiarash; Davoudi, Seyed Mehdi Mousavi; Baklashova, Tatiana A.; Svechnikova, Natalia V.; Nikolaeva Yulia V.; Grimalskaya, Svetlana A.; Beloborodova Aleksandra V.. The impact of technology acquisition & exploitation on organizational innovation and organizational performance in knowledge-intensive organizations. Eurasia Journal of Mathematics, Science and Technology Education 14, no. 4 (2018): 1497-1507. FERNANDO, Martín-Alcázar; PEDRO, Romero-Fernandez; GONZALO, Sánchez- Gardey. Strategic Human Resource Management: Integrating the Universalistic, Contingent, Configurational and Contextual Perspectives. INT J HUM RESOUR MANAG, n. 16, p. 633- 659, 2005. Fikri, Muhamad Agung Ali; Asbari, Masduki; Purwanto Agus; Nugroho, Yunianto Agung; Waruwu, Hatoli; Fauji, Ahmad; Abdul Shobihi; Wahid Imam. A Mediation Role of Organizational of Learning on Relationship of Hard Skills, Soft Skills, Innovation and Performance: Evidence at Islamic School. EduPsyCouns: Journal of Education, Psychology and Counseling 2, no. 1 (2020): 398-423. Forgacs, L. Recruitment and retention across continents. Journal of Training and Development 63 (6): 40-44, 2009 Garavan, T. N.. Training, development, education and learning: different or the same?. Journal of European industrial training, 21(2), 39-50, 1997 Goddard, J A Critical Assessment of the High-Performance Paradigm. British Journal of Industrial Relations, 42, pp. 349-378. . Wood, S. (1999): Human resource management and performance, in International Journal of Management Review, I, 4, pp. 367-413, 2004 GOLEMAN, Daniel. Leadership That Gets Results. Harvard Business Review, mar-abr 2000. Gomez-Mejia, L. R., Balkin, D. B., & Cardy, R. L.. Managing human resources. London : Pearson/Prentice Hall, 2007. Halkos, G. E., & Tzeremes, N. G. (2009). High performance management: An illustrative example of sales departments’ productivity measurement. Management: journal of contemporary management issues, 14(1), 21-38. HAMEED AND WAHEED, employee development and its affect on employee performance‟, international journal of business and social sciences vol. 2 no. 13, 2011. HANCOCK, Bryan; SCHANINGER, Bill. HR says talent is crucial for performance—and the pandemic proves it: Five talent-management practices can help steer organizations through new ways of working and into the post-COVID-19 era. . McKinsey & Company, Jul 2020. HARRIS, K; WHEELER, A; KACMAR, K. M. The mediating role of organizational embeddedness in the LMX-outcomes relationships. The Leadership Quarterly, v. 22, p. 271- 281, 2011. 83 HERR, E.L.Career Development And Its Practice: A Historical Perspective - Industries Historical Review - Industry Overview. Career Development Quarterly, Mar 2001. HOLLENBECK, J. R., DERUE, D. S., & GUZZO, R.. Bridging The Gap Between I/O Research And Hr Practice: Improving Team Composition, Team Training, And Team Task Design. Human Resource Management: Published In Cooperation With The School Of Business Administration, The University Of Michigan And In Alliance With The Society Of Human Resources Management, 43(4), 353-36, 2014 INGRAM, Thomas N. et al. Sales Management: Analysis and Decision Making. 6 ed. Routledge, v. 1, f. 218, 2006. 433 p. JOBBER, David; LANCASTER, Geoffrey. Selling & Sales Management. 8 ed. Financial Times/Prentice Hall, f. 285, 2009. 569 p. JUDGE, T. A; PICCOLO, R. F; ILIES, R. The forgotten ones? The validity of consideration and initiating structure in leadership research. Journal of Applied Psychology, v. 89, p. 36-51, Jan 2004. Kaynak, H.. The relationship between total quality management practices and their effects on firm performance. Journal of operations management, 21(4), 405-435, 2003 Kathiravan, N., Devadasas, S. R. & Zakkeer, M. M.. Quality Oriented Improvement Training, Industrial and Data Systems. Emerald Group Publishers, 106(3), 380-406, 2006 Kirkman, B. L., Lowe, K, Young, D. P. High-performance work organizations: Definitions, practices, and an annotated bibliography, Greensboro, North Carolina, Center for Creative Leadership, 1999 KLEIMAN, L. S.. Human Resource Management: A Managerial Tool For Competitive Advantage. Kendall Hunt Publishing Company, 2000. KOUZES, James M; POSNER, Barry Z.. An Instructor’s Guide to The Leadership Challenge. 1 ed. JOSSEY-BASS PUBLISHERS, f. 53, 1995. 106 p. Lai, F. Y., Tang, H. C., Lu, S. C., Lee, Y. C., & Lin, C. C.. Transformational leadership and job performance: The mediating role of work engagement. Sage Open, 10(1), 2020 LAING. Impact Of Training And Development On Employee Performance‟, Institute Of Distance Learning-Knust, 2009 LIKERT, Rensis. New Patterns of Management. New York : McGraw-Hill, f. 140, 1951. 279 p. MASADEH, mousa. Training, education, development and learning: what is the difference?. 8, 2012. 84 MASLOW, Abraham. A theory of human motivation. Psychological Review, p. 370-396, 1 Jul 1943. MATHIS, Robert L.; JACKSON, John H.. Human Resource Management. Cengage Learning, f. 332, 2010. 664 p. MERCHANT. The Role of Career Development In Improving Organizational Effectiveness And Employee Development, 1995 MITCHELL, T. R et al. Why people stay: Using job embeddedness to predict voluntary turnover. Academy of Management Journal, v. 44, p. 1102-1121, 2001. MOSCON, Daniela C. B.. As relações entre a liderança e estabelecimento de vínculos do trabalhador nas organizações, v. 1, f. 152. 2013. 304 p Tese, Universidade Federal da Bahia, Salvador, BA, 2013. MOZZATO, A. R.; GRZYBOVSKI, D. Análise de conteúdo como técnica de análise de dados qualitativos no campo da administração: potencial e desafios. s. Revista de Administração Contemporânea, Curitiba, v. 15, n. 4, p. 731-747, 2011. NORTHOUSE, Peter G. Leadership: Theory and Practice. SAGE Publications, f. 300, 2021. 600 p. Para-González, L., Jiménez-Jiménez, D., & Martínez-Lorente, A. R.. Exploring the mediating effects between transformational leadership and organizational performance. Employee Relations, 2018 PARÉ, G., M. TREMBLAY.. The Influence Of High-Involvement Human Resources Practices, Procedural Justice, Organizational Commitment, And Citizenship Behaviors On Information Technology Professionals’ Turnover Intentions. Group And Organization Management 32 (3): 326-357, 2007 POWERS, Thomas L; DECARLO, Thomas E; GUPTE, Gouri. An Update on the Status of Sales Management Training. Journal of Personal Selling & Sales Management, v. XXX, n. 4, p. 319-326, Outono 2010. PRANAV, Parijat; BAGGA, Shilpi. Victor Vroom’s Expectancy Theory of Motivation : An Evaluation. International Research Journal of Business and Management, v. 7, n. 9, p. 1- 8, Set 2014. Samuel, M. O., e C. Chipunza. Employee retention and turnover: using motivational variables as a panacea. African Journal of Business Management 3 (8): 410-415, 2009 SARI, F. O. Effects of employee trainings on the occupational safety and health in accommodation sector. Procedia Soc. Behav. Sci., 1, 1865-1870, 2009 85 Schuler, R. S., and I. C. MacMillan.. Gaining competitive advantage through human resource management practices. Human Resource Management 23 (3): 241-255, 1984 Shafi, M., Lei, Z., Song, X., & Sarker, M. N. I. (2020). The effects of transformational leadership on employee creativity: Moderating role of intrinsic motivation. Asia Pacific Management Review, 25(3), 166-176. Shepard, J. R. & Greene, W.. Sociology and You. Ohio: Glencoe McGraw-Hill, 2003 SWEENEY, Anne, CLARKE, Nicholas, HIGGS, Malcolm. Shared leadership in commercial organizations: A systematic review of definitions, theoretical frameworks and organizational outcomes. International Journal of Management Reviews 21, no. 1 (2019): 115-136. THOMPSON, Neil. People Management. Macmillan International Higher Education, v. 1, f. 180, 2013. 360 p. Top, C., Abdullah, B. M. S., & Faraj, A. H. M. Transformational leadership impact on employees performance. Eurasian Journal of Management & Social Sciences, 1(1), 49-59, 2020. VROOM, Victor H; JAGO, Arthur G. The Role of the Situation in Leadership. American Psychologist, v. 62, n. 1, p. 17-24, jan 2007. WALDMAN, D. A; CARTER, M. Z; HOM, P. W. A Multilevel Investigation of Leadership and Turnover Behavior. Journal of Management, v. 44, n. 6, 5 Oct 2012. White, M., Hill, S., McGovern, P., Mills, C., & Smeaton, D. (2003). ‘High‐ performance’management practices, working hours and work–life balance. British journal of industrial Relations, 41(2), 175-195. YOUNAS, W., FAROOQ, M., KHALIL-UR-REHMAN, F., & ZREEN, A.. The Impact Of Training And Development On Employee Performance. Iosr Journal Of Business And Management (Iosr-Jbm), 20(7), 20-23, 2018 Yue, C. A., Men, L. R., & Ferguson, M. A.. Bridging transformational leadership, transparent communication, and employee openness to change: The mediating role of trust. Public relations review, 45(3), 2019. YUKL, G.A. How leaders influence organizational effectiveness. The Leadership Quarterly, v. 19, p. 708-722, Set 2018.https://tede.ufrrj.br/retrieve/74793/2022%20-%20Lu%c3%ads%20Andr%c3%a9%20de%20Carvalho%20Soares%20da%20Gloria%20Ramos.pdf.jpghttps://tede.ufrrj.br/jspui/handle/jspui/6928Submitted by Leticia Schettini (leticia@ufrrj.br) on 2023-09-19T15:24:45Z No. of bitstreams: 1 2022 - Luís André de Carvalho Soares da Gloria Ramos.pdf: 1378934 bytes, checksum: ecf75d2c5120d3d9e9fbb75785866a63 (MD5)Made available in DSpace on 2023-09-19T15:24:45Z (GMT). No. of bitstreams: 1 2022 - Luís André de Carvalho Soares da Gloria Ramos.pdf: 1378934 bytes, checksum: ecf75d2c5120d3d9e9fbb75785866a63 (MD5) Previous issue date: 2022-04-28info:eu-repo/semantics/openAccessreponame:Biblioteca Digital de Teses e Dissertações da UFRRJinstname:Universidade Federal Rural do Rio de Janeiro (UFRRJ)instacron:UFRRJTHUMBNAIL2022 - Luís André de Carvalho Soares da Gloria Ramos.pdf.jpgGenerated Thumbnailimage/jpeg1943https://rima.ufrrj.br/jspui/bitstream/20.500.14407/15286/1/2022%20-%20Lu%c3%ads%20Andr%c3%a9%20de%20Carvalho%20Soares%20da%20Gloria%20Ramos.pdf.jpgcc73c4c239a4c332d642ba1e7c7a9fb2MD51TEXT2022 - Luís André de Carvalho Soares da Gloria Ramos.pdf.txtExtracted Texttext/plain186357https://rima.ufrrj.br/jspui/bitstream/20.500.14407/15286/2/2022%20-%20Lu%c3%ads%20Andr%c3%a9%20de%20Carvalho%20Soares%20da%20Gloria%20Ramos.pdf.txt4c8d20e57c1a2e6a14bf5ab2d349695aMD52ORIGINAL2022 - Luís André de Carvalho Soares da Gloria Ramos.pdf2022 - Luís André de Carvalho Soares da Gloria Ramosapplication/pdf1378934https://rima.ufrrj.br/jspui/bitstream/20.500.14407/15286/3/2022%20-%20Lu%c3%ads%20Andr%c3%a9%20de%20Carvalho%20Soares%20da%20Gloria%20Ramos.pdfecf75d2c5120d3d9e9fbb75785866a63MD53LICENSElicense.txttext/plain2089https://rima.ufrrj.br/jspui/bitstream/20.500.14407/15286/4/license.txt7b5ba3d2445355f386edab96125d42b7MD5420.500.14407/152862023-12-22 00:12:59.987oai:rima.ufrrj.br:20.500.14407/15286Tk9UQTogQ09MT1FVRSBBUVVJIEEgU1VBIFBSP1BSSUEgTElDRU4/QQpFc3RhIGxpY2VuP2EgZGUgZXhlbXBsbyA/IGZvcm5lY2lkYSBhcGVuYXMgcGFyYSBmaW5zIGluZm9ybWF0aXZvcy4KCkxJQ0VOP0EgREUgRElTVFJJQlVJPz9PIE4/Ty1FWENMVVNJVkEKCkNvbSBhIGFwcmVzZW50YT8/byBkZXN0YSBsaWNlbj9hLCB2b2M/IChvIGF1dG9yIChlcykgb3UgbyB0aXR1bGFyIGRvcyBkaXJlaXRvcyBkZSBhdXRvcikgY29uY2VkZSA/IFVuaXZlcnNpZGFkZSAKWFhYIChTaWdsYSBkYSBVbml2ZXJzaWRhZGUpIG8gZGlyZWl0byBuP28tZXhjbHVzaXZvIGRlIHJlcHJvZHV6aXIsICB0cmFkdXppciAoY29uZm9ybWUgZGVmaW5pZG8gYWJhaXhvKSwgZS9vdSAKZGlzdHJpYnVpciBhIHN1YSB0ZXNlIG91IGRpc3NlcnRhPz9vIChpbmNsdWluZG8gbyByZXN1bW8pIHBvciB0b2RvIG8gbXVuZG8gbm8gZm9ybWF0byBpbXByZXNzbyBlIGVsZXRyP25pY28gZSAKZW0gcXVhbHF1ZXIgbWVpbywgaW5jbHVpbmRvIG9zIGZvcm1hdG9zID91ZGlvIG91IHY/ZGVvLgoKVm9jPyBjb25jb3JkYSBxdWUgYSBTaWdsYSBkZSBVbml2ZXJzaWRhZGUgcG9kZSwgc2VtIGFsdGVyYXIgbyBjb250ZT9kbywgdHJhbnNwb3IgYSBzdWEgdGVzZSBvdSBkaXNzZXJ0YT8/byAKcGFyYSBxdWFscXVlciBtZWlvIG91IGZvcm1hdG8gcGFyYSBmaW5zIGRlIHByZXNlcnZhPz9vLgoKVm9jPyB0YW1iP20gY29uY29yZGEgcXVlIGEgU2lnbGEgZGUgVW5pdmVyc2lkYWRlIHBvZGUgbWFudGVyIG1haXMgZGUgdW1hIGM/cGlhIGEgc3VhIHRlc2Ugb3UgCmRpc3NlcnRhPz9vIHBhcmEgZmlucyBkZSBzZWd1cmFuP2EsIGJhY2stdXAgZSBwcmVzZXJ2YT8/by4KClZvYz8gZGVjbGFyYSBxdWUgYSBzdWEgdGVzZSBvdSBkaXNzZXJ0YT8/byA/IG9yaWdpbmFsIGUgcXVlIHZvYz8gdGVtIG8gcG9kZXIgZGUgY29uY2VkZXIgb3MgZGlyZWl0b3MgY29udGlkb3MgCm5lc3RhIGxpY2VuP2EuIFZvYz8gdGFtYj9tIGRlY2xhcmEgcXVlIG8gZGVwP3NpdG8gZGEgc3VhIHRlc2Ugb3UgZGlzc2VydGE/P28gbj9vLCBxdWUgc2VqYSBkZSBzZXUgCmNvbmhlY2ltZW50bywgaW5mcmluZ2UgZGlyZWl0b3MgYXV0b3JhaXMgZGUgbmluZ3U/bS4KCkNhc28gYSBzdWEgdGVzZSBvdSBkaXNzZXJ0YT8/byBjb250ZW5oYSBtYXRlcmlhbCBxdWUgdm9jPyBuP28gcG9zc3VpIGEgdGl0dWxhcmlkYWRlIGRvcyBkaXJlaXRvcyBhdXRvcmFpcywgdm9jPyAKZGVjbGFyYSBxdWUgb2J0ZXZlIGEgcGVybWlzcz9vIGlycmVzdHJpdGEgZG8gZGV0ZW50b3IgZG9zIGRpcmVpdG9zIGF1dG9yYWlzIHBhcmEgY29uY2VkZXIgPyBTaWdsYSBkZSBVbml2ZXJzaWRhZGUgCm9zIGRpcmVpdG9zIGFwcmVzZW50YWRvcyBuZXN0YSBsaWNlbj9hLCBlIHF1ZSBlc3NlIG1hdGVyaWFsIGRlIHByb3ByaWVkYWRlIGRlIHRlcmNlaXJvcyBlc3Q/IGNsYXJhbWVudGUgCmlkZW50aWZpY2FkbyBlIHJlY29uaGVjaWRvIG5vIHRleHRvIG91IG5vIGNvbnRlP2RvIGRhIHRlc2Ugb3UgZGlzc2VydGE/P28gb3JhIGRlcG9zaXRhZGEuCgpDQVNPIEEgVEVTRSBPVSBESVNTRVJUQT8/TyBPUkEgREVQT1NJVEFEQSBURU5IQSBTSURPIFJFU1VMVEFETyBERSBVTSBQQVRST0M/TklPIE9VIApBUE9JTyBERSBVTUEgQUc/TkNJQSBERSBGT01FTlRPIE9VIE9VVFJPIE9SR0FOSVNNTyBRVUUgTj9PIFNFSkEgQSBTSUdMQSBERSAKVU5JVkVSU0lEQURFLCBWT0M/IERFQ0xBUkEgUVVFIFJFU1BFSVRPVSBUT0RPUyBFIFFVQUlTUVVFUiBESVJFSVRPUyBERSBSRVZJUz9PIENPTU8gClRBTUI/TSBBUyBERU1BSVMgT0JSSUdBPz9FUyBFWElHSURBUyBQT1IgQ09OVFJBVE8gT1UgQUNPUkRPLgoKQSBTaWdsYSBkZSBVbml2ZXJzaWRhZGUgc2UgY29tcHJvbWV0ZSBhIGlkZW50aWZpY2FyIGNsYXJhbWVudGUgbyBzZXUgbm9tZSAocykgb3UgbyhzKSBub21lKHMpIGRvKHMpIApkZXRlbnRvcihlcykgZG9zIGRpcmVpdG9zIGF1dG9yYWlzIGRhIHRlc2Ugb3UgZGlzc2VydGE/P28sIGUgbj9vIGZhcj8gcXVhbHF1ZXIgYWx0ZXJhPz9vLCBhbD9tIGRhcXVlbGFzIApjb25jZWRpZGFzIHBvciBlc3RhIGxpY2VuP2EuCg==Biblioteca Digital de Teses e Dissertaçõeshttps://tede.ufrrj.br/PUBhttps://tede.ufrrj.br/oai/requestbibliot@ufrrj.br||bibliot@ufrrj.bropendoar:2023-12-22T03:12:59Biblioteca Digital de Teses e Dissertações da UFRRJ - Universidade Federal Rural do Rio de Janeiro (UFRRJ)false
dc.title.por.fl_str_mv Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
dc.title.alternative.eng.fl_str_mv Leadership development as an instrument for the development of commercial and sales teams
title Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
spellingShingle Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
Ramos, Luis André de Carvalho Soares da Gloria
Treinamento
Liderança
Gestores de equipes de vendas
Training
Leadership
Sales team managers
Administração
title_short Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
title_full Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
title_fullStr Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
title_full_unstemmed Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
title_sort Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
author Ramos, Luis André de Carvalho Soares da Gloria
author_facet Ramos, Luis André de Carvalho Soares da Gloria
author_role author
dc.contributor.author.fl_str_mv Ramos, Luis André de Carvalho Soares da Gloria
dc.contributor.advisor1.fl_str_mv Cova, Marcia Cristina Rodrigues
dc.contributor.advisor1ID.fl_str_mv 006.172.627-30
https://orcid.org/0000-0001-7477-5421
dc.contributor.advisor1Lattes.fl_str_mv http://lattes.cnpq.br/2757009092492002
dc.contributor.referee1.fl_str_mv Cova, Marcia Cristina Rodrigues
dc.contributor.referee1ID.fl_str_mv 006.172.627-30
https://orcid.org/0000-0001-7477-5421
dc.contributor.referee1Lattes.fl_str_mv http://lattes.cnpq.br/2757009092492002
dc.contributor.referee2.fl_str_mv Costa, Débora Vargas Ferreira
dc.contributor.referee2ID.fl_str_mv https://orcid.org/0000-0002-6716-6959
dc.contributor.referee2Lattes.fl_str_mv http://lattes.cnpq.br/8509529172867577
dc.contributor.referee3.fl_str_mv Ferreira, Victor Cláudio Paradela
dc.contributor.referee3ID.fl_str_mv https://orcid.org/0000-0001-9680-2451
dc.contributor.referee3Lattes.fl_str_mv http://lattes.cnpq.br/4377823656746439
dc.contributor.authorID.fl_str_mv 134.675.257-50
https://orcid.org/0000-0002-8654-8418
dc.contributor.authorLattes.fl_str_mv http://lattes.cnpq.br/2009416873400406
contributor_str_mv Cova, Marcia Cristina Rodrigues
Cova, Marcia Cristina Rodrigues
Costa, Débora Vargas Ferreira
Ferreira, Victor Cláudio Paradela
dc.subject.por.fl_str_mv Treinamento
Liderança
Gestores de equipes de vendas
topic Treinamento
Liderança
Gestores de equipes de vendas
Training
Leadership
Sales team managers
Administração
dc.subject.eng.fl_str_mv Training
Leadership
Sales team managers
dc.subject.cnpq.fl_str_mv Administração
description A liderança há muito tempo vem sendo pesquisada com o intuito de melhorar os resultados organizacionais. O treinamento de liderança pode transformar o gestor de vendas de uma empresa de forma que ele consiga potencializar o seu desenvolvimento para o alcance dos objetivos organizacionais e gerar resultados significativos. Apesar dessa evidência, algumas empresas comerciais ainda não investem no desenvolvimento de lideranças de vendas e não aproveitam todo o potencial de seus gestores. Este trabalho apresentou por objetivo analisar como a liderança pode auxiliar o gestor a aprimorar o seu relacionamento com a sua equipe de vendas para melhorar potencializar os desempenhos. Como procedimentos metodológicos, foi realizada uma pesquisa aplicada de abordagem qualitativa, descritiva e baseada em um estudo de caso em uma empresa de consultoria em vendas. Para a coleta de dados, foram utilizados a pesquisa documental e um questionário semi-estruturado que foi enviado pela mídia social WhatsApp. Para análise dos dados foi utilizada a técnica de análise de conteúdo. Por fim, a partir dos dados encontrados pode-se considerar que para o treinamento de gestores de equipes de vendas em líderes de alta performance é necessário o desenvolvimento de aulas síncronas por videoconferência, com o uso de estudo de casos e debates entre os participantes.
publishDate 2022
dc.date.issued.fl_str_mv 2022-04-28
dc.date.accessioned.fl_str_mv 2023-12-22T03:12:59Z
dc.date.available.fl_str_mv 2023-12-22T03:12:59Z
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 RAMOS, Luis André de Carvalho Soares da Gloria. Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas. 2022. 101 f. Dissertação (Mestrado em Gestão e Estratégia) - Instituto de Ciências Sociais Aplicadas, Universidade Federal Rural do Rio de Janeiro, Seropédica, 2022.
dc.identifier.uri.fl_str_mv https://rima.ufrrj.br/jspui/handle/20.500.14407/15286
identifier_str_mv RAMOS, Luis André de Carvalho Soares da Gloria. Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas. 2022. 101 f. Dissertação (Mestrado em Gestão e Estratégia) - Instituto de Ciências Sociais Aplicadas, Universidade Federal Rural do Rio de Janeiro, Seropédica, 2022.
url https://rima.ufrrj.br/jspui/handle/20.500.14407/15286
dc.language.iso.fl_str_mv por
language por
dc.relation.references.por.fl_str_mv ABBAS, Z.. Identification Of Factors And Their Impact On Employees' Training And Organizational Performance In Pakistan. Kasbit Journal Of Management & Social Science, v. 7(1), f. 93-109, 2014. ACELERAÇÃO DE VENDAS. Sobre a Aceleração de Vendas. Aceleração de Vendas. São Paulo, Brasil, 2021. Disponível em: https://aceleracaodevendas.com.br/sobre/. Acesso em: 15 jun. 2021. AL Karim, Rashed. Impact Of Different Training And Development Programs On Employee Performance In Bangladesh Perspective. International Journal Of Entrepreneurial Research 1(2); 8-14, 2019 Amor, A. M., Vázquez, J. P. A., & Faíña, J. A. (2020). Transformational leadership and work engagement: Exploring the mediating role of structural empowerment. European Management Journal, 38(1), 169-178. Andriani, S., Kesumawati, N., & Kristiawan, M.. The influence of the transformational leadership and work motivation on teachers performance. International Journal of Scientific & Technology Research, 7(7), 19-29, 2018 ANTONAKIS, John; DAY, David V.. The Nature of Leadership. SAGE Publications, v. 2, f. 292, 2011. 584 p. ANTONAKIS, John; HOUSE, Robert J.. Instrumental leadership: Measurement and extension of transformational–transactional leadership theory. The Leadership Quarterly,, v. 25, n. 4, p. 746-771, Aug 2014. Bakker, A. B., Hetland, J., Olsen, O. K., & Espevik, R.. Daily transformational leadership: A source of inspiration for follower performance?. European Management Journal, 2022. BARDIN, Laurence. Análise de conteúdo. 2011. BASS, Bernard M.; RIGGIO, Ronald E.. Transformational Leadership. Psychology Press, v. 3, f. 148, 2006. 296 p. BASS, Bernard M. Two Decades of Research and Development in Transformational Leadership. EUROPEAN JOURNAL OF WORK AND ORGANIZATIONAL PSYCHOLOGY, v. 8, n. 1, p. 9-32, 1998. BERNARTO, I., BACHTIAR, D., SUDIBJO, N., SURYAWAN, I. N., PURWANTO, A., & ASBARI, M. Effect Of Transformational Leadership, Perceived Organizational Support, Job Satisfaction Toward Life Satisfaction: Evidences From Indonesian Teachers, 2020 81 BIBI, P., AHMAD, A., & MAJID, A. H. A.. The impact of training and development and supervisor support on employees retention in academic institutions: the moderating role of work environment. Gadjah mada international journal of business, 20(1), 113-131, 2018 Budur, T. Effectiveness of transformational leadership among different cultures. International Journal of Social Sciences & Educational Studies, 7(3), 119-129, 2020. BUIL, I., MARTÍNEZ, E., & MATUTE, J.. Transformational Leadership And Employee Performance: The Role Of Identification, Engagement And Proactive Personality. International Journal Of Hospitality Management, 77, 64-75, 2019 CASTLE, Nicholas G. Turnover Begets Turnover. The Gerontologist, v. 45, n. 2, p. 186-195, 2005. Cole, G. A.. Personnel and human resource management. Cengage Learning EMEA, 2002. CHUNAWALLA, S. A.. Sales Management: With (personal Selling-- Salesmanship), f. 151. 2011. 301 p. De Cenzo, D. A., & Robbins, S. P.. Human resource management. New York, USA: John Wiley& Sons, 1996 DELERY, J. E., D. H. DOTY. 1996. Modes In Theorizing In Strategic Hrm: Tests Of Universalistic, Contingencies, And Configurational Performance Predictions. Academy Of Management Journal 39: 802-835, 1996. DEMIRTAS, O; AKDOGAN, A. A. The Effect of Ethical Leadership Behavior on Ethical Climate, Turnover Intention, and Affective Commitment. Journal of Business Ethics, v. 130, p. 59-67, 2015. DMITRUK, Hilda Beatriz (Org.). Cadernos metodológicos: diretrizes da metodologia científica. 5 ed. Chapecó: Argos, 2001. 123 p. ELÇI, M et al. he impact of ethical leadership and leadership effectiveness on employees’ turnover intention: The mediating role of work related stress. Procedia-Social and Behavioral Sciences, v. 58, p. 289-297, 2012. Eliyana, A., & Ma’arif, S.. Job satisfaction and organizational commitment effect in the transformational leadership towards employee performance. European Research on Management and Business Economics, 25(3), 144-150, 2019 Farahnak, L. R., Ehrhart, M. G., Torres, E. M., & Aarons, G. A.. The influence of transformational leadership and leader attitudes on subordinate attitudes and implementation success. Journal of Leadership & Organizational Studies, 27(1), 98-111, 2020. 82 Fartash, Kiarash; Davoudi, Seyed Mehdi Mousavi; Baklashova, Tatiana A.; Svechnikova, Natalia V.; Nikolaeva Yulia V.; Grimalskaya, Svetlana A.; Beloborodova Aleksandra V.. The impact of technology acquisition & exploitation on organizational innovation and organizational performance in knowledge-intensive organizations. Eurasia Journal of Mathematics, Science and Technology Education 14, no. 4 (2018): 1497-1507. FERNANDO, Martín-Alcázar; PEDRO, Romero-Fernandez; GONZALO, Sánchez- Gardey. Strategic Human Resource Management: Integrating the Universalistic, Contingent, Configurational and Contextual Perspectives. INT J HUM RESOUR MANAG, n. 16, p. 633- 659, 2005. Fikri, Muhamad Agung Ali; Asbari, Masduki; Purwanto Agus; Nugroho, Yunianto Agung; Waruwu, Hatoli; Fauji, Ahmad; Abdul Shobihi; Wahid Imam. A Mediation Role of Organizational of Learning on Relationship of Hard Skills, Soft Skills, Innovation and Performance: Evidence at Islamic School. EduPsyCouns: Journal of Education, Psychology and Counseling 2, no. 1 (2020): 398-423. Forgacs, L. Recruitment and retention across continents. Journal of Training and Development 63 (6): 40-44, 2009 Garavan, T. N.. Training, development, education and learning: different or the same?. Journal of European industrial training, 21(2), 39-50, 1997 Goddard, J A Critical Assessment of the High-Performance Paradigm. British Journal of Industrial Relations, 42, pp. 349-378. . Wood, S. (1999): Human resource management and performance, in International Journal of Management Review, I, 4, pp. 367-413, 2004 GOLEMAN, Daniel. Leadership That Gets Results. Harvard Business Review, mar-abr 2000. Gomez-Mejia, L. R., Balkin, D. B., & Cardy, R. L.. Managing human resources. London : Pearson/Prentice Hall, 2007. Halkos, G. E., & Tzeremes, N. G. (2009). High performance management: An illustrative example of sales departments’ productivity measurement. Management: journal of contemporary management issues, 14(1), 21-38. HAMEED AND WAHEED, employee development and its affect on employee performance‟, international journal of business and social sciences vol. 2 no. 13, 2011. HANCOCK, Bryan; SCHANINGER, Bill. HR says talent is crucial for performance—and the pandemic proves it: Five talent-management practices can help steer organizations through new ways of working and into the post-COVID-19 era. . McKinsey & Company, Jul 2020. HARRIS, K; WHEELER, A; KACMAR, K. M. The mediating role of organizational embeddedness in the LMX-outcomes relationships. The Leadership Quarterly, v. 22, p. 271- 281, 2011. 83 HERR, E.L.Career Development And Its Practice: A Historical Perspective - Industries Historical Review - Industry Overview. Career Development Quarterly, Mar 2001. HOLLENBECK, J. R., DERUE, D. S., & GUZZO, R.. Bridging The Gap Between I/O Research And Hr Practice: Improving Team Composition, Team Training, And Team Task Design. Human Resource Management: Published In Cooperation With The School Of Business Administration, The University Of Michigan And In Alliance With The Society Of Human Resources Management, 43(4), 353-36, 2014 INGRAM, Thomas N. et al. Sales Management: Analysis and Decision Making. 6 ed. Routledge, v. 1, f. 218, 2006. 433 p. JOBBER, David; LANCASTER, Geoffrey. Selling & Sales Management. 8 ed. Financial Times/Prentice Hall, f. 285, 2009. 569 p. JUDGE, T. A; PICCOLO, R. F; ILIES, R. The forgotten ones? The validity of consideration and initiating structure in leadership research. Journal of Applied Psychology, v. 89, p. 36-51, Jan 2004. Kaynak, H.. The relationship between total quality management practices and their effects on firm performance. Journal of operations management, 21(4), 405-435, 2003 Kathiravan, N., Devadasas, S. R. & Zakkeer, M. M.. Quality Oriented Improvement Training, Industrial and Data Systems. Emerald Group Publishers, 106(3), 380-406, 2006 Kirkman, B. L., Lowe, K, Young, D. P. High-performance work organizations: Definitions, practices, and an annotated bibliography, Greensboro, North Carolina, Center for Creative Leadership, 1999 KLEIMAN, L. S.. Human Resource Management: A Managerial Tool For Competitive Advantage. Kendall Hunt Publishing Company, 2000. KOUZES, James M; POSNER, Barry Z.. An Instructor’s Guide to The Leadership Challenge. 1 ed. JOSSEY-BASS PUBLISHERS, f. 53, 1995. 106 p. Lai, F. Y., Tang, H. C., Lu, S. C., Lee, Y. C., & Lin, C. C.. Transformational leadership and job performance: The mediating role of work engagement. Sage Open, 10(1), 2020 LAING. Impact Of Training And Development On Employee Performance‟, Institute Of Distance Learning-Knust, 2009 LIKERT, Rensis. New Patterns of Management. New York : McGraw-Hill, f. 140, 1951. 279 p. MASADEH, mousa. Training, education, development and learning: what is the difference?. 8, 2012. 84 MASLOW, Abraham. A theory of human motivation. Psychological Review, p. 370-396, 1 Jul 1943. MATHIS, Robert L.; JACKSON, John H.. Human Resource Management. Cengage Learning, f. 332, 2010. 664 p. MERCHANT. The Role of Career Development In Improving Organizational Effectiveness And Employee Development, 1995 MITCHELL, T. R et al. Why people stay: Using job embeddedness to predict voluntary turnover. Academy of Management Journal, v. 44, p. 1102-1121, 2001. MOSCON, Daniela C. B.. As relações entre a liderança e estabelecimento de vínculos do trabalhador nas organizações, v. 1, f. 152. 2013. 304 p Tese, Universidade Federal da Bahia, Salvador, BA, 2013. MOZZATO, A. R.; GRZYBOVSKI, D. Análise de conteúdo como técnica de análise de dados qualitativos no campo da administração: potencial e desafios. s. Revista de Administração Contemporânea, Curitiba, v. 15, n. 4, p. 731-747, 2011. NORTHOUSE, Peter G. Leadership: Theory and Practice. SAGE Publications, f. 300, 2021. 600 p. Para-González, L., Jiménez-Jiménez, D., & Martínez-Lorente, A. R.. Exploring the mediating effects between transformational leadership and organizational performance. Employee Relations, 2018 PARÉ, G., M. TREMBLAY.. The Influence Of High-Involvement Human Resources Practices, Procedural Justice, Organizational Commitment, And Citizenship Behaviors On Information Technology Professionals’ Turnover Intentions. Group And Organization Management 32 (3): 326-357, 2007 POWERS, Thomas L; DECARLO, Thomas E; GUPTE, Gouri. An Update on the Status of Sales Management Training. Journal of Personal Selling & Sales Management, v. XXX, n. 4, p. 319-326, Outono 2010. PRANAV, Parijat; BAGGA, Shilpi. Victor Vroom’s Expectancy Theory of Motivation : An Evaluation. International Research Journal of Business and Management, v. 7, n. 9, p. 1- 8, Set 2014. Samuel, M. O., e C. Chipunza. Employee retention and turnover: using motivational variables as a panacea. African Journal of Business Management 3 (8): 410-415, 2009 SARI, F. O. Effects of employee trainings on the occupational safety and health in accommodation sector. Procedia Soc. Behav. Sci., 1, 1865-1870, 2009 85 Schuler, R. S., and I. C. MacMillan.. Gaining competitive advantage through human resource management practices. Human Resource Management 23 (3): 241-255, 1984 Shafi, M., Lei, Z., Song, X., & Sarker, M. N. I. (2020). The effects of transformational leadership on employee creativity: Moderating role of intrinsic motivation. Asia Pacific Management Review, 25(3), 166-176. Shepard, J. R. & Greene, W.. Sociology and You. Ohio: Glencoe McGraw-Hill, 2003 SWEENEY, Anne, CLARKE, Nicholas, HIGGS, Malcolm. Shared leadership in commercial organizations: A systematic review of definitions, theoretical frameworks and organizational outcomes. International Journal of Management Reviews 21, no. 1 (2019): 115-136. THOMPSON, Neil. People Management. Macmillan International Higher Education, v. 1, f. 180, 2013. 360 p. Top, C., Abdullah, B. M. S., & Faraj, A. H. M. Transformational leadership impact on employees performance. Eurasian Journal of Management & Social Sciences, 1(1), 49-59, 2020. VROOM, Victor H; JAGO, Arthur G. The Role of the Situation in Leadership. American Psychologist, v. 62, n. 1, p. 17-24, jan 2007. WALDMAN, D. A; CARTER, M. Z; HOM, P. W. A Multilevel Investigation of Leadership and Turnover Behavior. Journal of Management, v. 44, n. 6, 5 Oct 2012. White, M., Hill, S., McGovern, P., Mills, C., & Smeaton, D. (2003). ‘High‐ performance’management practices, working hours and work–life balance. British journal of industrial Relations, 41(2), 175-195. YOUNAS, W., FAROOQ, M., KHALIL-UR-REHMAN, F., & ZREEN, A.. The Impact Of Training And Development On Employee Performance. Iosr Journal Of Business And Management (Iosr-Jbm), 20(7), 20-23, 2018 Yue, C. A., Men, L. R., & Ferguson, M. A.. Bridging transformational leadership, transparent communication, and employee openness to change: The mediating role of trust. Public relations review, 45(3), 2019. YUKL, G.A. How leaders influence organizational effectiveness. The Leadership Quarterly, v. 19, p. 708-722, Set 2018.
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 Rural do Rio de Janeiro
dc.publisher.program.fl_str_mv Programa de Pós-Graduação em Gestão e Estratégia
dc.publisher.initials.fl_str_mv UFRRJ
dc.publisher.country.fl_str_mv Brasil
dc.publisher.department.fl_str_mv Instituto de Ciências Sociais Aplicadas
publisher.none.fl_str_mv Universidade Federal Rural do Rio de Janeiro
dc.source.none.fl_str_mv reponame:Biblioteca Digital de Teses e Dissertações da UFRRJ
instname:Universidade Federal Rural do Rio de Janeiro (UFRRJ)
instacron:UFRRJ
instname_str Universidade Federal Rural do Rio de Janeiro (UFRRJ)
instacron_str UFRRJ
institution UFRRJ
reponame_str Biblioteca Digital de Teses e Dissertações da UFRRJ
collection Biblioteca Digital de Teses e Dissertações da UFRRJ
bitstream.url.fl_str_mv https://rima.ufrrj.br/jspui/bitstream/20.500.14407/15286/1/2022%20-%20Lu%c3%ads%20Andr%c3%a9%20de%20Carvalho%20Soares%20da%20Gloria%20Ramos.pdf.jpg
https://rima.ufrrj.br/jspui/bitstream/20.500.14407/15286/2/2022%20-%20Lu%c3%ads%20Andr%c3%a9%20de%20Carvalho%20Soares%20da%20Gloria%20Ramos.pdf.txt
https://rima.ufrrj.br/jspui/bitstream/20.500.14407/15286/3/2022%20-%20Lu%c3%ads%20Andr%c3%a9%20de%20Carvalho%20Soares%20da%20Gloria%20Ramos.pdf
https://rima.ufrrj.br/jspui/bitstream/20.500.14407/15286/4/license.txt
bitstream.checksum.fl_str_mv cc73c4c239a4c332d642ba1e7c7a9fb2
4c8d20e57c1a2e6a14bf5ab2d349695a
ecf75d2c5120d3d9e9fbb75785866a63
7b5ba3d2445355f386edab96125d42b7
bitstream.checksumAlgorithm.fl_str_mv MD5
MD5
MD5
MD5
repository.name.fl_str_mv Biblioteca Digital de Teses e Dissertações da UFRRJ - Universidade Federal Rural do Rio de Janeiro (UFRRJ)
repository.mail.fl_str_mv bibliot@ufrrj.br||bibliot@ufrrj.br
_version_ 1810107859127500800