Aprendizagem das competências dos gerentes de vendas da indústria farmacêutica
Autor(a) principal: | |
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Data de Publicação: | 2014 |
Tipo de documento: | Dissertação |
Idioma: | por |
Título da fonte: | Biblioteca Digital de Teses e Dissertações do Mackenzie |
Texto Completo: | http://dspace.mackenzie.br/handle/10899/23464 |
Resumo: | This study aims to understand the process of learning the skills of sales managers in the pharmaceutical segment to the performance of their duties. The choice to study this particular segment is due to the specificity of their work since, unlike the vast majority of managers, the sales manager works in a foreign environment (extern ambient), ie, without access to the company's office or physical resources. Moreover, few studies discuss the topic in the context and specificity of the pharmaceutical industry. This is a qualitative study that used as data construction strategy semistructured interviews conducted with 12 sales managers of the national and multinational pharmaceutical industry: four primary care business managers, four managers of the hospital business and four managers of government business. To discuss formal, informal and experiential learning, the studies of Watkins and Marsick (1992) and Kolb (1984) were used, and to address skills, above all, the holistic models of Cheetham and Chivers (1998), Le Boterf (2003) and Zarifian (2001) were considered to contextualize the world of the work sales manager in the pharmaceutical industry. The results show that the process of learning the skills of the sales manager occurs more significantly in informal learning experiences in everyday life. The managers barely went through formal learning experiences that were helpful to them in the transition process in career after promotion. Considering the model of Cheetham and Chivers, the four dimensions of competency: cognitive, functional, behavioral and values/ethics were observed, the latter two with significant relevance, due to the strengthening of the political code of conduct of the pharmaceutical industry in recent years. |
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2016-03-15T19:26:16Z2020-05-28T18:04:03Z2014-12-112020-05-28T18:04:03Z2014-08-19http://dspace.mackenzie.br/handle/10899/23464This study aims to understand the process of learning the skills of sales managers in the pharmaceutical segment to the performance of their duties. The choice to study this particular segment is due to the specificity of their work since, unlike the vast majority of managers, the sales manager works in a foreign environment (extern ambient), ie, without access to the company's office or physical resources. Moreover, few studies discuss the topic in the context and specificity of the pharmaceutical industry. This is a qualitative study that used as data construction strategy semistructured interviews conducted with 12 sales managers of the national and multinational pharmaceutical industry: four primary care business managers, four managers of the hospital business and four managers of government business. To discuss formal, informal and experiential learning, the studies of Watkins and Marsick (1992) and Kolb (1984) were used, and to address skills, above all, the holistic models of Cheetham and Chivers (1998), Le Boterf (2003) and Zarifian (2001) were considered to contextualize the world of the work sales manager in the pharmaceutical industry. The results show that the process of learning the skills of the sales manager occurs more significantly in informal learning experiences in everyday life. The managers barely went through formal learning experiences that were helpful to them in the transition process in career after promotion. Considering the model of Cheetham and Chivers, the four dimensions of competency: cognitive, functional, behavioral and values/ethics were observed, the latter two with significant relevance, due to the strengthening of the political code of conduct of the pharmaceutical industry in recent years.O presente estudo tem como objetivo compreender o processo de aprendizagem das competências dos gerentes de vendas do segmento farmacêutico para o desempenho das suas funções. A opção por estudar esse segmento se deve à especificidade da sua atividade profissional, dado que, ao contrário da grande maioria dos gestores, o gerente de vendas trabalha em um ambiente externo, ou seja, sem acesso aos recursos físicos da empresa ou escritório. Além disso, poucos estudos versam sobre o tema no contexto da indústria farmacêutica. Trata-se de um estudo qualitativo que utilizou como estratégia de construção de dados entrevistas semiestruturadas realizadas com 12 gerentes de vendas da indústria farmacêutica nacional e multinacional: quatro gerentes do negócio primary care, quatro gerentes do negócio hospitalar e quatro gerentes do negócio de governo. Para discutir aprendizagem formal, informal e experiencial recorre-se aos estudos de Watkins e Marsick (1992) e Kolb (1984), para tratar de competências considerou-se, sobretudo, o modelo holístico de Cheetham e Chivers (1998), bem como Le Boterf (2007) e Zarifian (2001) para contextualizar o universo de trabalho do gerente de vendas da indústria farmacêutica. Os resultados demonstraram que o processo de aprendizagem das competências do gerente de vendas ocorreu de forma mais significativa pela aprendizagem informal em experiências vividas no dia a dia. Os gestores pouco passaram por experiências de aprendizagem formais que os ajudassem no processo de transição na carreira quando foram promovidos. Considerando o modelo de Cheetham e Chivers, as quatro dimensões da competência: cognitiva, funcional, comportamental e valores/ética foram observadas, estas duas últimas com significativa relevância, em virtude do fortalecimento das políticas de código de conduta da indústria farmacêutica dos últimos anos.application/pdfporUniversidade Presbiteriana MackenzieAdministração de EmpresasUPMBRAdministraçãocompetênciasaprendizagemindústria farmacêuticagerente de vendasskillslearningpharmaceutical industrysales managerCNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO::ADMINISTRACAO DE EMPRESASAprendizagem das competências dos gerentes de vendas da indústria farmacêuticainfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisBrunstein, Janettehttp://lattes.cnpq.br/8568710701792092Bido, Diógenes de Souzahttp://lattes.cnpq.br/7757562071320086Rodrigues, Andrea Leitehttp://lattes.cnpq.br/4860756897513148http://lattes.cnpq.br/8572286035939005Silva, Márcio Pereira dahttp://tede.mackenzie.br/jspui/retrieve/2773/Marcio%20Pereira%20da%20Silva.pdf.jpghttp://tede.mackenzie.br/jspui/bitstream/tede/635/1/Marcio%20Pereira%20da%20Silva.pdfinfo:eu-repo/semantics/openAccessreponame:Biblioteca Digital de Teses e Dissertações do Mackenzieinstname:Universidade Presbiteriana Mackenzie (MACKENZIE)instacron:MACKENZIE10899/234642020-05-28 15:04:03.941Biblioteca Digital de Teses e Dissertaçõeshttp://tede.mackenzie.br/jspui/PRI |
dc.title.por.fl_str_mv |
Aprendizagem das competências dos gerentes de vendas da indústria farmacêutica |
title |
Aprendizagem das competências dos gerentes de vendas da indústria farmacêutica |
spellingShingle |
Aprendizagem das competências dos gerentes de vendas da indústria farmacêutica Silva, Márcio Pereira da competências aprendizagem indústria farmacêutica gerente de vendas skills learning pharmaceutical industry sales manager CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO::ADMINISTRACAO DE EMPRESAS |
title_short |
Aprendizagem das competências dos gerentes de vendas da indústria farmacêutica |
title_full |
Aprendizagem das competências dos gerentes de vendas da indústria farmacêutica |
title_fullStr |
Aprendizagem das competências dos gerentes de vendas da indústria farmacêutica |
title_full_unstemmed |
Aprendizagem das competências dos gerentes de vendas da indústria farmacêutica |
title_sort |
Aprendizagem das competências dos gerentes de vendas da indústria farmacêutica |
author |
Silva, Márcio Pereira da |
author_facet |
Silva, Márcio Pereira da |
author_role |
author |
dc.contributor.advisor1.fl_str_mv |
Brunstein, Janette |
dc.contributor.advisor1Lattes.fl_str_mv |
http://lattes.cnpq.br/8568710701792092 |
dc.contributor.referee1.fl_str_mv |
Bido, Diógenes de Souza |
dc.contributor.referee1Lattes.fl_str_mv |
http://lattes.cnpq.br/7757562071320086 |
dc.contributor.referee2.fl_str_mv |
Rodrigues, Andrea Leite |
dc.contributor.referee2Lattes.fl_str_mv |
http://lattes.cnpq.br/4860756897513148 |
dc.contributor.authorLattes.fl_str_mv |
http://lattes.cnpq.br/8572286035939005 |
dc.contributor.author.fl_str_mv |
Silva, Márcio Pereira da |
contributor_str_mv |
Brunstein, Janette Bido, Diógenes de Souza Rodrigues, Andrea Leite |
dc.subject.por.fl_str_mv |
competências aprendizagem indústria farmacêutica gerente de vendas |
topic |
competências aprendizagem indústria farmacêutica gerente de vendas skills learning pharmaceutical industry sales manager CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO::ADMINISTRACAO DE EMPRESAS |
dc.subject.eng.fl_str_mv |
skills learning pharmaceutical industry sales manager |
dc.subject.cnpq.fl_str_mv |
CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO::ADMINISTRACAO DE EMPRESAS |
description |
This study aims to understand the process of learning the skills of sales managers in the pharmaceutical segment to the performance of their duties. The choice to study this particular segment is due to the specificity of their work since, unlike the vast majority of managers, the sales manager works in a foreign environment (extern ambient), ie, without access to the company's office or physical resources. Moreover, few studies discuss the topic in the context and specificity of the pharmaceutical industry. This is a qualitative study that used as data construction strategy semistructured interviews conducted with 12 sales managers of the national and multinational pharmaceutical industry: four primary care business managers, four managers of the hospital business and four managers of government business. To discuss formal, informal and experiential learning, the studies of Watkins and Marsick (1992) and Kolb (1984) were used, and to address skills, above all, the holistic models of Cheetham and Chivers (1998), Le Boterf (2003) and Zarifian (2001) were considered to contextualize the world of the work sales manager in the pharmaceutical industry. The results show that the process of learning the skills of the sales manager occurs more significantly in informal learning experiences in everyday life. The managers barely went through formal learning experiences that were helpful to them in the transition process in career after promotion. Considering the model of Cheetham and Chivers, the four dimensions of competency: cognitive, functional, behavioral and values/ethics were observed, the latter two with significant relevance, due to the strengthening of the political code of conduct of the pharmaceutical industry in recent years. |
publishDate |
2014 |
dc.date.available.fl_str_mv |
2014-12-11 2020-05-28T18:04:03Z |
dc.date.issued.fl_str_mv |
2014-08-19 |
dc.date.accessioned.fl_str_mv |
2016-03-15T19:26:16Z 2020-05-28T18:04:03Z |
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.uri.fl_str_mv |
http://dspace.mackenzie.br/handle/10899/23464 |
url |
http://dspace.mackenzie.br/handle/10899/23464 |
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 Presbiteriana Mackenzie |
dc.publisher.program.fl_str_mv |
Administração de Empresas |
dc.publisher.initials.fl_str_mv |
UPM |
dc.publisher.country.fl_str_mv |
BR |
dc.publisher.department.fl_str_mv |
Administração |
publisher.none.fl_str_mv |
Universidade Presbiteriana Mackenzie |
dc.source.none.fl_str_mv |
reponame:Biblioteca Digital de Teses e Dissertações do Mackenzie instname:Universidade Presbiteriana Mackenzie (MACKENZIE) instacron:MACKENZIE |
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Universidade Presbiteriana Mackenzie (MACKENZIE) |
instacron_str |
MACKENZIE |
institution |
MACKENZIE |
reponame_str |
Biblioteca Digital de Teses e Dissertações do Mackenzie |
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Biblioteca Digital de Teses e Dissertações do Mackenzie |
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