Journal: | BAR - Brazilian Administration Review |
Database: | |
System number: | 000552931 |
ISSN: | 1807-7692 |
Authors: | Monteiro, Rodrigo Bastos1 Vieira, Valter Afonso1 |
Institutions: | 1Universidade Estadual de Maringa, Maringa, Parana. Brasil |
Year: | 2016 |
Season: | Ene-Mar |
Volumen: | 13 |
Number: | 1 |
Pages: | 98-119 |
Country: | Brasil |
Language: | Inglés |
Document type: | Artículo |
English abstract | In sales, working together as a team for achieving individual performance is a relevant element. In this paper, we suggest a theoretical framework that analyzes the impact of team potency on subjective performance, according to two mechanisms: self-efficacy and adaptability. The hypotheses suggest that (a) team potency has a positive relationship with self-efficacy and adaptability; self-efficacy and adaptability impact performance (b) directly and (c) indirectly, through a mediating role; and (d) interpersonal climate quality moderates these associations. We did a national survey with 290 salespeople organized in 101 teams from a water purification company. We used multilevel analyses and results suggested that sales team potency has a main effect on self-efficacy and adaptability. Second, results showed that self-efficacy and adaptability explain subjective performance. Third, self-efficacy and adaptability mediate the association between team potency and individual performance. Fourth, we did not find support for a moderating role of interpersonal climate quality on team potency. Final remarks and future research are discussed in the paper. |
Disciplines: | Administración y contaduría |
Keyword: | Administración de instituciones |
Keyword: | Team potency, Adaptability, Self-efficacy, Salesperson performance, Management of institutions |
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