| Journal: | BAR - Brazilian Administration Review |
| Database: | |
| System number: | 000552931 |
| ISSN: | 1807-7692 |
| Authors: | Monteiro, Rodrigo Bastos1 Vieira, Valter Afonso1 |
| Institutions: | 1Universidade Estadual de Maringá, Paraná. Brasil |
| Year: | 2016 |
| Season: | Ene-Mar |
| Volumen: | 13 |
| Number: | 1 |
| Pages: | 98-119 |
| Country: | Brasil |
| Language: | Inglés |
| 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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