| Revista: | BAR - Brazilian Administration Review |
| Base de datos: | |
| Número de sistema: | 000552931 |
| ISSN: | 1807-7692 |
| Autores: | Monteiro, Rodrigo Bastos1 Vieira, Valter Afonso1 |
| Instituciones: | 1Universidade Estadual de Maringa, Maringa, Parana. Brasil |
| Año: | 2016 |
| Periodo: | Ene-Mar |
| Volumen: | 13 |
| Número: | 1 |
| Paginación: | 98-119 |
| País: | Brasil |
| Idioma: | Inglés |
| Tipo de documento: | Artículo |
| Resumen en inglés | 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. |
| Disciplinas: | Administración y contaduría |
| Palabras clave: | Administración de instituciones |
| Keyword: | Team potency, Adaptability, Self-efficacy, Salesperson performance, Management of institutions |
| Texto completo: | Texto completo (Ver HTML) Texto completo (Ver PDF) |
