Influencia del género y la formación del jefe de ventas en las actividades de gestión

  1. Martín Castejón, Pedro Juan
  2. Román Nicolás, Sergio
  3. Martín Conesa, Shadday
Revista:
Prisma Social: revista de investigación social

ISSN: 1989-3469

Año de publicación: 2011

Título del ejemplar: Feminidades y Masculinidades

Número: 7

Tipo: Artículo

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Otras publicaciones en: Prisma Social: revista de investigación social

Resumen

En la literatura empresarial hay pocos estudios que hayan tratado de forma empírica cómo el género del director de ventas influye sobre sus actividades de gestión del equipo comercial. En el presente trabajo se analiza hasta qué punto el género, así como la formación académica del director de ventas, tienen una influencia sobre las actividades de dirección de ventas: el control, la disciplina y el coaching ejercidas en el equipo comercial. Para ello, se realizó una encuesta a 1200 jefes de ventas a nivel nacional, y se obtuvieron datos de 265 jefes de ventas (107 mujeres y 158 hombres). El análisis de los primeros resultados obtenidos pone de manifiesto que el control de comportamiento, la disciplina y el coaching ejercidos en el equipo comercial son tanto mayores cuando se trata de jefas de venta y cuando éstas tienen estudios universitarios.

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