Os efeitos da inteligência competitiva na eficiência de vendas: a experiência do gestor e dispersão da inteligência competitiva

Ana Carolina Molina, Valter Afonso Vieira
DOI: https://doi.org/10.21529/RECADM.2021021

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Este ensaio teórico suEste trabalho sugere um modelo teórico no qual a experiência do gestor e a dispersão da inteligência competitiva possuem efeitos moderadores na inteligência competitiva, alterando a eficiência em vendas. A dispersão da inteligência competitiva consiste em variações e distorções do conhecimento e a experiência do gestor compreende o tempo de empresa que o supervisor está na organização. O trabalho traz as seguintes contribuições: primeiro, quanto mais dispersa é a inteligência competitiva, pior é a eficiência de vendas no nível individual. Segundo, quanto maior é a experiência do gestor, melhor é a relação entre Inteligência Competitiva e eficiência. No mais, sugerem-se oportunidades de futuras pesquisas


Palavras-chave

eficiência; inteligência competitiva; dispersão; experiência

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