A associação das atitudes de chefes e clientes com a satisfação dos vendedores com o trabalho

Ana Lúcia de Oliva Lima, Emerson Wagner Mainardes, Joselita Pancine Vigna
DOI: https://doi.org/10.21529/RECADM.2015015

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Esta pesquisa pretendeu verificar se as atitudes dos chefes e clientes afetam a satisfação do vendedor com o trabalho. Para tanto, utilizou-se a Escala INDSALES, de autoria de Childers e Ferrell (1979), para trabalhar com duas dimensões dessa escala, os chefes e os clientes. A partir dessas dimensões, foi construído um questionário, envolvendo três construtos, a satisfação com o trabalho, as atitudes dos chefes e as atitudes dos clientes. Os dados coletados junto a 255 vendedores foram analisados usando estatística descritiva e um modelo de regressão linear múltipla. Os resultados do estudo revelaram que a satisfação do vendedor com o trabalho está associada ao chefe colocar em prática as ideias que os vendedores dão no trabalho; ao vendedor não sofrer injustiças vindas do chefe, à demonstração de confiança e a compreensão do seu trabalho por parte do cliente. Conclui-se, portanto, que esses resultados podem auxiliar os gestores a definirem suas políticas de gestão de vendas considerando as relações entre chefe e vendedor de modo a melhorar a eficácia dessas relações.


Palavras-chave

Satisfação com o trabalho; Vendas; INDSALES

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