{"id":70702,"date":"2004-08-10T00:00:00","date_gmt":"2004-08-10T00:00:00","guid":{"rendered":"https:\/\/www.deberes.net\/tesis\/sin-categoria\/rendimiento-extra-rol-y-tacticas-de-influencia-en-las-redes-de-venta\/"},"modified":"2004-08-10T00:00:00","modified_gmt":"2004-08-10T00:00:00","slug":"rendimiento-extra-rol-y-tacticas-de-influencia-en-las-redes-de-venta","status":"publish","type":"post","link":"https:\/\/www.deberes.net\/tesis\/ciencias-economicas\/rendimiento-extra-rol-y-tacticas-de-influencia-en-las-redes-de-venta\/","title":{"rendered":"Rendimiento extra-rol y t\u00e1cticas de influencia en las redes de venta"},"content":{"rendered":"<h2>Tesis doctoral de <strong> Bel\u00e9n Bande Vilela <\/strong><\/h2>\n<p>En los \u00faltimos,a\u00f1os, los cambios experimentados por la organizaci\u00f3n de ventes y su entorno han afectado de manera importante a la naturaleza y al trabajo desempe\u00f1ado por los vendedores.Es en este contexto donde surgen con fuerza una serie de comportamientos de naturaleza extra-rol que el agente de ventas realiza de manera discrecional y que ,aunque no se recogen de forma expl\u00edcita en la descripci\u00f3n de su puesto de trabajo, contribuyen de forma importante a la mejora de su rendimiento y a la eficacia organizativa.Tambi\u00e9n cobran importancia las t\u00e1cticas de influencia , unos comportamientos similares en muchos aspectos al rendimiento exta-rol y que tambi\u00e9n impactan en el rendimiento de los vendedores y en la eficacia de la organizaci\u00f3n.Este trabajo pretende contribuir al conocimiento sobre el rendimiento extra-rol y las t\u00e1cticas de influencia , analizando su naturaleza y principales caracteristicas y valorando su presencia en el trabajo de los agentes.Para ello , se plantean y contrastan , utilizando una muestra de 122 pares supervisor-agente pertenecientes a 35 empresas, seis modelos que recogen los principales antecedentes y consecuencias de estos comportamientos.<\/p>\n<p>&nbsp;<\/p>\n<h3>Datos acad\u00e9micos de la tesis doctoral \u00ab<strong>Rendimiento extra-rol y t\u00e1cticas de influencia en las redes de venta<\/strong>\u00ab<\/h3>\n<ul>\n<li><strong>T\u00edtulo de la tesis:<\/strong>\u00a0 Rendimiento extra-rol y t\u00e1cticas de influencia en las redes de venta <\/li>\n<li><strong>Autor:<\/strong>\u00a0 Bel\u00e9n Bande Vilela <\/li>\n<li><strong>Universidad:<\/strong>\u00a0 Santiago de compostela<\/li>\n<li><strong>Fecha de lectura de la tesis:<\/strong>\u00a0 08\/10\/2004<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h3>Direcci\u00f3n y tribunal<\/h3>\n<ul>\n<li><strong>Director de la tesis<\/strong>\n<ul>\n<li>Jos\u00e9 Antonio Varela Gonzalez<\/li>\n<\/ul>\n<\/li>\n<li><strong>Tribunal<\/strong>\n<ul>\n<li>Presidente del tribunal: justino Bastida calvo <\/li>\n<li> Fraiz brea Jos\u00e9 Antonio (vocal)<\/li>\n<li>encarnacion Gonzalez vazquez (vocal)<\/li>\n<li>anxo Calvo silvosa (vocal)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Tesis doctoral de Bel\u00e9n Bande Vilela En los \u00faltimos,a\u00f1os, los cambios experimentados por la organizaci\u00f3n de ventes y su entorno [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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