PERFORMANCE EXTRA-ROL AND TACTICS INFLUENCE ON SALES NETWORKS.Author:
BANDE VILELA BELÉN.
Year:
2004.
University:
SANTIAGO DE COMPOSTELA [
www.usc.es].
Place of defense: FACULTAD DE ADMINISTRACIÓN Y DIRECCIÓN DE EMPRESAS LUGO..
Place of preparation: FACULTAD DE ADMINISTRACIÓN Y DIRECCIÓN DE EMPRESAS LUGO.
Summary: In recent years, changes in the organization of ventes and its environment have significantly affected the nature and the work performed by vendedores.Es in this context that arise force a series of behaviors nature extra-rol the sales agent performs at its discretion and, though not explicitly covered in the description of his job, contribute significantly to improving their performance and effectiveness organizativa.También become important influence tactics some behaviors similar in many respects to yield exta-rol and also impacting on the performance of vendors and the effectiveness of organización.Este work aims to contribute to knowledge about the performance extra-rol and tactics of influence, analyzing their nature and main characteristics and valuing their presence in the work of agentes.Para therefore arise and contrast, using a sample of 122 pairs supervisor-agente belonging to 35 companies, six models that capture the key antecedents and consequences of those behaviors.
