Prestigio Organizacional e Desempenho em Vendas: Uma Mediação da Identificação Organizacional e Identificação Profissional

Flavia Regina Miecoanski; Valter Afonso  Vieira

doi:10.4025/rimar.v14i1.67943

Flavia Regina Miecoanski Universidade Estadual de Maringá https://orcid.org/0000-0002-2947-6593
Valter Afonso Vieira Universidade Estadual de Maringá https://orcid.org/0000-0002-4129-3343

DOI: https://doi.org/10.4025/rimar.v14i1.67943

Palavras-chave: Prestigio Organizacional, Identificação Organizacional, Identificação Profissional, Desempenho em vendas

Resumo

O prestígio organizacional é definido como a percepção dos funcionários sobre como as pessoas de fora da empresa se sentem em relação à organização. Embora pesquisadores e profissionais reconheçam que o prestígio organizacional é um conhecido impulsionador do desempenho de vendas, a literatura de vendas tem negligenciado os mecanismos de mediação no nível da força de vendas. Para preencher esta lacuna, os autores propõem dois mecanismos mediadores para explicar como é o prestígio organizacional - identificação profissional e identificação organizacional.

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Biografia do Autor

Valter Afonso Vieira, Universidade Estadual de Maringá

Doutor em Administração Universidade de Brasília, (PPGA/UnB), Livre-Docente em Marketing pela Universidade de São Paulo (EACH-USP), Pós-Doutor em Administração pela Fundação Getúlio Vargas (EBAPE/FGV), Pontifícia Universidade Católica (PUC-RS) e Universidade Nove de Julho. É Professor Associado na Universidade Estadual de Maringá (UEM).

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