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When sales managers prioritize their own interests against company goal

 

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Author: Kangarlou, Behnoush
Huertas-García, Rubén
Coordinator/Director: Rondán Cataluña, Francisco Javier
Date: 2017
Published in: XXIX Congreso de Marketing AEMARK (2017), p 361-367
ISBN/ISSN: 978-84-17129-34-7
Document type: Presentation
Abstract: La historia evolutiva ha demostrado que los líderes han desempeñado un papel fundamental dentro de las comunidades humanas que les han permitido alcanzar metas imposibles. Sin embargo, cuando un individuo logra una posición de liderazgo tiende a anteponer sus propios intereses frente a los del grupo. Tras comprobar la visión pesimista que muestra la literatura, nos interesa ver si es posible encontrar factores de personalidad que sean útiles en un proceso de selección. En esta investigación se propone un experimento para explorar algunos rasgos (capacidad del individuo para manejar su imagen, tendencia hacia la reflexión, enfoque regulatorio y género) para detectar aquellos que se puedan considerar en la selección de directivos que no utilicen el poder en su propio beneficio. Se considera un equipo de vendedores y estudiaremos el papel moderador de los cuatro rasgos del director de ventas durante un ejercicio simulado de gestión. Evolutionary history has shown that leaders have played a fundamental role within human communities that have allowed them to achieve impossible goals. However, when an individual achieves a position of leadership tends to put their own interests ahead of those of the group. After checking the pessimistic view of the literature, we are interested in seeing if there is this possible to find personality factors that are useful in a selection process. This research proposes an experiment to explore some traits (individual's ability to manage their image, tendency towards reflection, regulatory focus and gender) to detect those that can be considered in the selection of managers who do not use the power in their own benefit. We consider a team of salespeople and we will study the moderating role of the four features of sales manager during a simulated management exercise.
Cite: Kangarlou, B. y Huertas-García, R. (2017). When sales managers prioritize their own interests against company goal. En XXIX Congreso de Marketing AEMARK (361-367), Sevilla: ESIC.
Size: 377.9Kb
Format: PDF

URI: https://hdl.handle.net/11441/78063

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