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dc.contributor.editorRondán Cataluña, Francisco Javieres
dc.creatorKangarlou, Behnoushes
dc.creatorHuertas-García, Rubénes
dc.date.accessioned2018-08-13T17:42:25Z
dc.date.available2018-08-13T17:42:25Z
dc.date.issued2017
dc.identifier.citationKangarlou, 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.
dc.identifier.isbn978-84-17129-34-7es
dc.identifier.urihttps://hdl.handle.net/11441/78063
dc.description.abstractLa 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.es
dc.description.abstractEvolutionary 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.es
dc.formatapplication/pdfes
dc.language.isoenges
dc.publisherESICes
dc.relation.ispartofXXIX Congreso de Marketing AEMARK (2017), p 361-367
dc.rightsAttribution-NonCommercial-NoDerivatives 4.0 Internacional*
dc.rights.urihttp://creativecommons.org/licenses/by-nc-nd/4.0/*
dc.subjectDirectores de ventases
dc.subjectLiderazgoes
dc.subjectEgoísmoes
dc.subjectRasgos de personalidades
dc.subjectSales managerses
dc.subjectLeadershipes
dc.subjectSelfishnesses
dc.subjectPersonality traitses
dc.titleWhen sales managers prioritize their own interests against company goales
dc.typeinfo:eu-repo/semantics/conferenceObjectes
dc.type.versioninfo:eu-repo/semantics/publishedVersiones
dc.rights.accessrightsinfo:eu-repo/semantics/openAccesses
idus.format.extent7 p.es
dc.publication.initialPage361es
dc.publication.endPage367es
dc.eventtitleXXIX Congreso de Marketing AEMARKes
dc.eventinstitutionSevillaes
dc.relation.publicationplaceMadrides

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Attribution-NonCommercial-NoDerivatives 4.0 Internacional
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