Salesperson-Team Congruence: How Self-Efficacy and Collective Efficacy Shapes Sales Performance and Team Satisfaction

Informações

Código: MKT1272
Divisão: MKT - Marketing
Tema de Interesse: Tema 06 - Estratégia e Desempenho em Marketing e Vendas

Autores

Valter da Silva Faia (PCO/UEM - Universidade Estadual de Maringá e Prog de Pós-Grad em Admin - PPA/UEM - Universidade Estadual de Maringá) valterfaia@gmail.com

Resumo

In a sales team, salespeople do assessments about their self-efficacy and collective efficacy that may be congruent or not. When they are congruent, there is a sense of individual and collective confidence and an alignment between salespeople and sales team that results in positive team attitudes. However, little is known about the effects of this congruence and what organizational aspects promote it. In this work, we propose that the congruence between salespeople’s assessments of self-efficacy and collective efficacy positively influences sales performance and team satisfaction. In addition, we propose that management support promotes the congruence that plays a mediation role. We conducted a survey with 200 retail store salespeople to test our hypotheses. The results showed that (i) the sales performance and team satisfaction vary positively along the congruence line; and (ii) the congruence between salespeople’s assessments of self-efficacy and collective efficacy mediates the relationships between the management support and outcome variables. Our results contribute to Social Cognitive Theory and Fit Theory by demonstrating that the salespeople’s performance and team satisfaction depends on both the assessments that they make of their capabilities and team and that the supportive practices are important to promote the congruence of beliefs.

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