Influencia de las variables sociodemograficas del responsable comercial en el control y la disciplina del equipo: un estudio exploratorio / Influence of the sales manager’s socio-demographic variables on the control and discipline of the team: an exploratory study

Pedro Juan Martín Castejón, Rocio Rodriguez Herrera, Pedro Bernal Manzanares


En este estudio exploratorio se analiza la influencia de la edad, el género y la formación académica del responsable comercial sobre el control y la disciplina ejercida en el equipo. Se entrevistaron a los responsables de equipos comerciales de una empresa a nivel nacional del sector financiero y de seguros, y se obtuvieron datos correspondientes a 377 individuos (171 mujeres y 206 hombres). Los resultados del análisis preliminar muestran cómo el control de comportamiento y la disciplina ejercida en el equipo comercial es mayor cuando los responsables del equipo comercial son mujeres (frente a los hombres). De la misma forma, los resultados obtenidos ponen de manifiesto que el control de comportamiento y la disciplina ejercidos en el equipo comercial son tanto mayores cuando se trata de mujeres que tienen estudios universitarios. Estos resultados tienen importantes implicaciones para la literatura y la dirección de ventas.


Equipo comercial, control, disciplina, género, edad, formación, jefe de ventas.

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