ANÁLISIS DEL ESTILO DE LIDERAZGO DE LAS GERENTES DE ZONA DE TRIYIT S.A., EN SU RELACIÓN CON LAS EMPRESARIAS INDEPENDIENTES
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2016
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Universidad de Guayaquil Facultad de Ciencias Psicológicas
Resumen
El trabajo de motivación y seguimiento que hacen empleadas de los departamentos comerciales de compañías de venta directa a grupos de vendedores independientes (sin relación de dependencia), es clave para la rentabilidad de esas organizaciones. A estas empleadas se las conoce como gerentes de zona y una de las competencias claves para el ejercicio de su cargo es el liderazgo. Debido a la importancia de su rol dentro de este tipo de organizaciones se estableció la necesidad de describir ¿Cuál es el estilo de liderazgo de las gerentes zonales de ventas situadas en la ciudad de Guayaquil de la empresa de venta directa TRIYIT S.A., en su relación laboral con las empresarias independientes durante el año 2014?
Para esto, se usó como referencia la teoría de liderazgo transformacional de Bass y Riggio (2002) quienes definen al líder transformacional como aquel que tiene ―la capacidad para estimular e inspirar a los seguidores a lograr resultados extraordinarios y, en el proceso, a desarrollar su propia capacidad de liderazgo‖.
Para cumplir con el objetivo general de esta investigación se describió el contexto donde se configura la relación de las participantes, se obtuvo la percepción de las empresarias y la autopercepción de las gerentes de zona respecto a su forma de liderar. Se entrevistó a las empresarias para describir cómo las gerentes de zona ejercen su liderazgo. Para esto se utilizaron guías de observación, el cuestionario de liderazgo multifactorial MLQ 5x versión corta en dos modalidades, desde la autoevaluación y desde la percepción de las empresarias, y una entrevista estructurada
The motivation and follow-up work employed by the sales departments of direct sales companies to groups of independent salespersons (without a dependency relationship) is key to the profitability of these organizations. These employees are known as zone managers and one of the key competences for the exercise of their position is leadership. Due to the importance of its role within this type of organizations, it was established the need to describe what is the leadership style of the zone sales managers located in the city of Guayaquil of the direct sales company TRIYIT SA, in their relationship work with independent businesswomen during the year 2014? For this, the transformative leadership theory of Bass and Riggio (2002) was used as a reference, which defines the transformational leader as the one who has - the ability to stimulate and inspire followers to achieve extraordinary results and, in the process, to develop your own leadership ability. " In order to comply with the general objective of this research, the context where the relationship of the participants was formed was described, the perception of the businesswomen and the self-perception of the zone managers with respect to their way of leading was obtained. Entrepreneurs were interviewed to describe how zone managers exercise their leadership. For this, observation guides were used, the MLQ 5x multi-factorial leadership questionnaire, short version in two modalities, from the self-evaluation and from the perception of the businesswomen, and a structured interview.
The motivation and follow-up work employed by the sales departments of direct sales companies to groups of independent salespersons (without a dependency relationship) is key to the profitability of these organizations. These employees are known as zone managers and one of the key competences for the exercise of their position is leadership. Due to the importance of its role within this type of organizations, it was established the need to describe what is the leadership style of the zone sales managers located in the city of Guayaquil of the direct sales company TRIYIT SA, in their relationship work with independent businesswomen during the year 2014? For this, the transformative leadership theory of Bass and Riggio (2002) was used as a reference, which defines the transformational leader as the one who has - the ability to stimulate and inspire followers to achieve extraordinary results and, in the process, to develop your own leadership ability. " In order to comply with the general objective of this research, the context where the relationship of the participants was formed was described, the perception of the businesswomen and the self-perception of the zone managers with respect to their way of leading was obtained. Entrepreneurs were interviewed to describe how zone managers exercise their leadership. For this, observation guides were used, the MLQ 5x multi-factorial leadership questionnaire, short version in two modalities, from the self-evaluation and from the perception of the businesswomen, and a structured interview.
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ESTILO DE LIDERAZGO, GERENTES, TRIYIT S.A.,, EMPRESARIAS INDEPENDIENTES