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
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El presente trabajo de investigación busca explicar en el contexto de una empresa de venta directa, cómo las representantes de ventas de la organización (gerentes de zona) logran hacer cumplir el papel de las vendedoras independientes (empresarias) desde su posición dentro de la estructura comercial a través del liderazgo.
En las empresas de venta directa donde la relación que se establece con las empresarias para conseguir los resultados comerciales es de índole personal más que contractual, surgen algunas interrogantes para determinar qué aspectos hacen efectiva esta relación, por ejemplo ¿Cómo generar compromiso, entusiasmo, creatividad, voluntad cuando la decisión de trabajar para una empresa de venta directa es libre y voluble en el sentido de los beneficios que ésta genere? ¿Cómo incitar al grupo para conseguir las metas sin que la coerción sea una opción válida? Sin duda el concepto que aparece como alternativa es el liderazgo, ya que la misión de las personas a cargo de estos grupos de es influir de tal manera que la consecución de los objetivos organizacionales sean percibidos como objetivos personales
This research work seeks to explain in the context of a direct sales company, how the sales representatives of the organization (zone managers) manage to enforce the role of independent saleswomen (entrepreneurs) from their position within the commercial structure through leadership. In direct sales companies where the relationship established with women entrepreneurs to achieve commercial results is of a personal nature rather than contractual, some questions arise to determine what aspects make this relationship effective, for example: How to generate commitment, enthusiasm, creativity , will when the decision to work for a direct sales company is free and voluble in the sense of the benefits it generates? How to encourage the group to achieve the goals without coercion being a valid option? Without a doubt, the concept that appears as an alternative is leadership, since the mission of the people in charge of these groups is to influence in such a way that the attainment of the organizational objectives are perceived as personal objectives
This research work seeks to explain in the context of a direct sales company, how the sales representatives of the organization (zone managers) manage to enforce the role of independent saleswomen (entrepreneurs) from their position within the commercial structure through leadership. In direct sales companies where the relationship established with women entrepreneurs to achieve commercial results is of a personal nature rather than contractual, some questions arise to determine what aspects make this relationship effective, for example: How to generate commitment, enthusiasm, creativity , will when the decision to work for a direct sales company is free and voluble in the sense of the benefits it generates? How to encourage the group to achieve the goals without coercion being a valid option? Without a doubt, the concept that appears as an alternative is leadership, since the mission of the people in charge of these groups is to influence in such a way that the attainment of the organizational objectives are perceived as personal objectives
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ESTILO DE LIDERAZGO, GERENTES, TRIYIT S.A, EMPRESARIAS INDEPENDIENTES