Sale in essence, is the revenue generator of the company which ensures the existence and maintains the profitability of the business. Here upon, regular measuring the performance of the sales department and being aware of people’s performance in the department is required for companies as to reach certain preset goals and being assured of sales department’s productivity and profitability. This paper aims at studying the salespeople who perform below than expected as to find the causes behind the issue and help stabilizing and boosting the performance of the company finally. With respect to the fact that low performer problem is a complex issue consisting of wide range of aspects, variables and elements, as to collect the data and the analysis; a combination of quantitative and qualitative method (triangulation; via questionnaire and interviews) were used. The problem is narrowed down into three main affecting areas: 1- Employee turnover 2- Ethical issues 3- Job engagement and each scope is examined and analyzed in relation to salespeople’s performance. Consequently, potential and practical solutions and suggestions as for resolving the problem are presented which briefly are: inter-organizational approach, mostly by using job engagement, contribution and interaction.

O presente trabalho final de mestrado profissional tem como objetivo analisar a ética cristã e a ética empresarial, buscando aportes para a elaboração de uma possível ética empresarial cristã. O tema é muito atual e carece de fundamentação dentro de padrões que considerem a questão da responsabilidade social em âmbito teológico. A metodologia usada foi a pesquisa bibliográfica e conceitual. Os resultados da pesquisa se mostram a partir da consideração da responsabilidade social em viés teológico e sua possível vinculação com o mundo dos negócios. Concluímos por considerar a possibilidade de uma ética encarnada no seio da gestão empresarial e dos stakeholders, problematizando as várias dificuldades reais e as complexidades normativas de uma organização que prioriza a lógica da maximização dos lucros. Na distinção entre moral e ética, realizamos os aportes necessários à construção de sugestões que permeiem possíveis programas de ética empresarial cristã, elencando questões concretas como salário equânime, participação nas tomadas de decisão, incentivo à organização lúdica e à priorização da dignidade humana. / This final paper for the professional Masters program has as its goal to analyze the Christian Ethic and the Business Ethic seeking contributions for the elaboration of a possible Christian Business Ethic. The theme is very current and lacks foundation within standards which consider the issue of social responsibility in the theological area. The methodology used was bibliographic and conceptual research. The results of the research show up based on the consideration of social responsibility from the theological viewpoint and its possible tie to the business world. We conclude considering the possibility of an ethics incarnated in the bosom of business management and of the stakeholders, problematizing the various real difficulties and the normative complexities of an organization which prioritizes the logic of maximizing the profits. Within the distinction between morality and ethics, we fulfill the necessary contributions which permeate possible programs of Christian business ethics, laying out concrete issues such as equitable salary, participation in the decision making, encouragement for organization of play and the prioritization of human dignity.

Made available in DSpace on 2009-11-18T19:00:44Z (GMT). No. of bitstreams: 1 RPericlesB.pdf: 1462606 bytes, checksum: 844ec741439c04a254fc42dc23644c0a (MD5) Previous issue date: 2005 / The concept of corporative social responsability emphasizes the divergence of opinions about your meaning. The business values that direct the social actions at the company are performed by employees. This work has the objective to verify if the business values directed to the social responsibility practice act on free social actions practice of the employees of ALUMAR Consortium. The social actors involved were employees of the company that took part in some kind of social action supported by it in the period of January 1st 2003 to December 31st 2004. The methodology used was description and explanation searching to describe the phenomenon of corporate social responsibility and explain yours dimensions and influence in the practice of free actions of social responsibility. The conclusions about demonstrate that business values act on employees in the practice of free actions of social responsibility as well emphasize the strategical importance of social responsibility, regardeless the way it could be stablished and finally to organize a concept more included of social responsablity that passes by several boarding about the subject. / O conceito de responsabilidade social corporativa acentua a divergência de opiniões acerca do seu significado. Os valores empresariais que direcionam as ações sociais na empresa são praticados pelos empregados. Este trabalho tem como objetivo verificar se os valores empresariais voltados para a prática da responsabilidade social, influenciam na prática espontânea de ações sociais dos empregados do Consórcio de Alumínio do Maranhão S.A. Os atores sociais envolvidos foram os empregados da empresa que participaram de algum tipo de ação social fomentada pela mesma no período de 01/01/2003 a 31/12/2004. A metodologia utilizada foi a descritiva e explicativa, buscando descrever o fenômeno responsabilidade social corporativa e explicar suas dimensões e influência na prática espontânea de ações de responsabilidade social. As conclusões a respeito demonstram que os valores empresariais influenciam os empregados na prática espontânea de ações de responsabilidade social, bem como ressaltam a importância estratégica da responsabilidade social, independente da forma como ela possa se estabelecer e finalmente organiza um conceito mais abrangente de responsabilidade social, que passa pelas diversas abordagens sobre o tema.