Este estudo abordou os esforços dos fabricantes para influenciar o comportamento dos vendedores do canal de distribuição e revelou uma ferramenta de influência motivadora: a identificação. A partir de uma survey com 147 vendedores, este estudo explora o alinhamento dos sistemas de controle de vendas do canal de distribuição com o fabricante e a identificação, e os seus impactos na performance de vendas do fabricante. Este estudo também analisa os comportamentos positivos como consequência da identificação. A partir de análise de equações estruturais, os resultados demonstram que tanto a adesão do canal a sistemas de controle do fabricante e a identificação influenciam positivamente os resultados de vendas do fabricante, como também demonstram que a identificação gera comportamentos positivos do canal de distribuição, a favor da marca do fabricante, e com isso uma maior promoção da mesma. No entanto, os resultados não foram conclusivos em relação ao impacto destes comportamentos positivos nos resultados de vendas do fabricante. Adicionalmente, a identificação gera maior performance de vendas para o fabricante quando há um maior alinhamento dos sistemas de controle de vendas. Estes resultados sugerem que os fornecedores podem exercer influência sobre a força de vendas de canal de distribuição através do reforço da ligação psicológica entre as suas marcas e os vendedores do canal de distribuição. / This study addressed the efforts of manufacturers to influence the behavior of the sales makers of the distribution channel and revealed a motivating influence: identification. From a survey with 147 distribution channel sales makers, this study analyses the impact of manufacturer-channel member control systems alignment and identification, on manufacturer’s performance. This study also examines the positive behaviors as a consequence of identification. From analysis of structural equations, the results demonstrate that both the adherence to manufacturer control systems and identification positively influence the manufacturer sales performance, and also demonstrate that identification generates positive behaviors of the distribution channel in support of the manufacturer's brand. However, the results were inconclusive regarding the impact of these positive behaviors on manufacturer’s sales performance. In addition, identification generates greater sales performance for the manufacturer when there is a greater alignment of manufacturer-channel sales control systems. This results suggests that suppliers can exercise influence over the channel sales force by strengthening the psychological connection between its brands and channel sales personnel.

Este estudo abordou os esforços dos fabricantes para influenciar o comportamento dos vendedores do canal de distribuição e revelou uma ferramenta de influência motivadora: a identificação. A partir de uma survey com 147 vendedores, este estudo explora o alinhamento dos sistemas de controle de vendas do canal de distribuição com o fabricante e a identificação, e os seus impactos na performance de vendas do fabricante. Este estudo também analisa os comportamentos positivos como consequência da identificação. A partir de análise de equações estruturais, os resultados demonstram que tanto a adesão do canal a sistemas de controle do fabricante e a identificação influenciam positivamente os resultados de vendas do fabricante, como também demonstram que a identificação gera comportamentos positivos do canal de distribuição, a favor da marca do fabricante, e com isso uma maior promoção da mesma. No entanto, os resultados não foram conclusivos em relação ao impacto destes comportamentos positivos nos resultados de vendas do fabricante. Adicionalmente, a identificação gera maior performance de vendas para o fabricante quando há um maior alinhamento dos sistemas de controle de vendas. Estes resultados sugerem que os fornecedores podem exercer influência sobre a força de vendas de canal de distribuição através do reforço da ligação psicológica entre as suas marcas e os vendedores do canal de distribuição. / This study addressed the efforts of manufacturers to influence the behavior of the sales makers of the distribution channel and revealed a motivating influence: identification. From a survey with 147 distribution channel sales makers, this study analyses the impact of manufacturer-channel member control systems alignment and identification, on manufacturer’s performance. This study also examines the positive behaviors as a consequence of identification. From analysis of structural equations, the results demonstrate that both the adherence to manufacturer control systems and identification positively influence the manufacturer sales performance, and also demonstrate that identification generates positive behaviors of the distribution channel in support of the manufacturer's brand. However, the results were inconclusive regarding the impact of these positive behaviors on manufacturer’s sales performance. In addition, identification generates greater sales performance for the manufacturer when there is a greater alignment of manufacturer-channel sales control systems. This results suggests that suppliers can exercise influence over the channel sales force by strengthening the psychological connection between its brands and channel sales personnel.

Este estudo abordou os esforços dos fabricantes para influenciar o comportamento dos vendedores do canal de distribuição e revelou uma ferramenta de influência motivadora: a identificação. A partir de uma survey com 147 vendedores, este estudo explora o alinhamento dos sistemas de controle de vendas do canal de distribuição com o fabricante e a identificação, e os seus impactos na performance de vendas do fabricante. Este estudo também analisa os comportamentos positivos como consequência da identificação. A partir de análise de equações estruturais, os resultados demonstram que tanto a adesão do canal a sistemas de controle do fabricante e a identificação influenciam positivamente os resultados de vendas do fabricante, como também demonstram que a identificação gera comportamentos positivos do canal de distribuição, a favor da marca do fabricante, e com isso uma maior promoção da mesma. No entanto, os resultados não foram conclusivos em relação ao impacto destes comportamentos positivos nos resultados de vendas do fabricante. Adicionalmente, a identificação gera maior performance de vendas para o fabricante quando há um maior alinhamento dos sistemas de controle de vendas. Estes resultados sugerem que os fornecedores podem exercer influência sobre a força de vendas de canal de distribuição através do reforço da ligação psicológica entre as suas marcas e os vendedores do canal de distribuição. / This study addressed the efforts of manufacturers to influence the behavior of the sales makers of the distribution channel and revealed a motivating influence: identification. From a survey with 147 distribution channel sales makers, this study analyses the impact of manufacturer-channel member control systems alignment and identification, on manufacturer’s performance. This study also examines the positive behaviors as a consequence of identification. From analysis of structural equations, the results demonstrate that both the adherence to manufacturer control systems and identification positively influence the manufacturer sales performance, and also demonstrate that identification generates positive behaviors of the distribution channel in support of the manufacturer's brand. However, the results were inconclusive regarding the impact of these positive behaviors on manufacturer’s sales performance. In addition, identification generates greater sales performance for the manufacturer when there is a greater alignment of manufacturer-channel sales control systems. This results suggests that suppliers can exercise influence over the channel sales force by strengthening the psychological connection between its brands and channel sales personnel.

Thèse de doctorat présenté en vue de l'obtention du doctorat en psychologie - recherche intervention, option psychologie clinique (Ph.D) / Bien que les relations amoureuses puissent enrichir la vie d’un individu et favoriser son bien-être, elles peuvent également être une source de détresse lorsque des difficultés conjugales surviennent. Les comportements positifs et négatifs émis par les partenaires pourraient avoir un rôle important à jouer dans la satisfaction et l’engagement conjugaux et sont donc souvent ciblés dans le cadre de la psychothérapie conjugale. Cependant, peu d’études se sont intéressées simultanément à ces deux types de comportements pour comprendre leur contribution relative au fonctionnement relationnel. De plus, la présence d’insécurités d’attachement (anxiété d’abandon et évitement de l’intimité), fréquentes chez les partenaires qui consultent en thérapie de couple, pourrait teinter la manière dont ces comportements sont perçus. Ainsi, il semble important de réaliser des études s’intéressant à la fois à la perception des comportements positifs et négatifs du/de la partenaire et aux insécurités d’attachement dans l’étude du lien entre ces variables et le fonctionnement relationnel. Bien que plusieurs études se soient intéressées à ces facteurs de manière indépendante, peu d’entre elles les ont considérés conjointement afin d’atteindre une compréhension plus nuancée du lien entre ces variables. De plus, très peu d’études se sont intéressées à ces variables chez les partenaires de couples en situation de détresse conjugale, un contexte pouvant aussi affecter les perceptions d’un individu à l’égard des comportements de son/sa partenaire. Cette recherche doctorale vise à mieux comprendre les liens entre la perception des comportements positifs et négatifs, les insécurités d’attachement et des indicateurs de fonctionnement relationnel chez les couples consultant en thérapie conjugale. La première étude s’est intéressée aux liens entre la perception de deux comportements du/de la partenaire, un positif (soutien conjugal) et un négatif (violence psychologique), et deux indicateurs de fonctionnement relationnel chez les deux partenaires : la satisfaction conjugale et la volonté d’investir dans la relation. Cette étude s’est aussi intéressée au rôle modérateur de l’anxiété d’abandon dans ces associations. La deuxième étude s’est intéressée aux liens entre les insécurités d’attachement et le sous-engagement des deux partenaires en considérant la perception des comportements positifs et négatifs du/de la partenaire en tant que variables intermédiaires. Dans l’ensemble, les résultats obtenus suggèrent que les comportements positifs pourraient être particulièrement importants pour expliquer le fonctionnement relationnel des partenaires en situation de détresse conjugale. Les comportements négatifs seraient également associés à leur fonctionnement relationnel, mais dans une moindre mesure que les comportements positifs. La première étude a aussi permis de démontrer que le lien entre le soutien conjugal perçu de la part du/de la partenaire et le fonctionnement relationnel varie en fonction du niveau d’anxiété d’abandon d’un individu, bien qu’il y ait des différences de genre. La deuxième étude a démontré que la perception des comportements positifs du/de la partenaire pourrait constituer un mécanisme impliqué dans l’association entre les insécurités d’attachement et le sous-engagement des partenaires. Nos résultats suggèrent que l’augmentation des comportements positifs, tout en favorisant leur perception par les partenaires, pourrait constituer un facteur-clé des interventions visant à améliorer le fonctionnement relationnel des partenaires en situation de détresse conjugale. / While romantic relationships can enrich an individual's life and promote their well-being, they can also be a source of distress when relational difficulties arise. Positive and negative partner behaviors could have an important role to play in relationship satisfaction and relationship commitment and as such, they are often targeted in the context of couple therapy. However, few studies have considered these two types of behaviors simultaneously to understand their relative contribution to relationship outcomes. In addition, the presence of attachment insecurities (attachment anxiety and attachment avoidance), which are frequent among partners who seek couple therapy, could change the way that these behaviors are perceived. Thus, it seems important to carry out studies focusing both on the perception of positive and negative partner behaviors and on attachment insecurities in the study of the association between these variables and relationship outcomes. Although several studies have investigated these factors independently, few studies have considered these factors together to achieve a more nuanced understanding of the association between these variables. Moreover, very few studies have looked at these variables in partners of relationally distressed couples, a context also likely to affect an individual's perceptions of their partner's behaviors. This doctoral research aims to better understand the links between the perception of positive and negative partner behaviors, attachment insecurities, and relationship outcomes among couples seeking couple therapy. The first study focused on the links between the perception of two partner behaviors, one that is positive (support) and one that is negative (psychological aggression), and two relationship outcomes in both partners: relationship satisfaction and the willingness to invest in the relationship. This study also investigated the moderating role of attachment anxiety in these associations. The second study investigated the links between attachment insecurities and both partners’ under-commitment by considering the perception of positive and negative partner behaviors as intermediate variables. Overall, the results suggest that positive partner behaviors could be particularly important to explain relationship outcomes in relationally distressed partners. Negative behaviors would also be associated with relationship outcomes, but to a lesser extent than positive behaviors. The first study also showed that the link between perceived partner support and relationship outcomes varies with an individual’s level of attachment anxiety, although there are gender differences. The second study showed that perceived positive partner behaviors may be a mechanism involved in the association between attachment insecurities and both partners’ under-commitment. Our results suggest that increasing positive behaviors, while also promoting their perception by the partners, could be key for interventions aimed at improving relationship outcomes in relationally distressed partners.