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Previous issue date: 2005-06-07 / This research identifies the relations between the variables behavior's profile, working performance and perception of factors that constitute the motivational strategy used by the researched institution. In order to achieve the proposed goals, 119 retail banking account managers has been researched. This way, by means of the performance background from this officials in the fulfillment of goals the institution established, behavior performance identification based on the work developed by Ricco (2004) and the evaluation of the perception of factors that the referred motivational strategy consists of through a questionnaire prepared by the researcher, it was possible to establish the proposed relations. The theoretical foundation that mainly supported this research is found in the works of Robbins (2002), DuBrin (2003), Fromm (1989), Coda (2000) and Ricco (2004). The datum analysis allowed identifying that, according to the motivational strategy used by the institution, there's a difference between the performance presented by the different behavior profiles, as has been noted, when comparing it with the other profiles, the conquering profile presents a better performance whereas the collaborator and expert profiles present lower performances. From the relation between the performance at work and the individuals perception before the factors constituting the referred motivational strategy, it can be seen that the individual with a lower performance highly care about service quality and group work, although this aren't prior factors in this motivational strategy. As a result, analyzing the relation between the behavior profiles and the individuals' perception before the factors that constitute the motivational strategy in question, it hasn't been noticed a statistically meaningful importance of a certain factor to the detriment of other factors, that is, statistically no factor has prevailed to another. However, even without a statistically significant difference among the factors, the importance given to them is different for each behavior's profile. / Esta pesquisa identifica as rela????es entre as vari??veis perfil comportamental, desempenho no trabalho e percep????o dos fatores que comp??em a estrat??gia motivacional utilizada pela institui????o pesquisada. Para atingir os objetivos propostos, foram pesquisados 119 gerentes de conta de um banco de varejo. Assim, por meio do hist??rico de desempenho destes funcion??rios no cumprimento das metas estabelecidas pela institui????o, da identifica????o do perfil comportamental com base no trabalho desenvolvido por Ricco (2004) e da avalia????o da percep????o dos fatores que comp??em a referida estrat??gia motivacional por interm??dio de question??rio elaborado pelo pesquisador, foi poss??vel estabelecer as rela????es propostas. O embasamento te??rico que predominantemente sustentou esta pesquisa encontra-se nas obras de Robbins (2002), DuBrin (2003), Fromm (1986), Coda (2000) e Ricco (2004). A an??lise dos dados permitiu identificar que, diante da estrat??gia motivacional utilizada pela institui????o, existe diferen??a entre o desempenho apresentado pelos diferentes perfis comportamentais, sendo que, quando comparado aos demais perfis, o perfil conquistador apresenta melhor desempenho enquanto os perfis colaborador e especialista apresentam piores desempenhos. Da rela????o entre o desempenho no trabalho e a percep????o dos indiv??duos perante os fatores que comp??em a referida estrat??gia motivacional, observa-se que os indiv??duos com baixo desempenho d??o mais import??ncia ?? qualidade do atendimento e ao trabalho em grupo, n??o sendo estes fatores priorit??rios nesta estrat??gia motivacional. Por fim, analisando-se a rela????o entre os perfis comportamentais e a percep????o dos indiv??duos perante os fatores que comp??em a estrat??gia motivacional em quest??o, para todos os perfis comportamentais n??o foi percebida a import??ncia estatisticamente significativa de determinado fator em detrimento a outro, ou seja, estatisticamente nenhum fator se sobressaiu a outro. Por??m, mesmo sem haver diferen??a estatisticamente significativa entre os fatores, a import??ncia atribu??da a eles ?? diferente para cada perfil comportamental.
| Identifer | oai:union.ndltd.org:IBICT/oai:132.0.0.61:tede/310 |
| Date | 07 June 2005 |
| Creators | Cestari, Rog??rio Vecchi |
| Contributors | Coda, Roberto, Ricco, Maria Filomena Fontes, Silva, Dirceu da |
| Publisher | FECAP - Faculdade Escola de Com??rcio ??lvares Penteado, Mestrado em Administra????o de Empresas, FECAP, BR, Administra????o estrat??gica |
| Source Sets | IBICT Brazilian ETDs |
| Language | Portuguese |
| Detected Language | English |
| Type | info:eu-repo/semantics/publishedVersion, info:eu-repo/semantics/masterThesis |
| Format | application/pdf |
| Source | reponame:Biblioteca Digital de Teses e Dissertações do FECAP, instname:Fundação Aramando Álvares Penteado, instacron:FAAP |
| Rights | info:eu-repo/semantics/openAccess |
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