TICS-Formación efectiva en ventas: sector asegurado mexicano

• Inés Küster Boluda ^[1] ; Natalia Vila López ^[1] ; Miguel Ángel Escamilla Santana ^[2]
  1. [1] Universitat de València

     Universitat de València

     Valencia, España

     
  2. [2] Universidad Autónoma de Querétaro

     Universidad Autónoma de Querétaro

     México

     
• Localización: Dirección y organización: Revista de dirección, organización y administración de empresas, ISSN 1132-175X, Nº 80, 2023, págs. 5-17
• Idioma: español
• Enlaces
  • Texto completo
• Resumen

  • Se pone en valor la relevancia del uso de las nuevas tecnologías en la formación en ventas, destacando los beneficios para vendedor y empresa de la formación efectiva en ventas. Con 159 agentes del sector asegurador mexicano y el uso de ecuaciones estructurales, concluimos que, en dicho sector, las TICs juegan un papel destacable en la formación efectiva en ventas y que ésta posee efectos positivos sobre los factores personales i) ambigüedad y conflicto de rol, ii) motivación intrínseca, iii) venta adaptativa, iv) conocimientos, y v) satisfacción del vendedor. Asimismo, ejerce un efecto indirecto sobre el rendimiento y la eficacia

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