TICS-Formación efectiva en ventassector asegurado mexicano

  1. Inés Küster Boluda 1
  2. Natalia Vila López 1
  3. Miguel Ángel Escamilla Santana 2
  1. 1 Universitat de València
    info

    Universitat de València

    Valencia, España

    ROR https://ror.org/043nxc105

  2. 2 Universidad Autónoma de Querétaro
    info

    Universidad Autónoma de Querétaro

    Santiago de Querétaro, México

    ROR https://ror.org/00v8fdc16

Revista:
Dirección y organización: Revista de dirección, organización y administración de empresas

ISSN: 1132-175X

Ano de publicación: 2023

Número: 80

Páxinas: 5-17

Tipo: Artigo

DIALNET GOOGLE SCHOLAR lock_openAcceso aberto editor

Outras publicacións en: Dirección y organización: Revista de dirección, organización y administración de empresas

Resumo

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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