ANÁLISIS DEL ESTRÉS DE LA FUERZA DE VENTAS EN UN PERÍODO DE CRISIS ECONÓMICA
DOI:
https://doi.org/10.15665/rde.v13i1.344Keywords:
estrés, identificación del trabajador, justicia percibida, incertidumbre.Abstract
Este trabajo analiza los efectos de las variables subyacentes de una situación crisis económica sobre el estrés del personal de ventas; específicamente se examina el caso de España. Para ello, se realizaron 150 encuestas a vendedores en la ciudad de Valencia, y se examinó el estrés y su relación con variables derivadas de la crisis. La relación entre los constructos se analizó a través de un Análisis Factorial Confirmatorio y Ecuaciones Estructurales. Los resultados indican que la percepción de un entorno poco estable y que ofrece pocas posibilidades laborales ejerce una influencia sobre el estrés de la fuerza de ventas. Por otro lado, muchos de los vendedores contratados por las empresas en la actualidad española han sido formados en otras áreas y sienten una baja identificación con el puesto de trabajo, lo que también provoca un aumento de estrés. Con base en los resultados, la investigación concluye con una serie de directrices para mejorar la gestión en relación con la temática de análisis.
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