Team Potency and Its Impact on Performance via Self-efficacy and Adaptability
In sales, working together as a team for achieving individual performance is a relevant element. In this paper, we suggest a theoretical framework that analyzes the impact of team potency on subjective performance, according to two mechanisms: self-efficacy and adaptability. The hypotheses suggest...
| Main Authors: | , |
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| Format: | Article |
| Language: | English |
| Published: |
Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD)
2016-01-01
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| Series: | BAR: Brazilian Administration Review |
| Subjects: | |
| Online Access: | http://www.anpad.org.br/periodicos/arq_pdf/a_1702.pdf |
| _version_ | 1797972182872096768 |
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| author | Rodrigo Bastos Monteiro Valter Afonso Vieira |
| author_facet | Rodrigo Bastos Monteiro Valter Afonso Vieira |
| author_sort | Rodrigo Bastos Monteiro |
| collection | DOAJ |
| description | In sales, working together as a team for achieving individual performance is a relevant element. In this paper, we
suggest a theoretical framework that analyzes the impact of team potency on subjective performance, according to
two mechanisms: self-efficacy and adaptability. The hypotheses suggest that (a) team potency has a positive
relationship with self-efficacy and adaptability; self-efficacy and adaptability impact performance (b) directly and
(c) indirectly, through a mediating role; and (d) interpersonal climate quality moderates these associations. We did
a national survey with 290 salespeople organized in 101 teams from a water purification company. We used
multilevel analyses and results suggested that sales team potency has a main effect on self-efficacy and adaptability.
Second, results showed that self-efficacy and adaptability explain subjective performance. Third, self-efficacy and
adaptability mediate the association between team potency and individual performance. Fourth, we did not find
support for a moderating role of interpersonal climate quality on team potency. Final remarks and future research
are discussed in the paper. |
| first_indexed | 2024-04-11T03:43:23Z |
| format | Article |
| id | doaj.art-8df5b11afadb4bc3b112d5c6e7b8ccf5 |
| institution | Directory Open Access Journal |
| issn | 1807-7692 |
| language | English |
| last_indexed | 2024-04-11T03:43:23Z |
| publishDate | 2016-01-01 |
| publisher | Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD) |
| record_format | Article |
| series | BAR: Brazilian Administration Review |
| spelling | doaj.art-8df5b11afadb4bc3b112d5c6e7b8ccf52023-01-02T03:12:10ZengAssociação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD)BAR: Brazilian Administration Review1807-76922016-01-0113198119http://dx.doi.org/10.1590/1807-7692bar2016150283Team Potency and Its Impact on Performance via Self-efficacy and AdaptabilityRodrigo Bastos Monteiro0Valter Afonso Vieira1Universidade Estadual de MaringáUniversidade Estadual de MaringáIn sales, working together as a team for achieving individual performance is a relevant element. In this paper, we suggest a theoretical framework that analyzes the impact of team potency on subjective performance, according to two mechanisms: self-efficacy and adaptability. The hypotheses suggest that (a) team potency has a positive relationship with self-efficacy and adaptability; self-efficacy and adaptability impact performance (b) directly and (c) indirectly, through a mediating role; and (d) interpersonal climate quality moderates these associations. We did a national survey with 290 salespeople organized in 101 teams from a water purification company. We used multilevel analyses and results suggested that sales team potency has a main effect on self-efficacy and adaptability. Second, results showed that self-efficacy and adaptability explain subjective performance. Third, self-efficacy and adaptability mediate the association between team potency and individual performance. Fourth, we did not find support for a moderating role of interpersonal climate quality on team potency. Final remarks and future research are discussed in the paper.http://www.anpad.org.br/periodicos/arq_pdf/a_1702.pdfteam potency; adaptability; self-efficacy; salesperson performance. |
| spellingShingle | Rodrigo Bastos Monteiro Valter Afonso Vieira Team Potency and Its Impact on Performance via Self-efficacy and Adaptability BAR: Brazilian Administration Review team potency; adaptability; self-efficacy; salesperson performance. |
| title | Team Potency and Its Impact on Performance via Self-efficacy and Adaptability |
| title_full | Team Potency and Its Impact on Performance via Self-efficacy and Adaptability |
| title_fullStr | Team Potency and Its Impact on Performance via Self-efficacy and Adaptability |
| title_full_unstemmed | Team Potency and Its Impact on Performance via Self-efficacy and Adaptability |
| title_short | Team Potency and Its Impact on Performance via Self-efficacy and Adaptability |
| title_sort | team potency and its impact on performance via self efficacy and adaptability |
| topic | team potency; adaptability; self-efficacy; salesperson performance. |
| url | http://www.anpad.org.br/periodicos/arq_pdf/a_1702.pdf |
| work_keys_str_mv | AT rodrigobastosmonteiro teampotencyanditsimpactonperformanceviaselfefficacyandadaptability AT valterafonsovieira teampotencyanditsimpactonperformanceviaselfefficacyandadaptability |