Direct Sales in Argentina, a study of motivational and behavior strategies for commercial processing

Abstract

The theoretical path that completes the analysis of this research includes a concept closely related to social psychology rarely addressed by the administration as such and explains the power exercised by the system by situational forces. Forces, seemingly invisible, but which together mobilize individuals constantly and especially in new environments such as the Direct Selling for who became in Direct seller or are immersed in business processes and interaction outside of a formal business structure. Such normal practices of motivation oriented direct sales; often not provide a clear commercial strategy to be followed by companies that includes the seller's perspective making reconciliation between organizational culture and characteristics of a dominant position.