High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in Chiclayo

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The purpose of the study has been to differentiate the importance of the high-performance work systems (HPWS) effects, for dimensions, in the performance of sales representatives of pharmaceutical companies in Chiclayo having affective commitment and human capital as mediation variables. HPWS have a...

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Detalles Bibliográficos
Autores: Arbulú Ballesteros, Marco Agustín, Ludeña Jugo, Diego Alejandro
Formato: artículo
Fecha de Publicación:2021
Institución:Universidad Tecnológica del Perú
Repositorio:UTP-Institucional
Lenguaje:inglés
OAI Identifier:oai:repositorio.utp.edu.pe:20.500.12867/5146
Enlace del recurso:https://hdl.handle.net/20.500.12867/5146
https://doi.org/10.21678/jb.2021.1439
Nivel de acceso:acceso abierto
Materia:High-performance work systems
Sales administration
Vendedores
Organizational commitment
Talent management
Sistemas de trabajo de alto desempeño
Administración de ventas
Compromiso organizacional
Gestión del talento humano
Sellers
https://purl.org/pe-repo/ocde/ford#5.02.04
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dc.title.es_PE.fl_str_mv High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in Chiclayo
dc.title.alternative.es_PE.fl_str_mv Sistemas de trabajo de alto desempeño y desempeño organizacional de representantes de ventas de empresas farmacéuticas en Chiclayo
title High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in Chiclayo
spellingShingle High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in Chiclayo
Arbulú Ballesteros, Marco Agustín
High-performance work systems
Sales administration
Vendedores
Organizational commitment
Talent management
Sistemas de trabajo de alto desempeño
Administración de ventas
Compromiso organizacional
Gestión del talento humano
Sellers
https://purl.org/pe-repo/ocde/ford#5.02.04
title_short High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in Chiclayo
title_full High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in Chiclayo
title_fullStr High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in Chiclayo
title_full_unstemmed High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in Chiclayo
title_sort High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in Chiclayo
author Arbulú Ballesteros, Marco Agustín
author_facet Arbulú Ballesteros, Marco Agustín
Ludeña Jugo, Diego Alejandro
author_role author
author2 Ludeña Jugo, Diego Alejandro
author2_role author
dc.contributor.author.fl_str_mv Arbulú Ballesteros, Marco Agustín
Ludeña Jugo, Diego Alejandro
dc.subject.es_PE.fl_str_mv High-performance work systems
Sales administration
Vendedores
Organizational commitment
Talent management
Sistemas de trabajo de alto desempeño
Administración de ventas
Compromiso organizacional
Gestión del talento humano
Sellers
topic High-performance work systems
Sales administration
Vendedores
Organizational commitment
Talent management
Sistemas de trabajo de alto desempeño
Administración de ventas
Compromiso organizacional
Gestión del talento humano
Sellers
https://purl.org/pe-repo/ocde/ford#5.02.04
dc.subject.ocde.es_PE.fl_str_mv https://purl.org/pe-repo/ocde/ford#5.02.04
description The purpose of the study has been to differentiate the importance of the high-performance work systems (HPWS) effects, for dimensions, in the performance of sales representatives of pharmaceutical companies in Chiclayo having affective commitment and human capital as mediation variables. HPWS have a significant effect on development through human capital, but not with affective commitment. However, there are HPWS’ subdimensions that affect development through the “motivational path” (training, performance assessment and empowerment practices) which also affect in a considerable way through human capital. An activity that also affects performance through human capital significantly is the compensations and incentives one.
publishDate 2021
dc.date.accessioned.none.fl_str_mv 2022-03-11T23:24:59Z
dc.date.available.none.fl_str_mv 2022-03-11T23:24:59Z
dc.date.issued.fl_str_mv 2021
dc.type.es_PE.fl_str_mv info:eu-repo/semantics/article
dc.type.version.es_PE.fl_str_mv info:eu-repo/semantics/publishedVersion
format article
status_str publishedVersion
dc.identifier.issn.none.fl_str_mv 2078-9424
dc.identifier.uri.none.fl_str_mv https://hdl.handle.net/20.500.12867/5146
dc.identifier.journal.es_PE.fl_str_mv Journal of Business
dc.identifier.doi.none.fl_str_mv https://doi.org/10.21678/jb.2021.1439
identifier_str_mv 2078-9424
Journal of Business
url https://hdl.handle.net/20.500.12867/5146
https://doi.org/10.21678/jb.2021.1439
dc.language.iso.es_PE.fl_str_mv eng
language eng
dc.relation.ispartofseries.none.fl_str_mv Journal of Business;vol. 13, n° 2, pp. 51-71
dc.rights.es_PE.fl_str_mv info:eu-repo/semantics/openAccess
dc.rights.uri.es_PE.fl_str_mv http://creativecommons.org/licenses/by/4.0/
eu_rights_str_mv openAccess
rights_invalid_str_mv http://creativecommons.org/licenses/by/4.0/
dc.format.es_PE.fl_str_mv application/pdf
dc.publisher.es_PE.fl_str_mv Universidad del Pacífico, Facultad de Ciencias Empresariales
dc.publisher.country.es_PE.fl_str_mv PE
dc.source.es_PE.fl_str_mv Repositorio Institucional - UTP
Universidad Tecnológica del Perú
dc.source.none.fl_str_mv reponame:UTP-Institucional
instname:Universidad Tecnológica del Perú
instacron:UTP
instname_str Universidad Tecnológica del Perú
instacron_str UTP
institution UTP
reponame_str UTP-Institucional
collection UTP-Institucional
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spelling Arbulú Ballesteros, Marco AgustínLudeña Jugo, Diego Alejandro2022-03-11T23:24:59Z2022-03-11T23:24:59Z20212078-9424https://hdl.handle.net/20.500.12867/5146Journal of Businesshttps://doi.org/10.21678/jb.2021.1439The purpose of the study has been to differentiate the importance of the high-performance work systems (HPWS) effects, for dimensions, in the performance of sales representatives of pharmaceutical companies in Chiclayo having affective commitment and human capital as mediation variables. HPWS have a significant effect on development through human capital, but not with affective commitment. However, there are HPWS’ subdimensions that affect development through the “motivational path” (training, performance assessment and empowerment practices) which also affect in a considerable way through human capital. An activity that also affects performance through human capital significantly is the compensations and incentives one.El propósito del estudio ha sido diferenciar la importancia de los efectos de los sistemas de trabajo de alto rendimiento (HPWS), por dimensiones, en el desempeño de los representantes de ventas de empresas farmacéuticas de Chiclayo teniendo como variables mediadoras el compromiso afectivo y el capital humano. HPWS tiene un efecto significativo en el desarrollo a través del capital humano, pero no con compromiso afectivo. Sin embargo, existen subdimensiones de HPWS que inciden en el desarrollo a través del “camino motivacional” (prácticas de capacitación, evaluación del desempeño y empoderamiento) que también inciden de manera considerable a través del capital humano. Una actividad que también afecta significativamente el desempeño a través del capital humano es la de compensaciones e incentivos.Campus Piuraapplication/pdfengUniversidad del Pacífico, Facultad de Ciencias EmpresarialesPEJournal of Business;vol. 13, n° 2, pp. 51-71info:eu-repo/semantics/openAccesshttp://creativecommons.org/licenses/by/4.0/Repositorio Institucional - UTPUniversidad Tecnológica del Perúreponame:UTP-Institucionalinstname:Universidad Tecnológica del Perúinstacron:UTPHigh-performance work systemsSales administrationVendedoresOrganizational commitmentTalent managementSistemas de trabajo de alto desempeñoAdministración de ventasCompromiso organizacionalGestión del talento humanoSellershttps://purl.org/pe-repo/ocde/ford#5.02.04High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in ChiclayoSistemas de trabajo de alto desempeño y desempeño organizacional de representantes de ventas de empresas farmacéuticas en Chiclayoinfo:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionORIGINALD.Ludeña_M.Arbulu_Articulo_Journal_Business_eng_2021.pdfD.Ludeña_M.Arbulu_Articulo_Journal_Business_eng_2021.pdfapplication/pdf1197882http://repositorio.utp.edu.pe/bitstream/20.500.12867/5146/1/D.Lude%c3%b1a_M.Arbulu_Articulo_Journal_Business_eng_2021.pdf456017ae4372287895ac85656ec4cf44MD51LICENSElicense.txtlicense.txttext/plain; charset=utf-81748http://repositorio.utp.edu.pe/bitstream/20.500.12867/5146/2/license.txt8a4605be74aa9ea9d79846c1fba20a33MD52TEXTD.Ludeña_M.Arbulu_Articulo_Journal_Business_eng_2021.pdf.txtD.Ludeña_M.Arbulu_Articulo_Journal_Business_eng_2021.pdf.txtExtracted texttext/plain56235http://repositorio.utp.edu.pe/bitstream/20.500.12867/5146/3/D.Lude%c3%b1a_M.Arbulu_Articulo_Journal_Business_eng_2021.pdf.txtda0f0f592b3677666fc16bb9e72fe8caMD53THUMBNAILD.Ludeña_M.Arbulu_Articulo_Journal_Business_eng_2021.pdf.jpgD.Ludeña_M.Arbulu_Articulo_Journal_Business_eng_2021.pdf.jpgGenerated Thumbnailimage/jpeg15636http://repositorio.utp.edu.pe/bitstream/20.500.12867/5146/4/D.Lude%c3%b1a_M.Arbulu_Articulo_Journal_Business_eng_2021.pdf.jpg6d0dac7ece79469834772387fc9c06caMD5420.500.12867/5146oai:repositorio.utp.edu.pe:20.500.12867/51462022-03-11 20:02:58.363Repositorio Institucional de la Universidad Tecnológica del Perúrepositorio@utp.edu.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High performance work systems and organizational performance of sales representatives of Pharmaceutical Companies in Chiclayo
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