Uso de relatórios gerenciais e desempenho de vendas em companhia seguradora
Tipo
Dissertação
Data de publicação
2016-12-08
Periódico
Citações (Scopus)
Autores
Duque, Bruno da Silva
Orientador
Oyadomari, José Carlos Tiomatsu
Título da Revista
ISSN da Revista
Título de Volume
Membros da banca
Lima, Ronaldo Gomes Dutra de
Santana, Ricardo Malagueño de
Santana, Ricardo Malagueño de
Programa
Controladoria Empresarial
Resumo
This research studies the associations between the use of management reports for business
managers of a Brazilian insurance company, the perception of benefits of these reports and sales
performance. As well as other national and international studies, it analyzes the use of
management reports for operational managers, not by the senior management of the company.
Therefore, we adopted the model of Mahama and Cheng (2013) and Widener (2007) for
measuring the perceived benefits of using management reports. It also performed an analysis
of quantitative data, combining data obtained through survey and historical data of the studied
company (secondary data). The results showed that there is a statistically significant
relationship between perceived benefit of management reports, intensity of use and the intensity
of use is associated with higher sales performance. These results were observed using a
structural equation model for the sample. It was also used a multiple linear regression model to
analyze the correlation between the use of reports and superior performance in sales, having
experience in the company itself as a control variable, and the results also showed statistics and
significant relationships. The main limitation of this study is the fact that the tool used by the
company to provide these reports (a mobile app) is relatively new, so the degree of predictability
of the multiple linear regression model is still low and the same with the model structural
equation. On the other hand, the results generate important insights for the company, the main
one being the need for the new tool institutionalization and potential gains that this measure
could bring.
Descrição
Palavras-chave
sistema de controle gerencial , uso de relatórios gerenciais , desempenho em vendas , seguradoras
Assuntos Scopus
Citação
DUQUE, Bruno da Silva. Uso de relatórios gerenciais e desempenho de vendas em companhia seguradora. 2016. 57 f. Dissertação (Controladoria Empresarial) - Universidade Presbiteriana Mackenzie, São Paulo.