Intuição, linguagem não-verbal e o compartilhamento da experiência vivida: um estudo sobre o processo de vendas de aeronves executivas

Abstract

Intuition does exist. And even tough it gained notoriety in the past decades, it has been the subject of study for a long time in the organizational field. Faced with the limitations of the rationality in the decision making process, intuition has recently been highlighted in the companies, becoming a competitive advantage.Intuition has been the subject of many fields of science, but nevertheless thecontemporary literature that covers the theme is still superficial, lacking a scientificallyapproach, and often related to mysticism and esotericism. This multitude of concepts and different points of view has contributed to make it even more difficult to understand and to develop the true concept of intuitive knowledge.Aiming at contributing to the better comprehension of the mysteries related to the existence, creation and manifestation of the intuition, it is presented a study developed in a business aircraft sales department. Among the main objectives, the work strives to clarify the characteristics of this mental process, showing how a professional related to commercial activities, and surrounded by an ever challenging decision making process context, builds up his intuitive knowledge based on the interaction with his clients, takes his decisions and tries to share his experiences.