Influência da estratégia corporativa e das culturas regional e organizacional no modo de gestão e desempenho gerencial

Abstract

The purpose of this article was to analyze the main aspects that influences sales manager's perception of performance. It sought to understand whether managerial performance could be influenced by regional and organizational cultures, corporate strategy and the exercise of power. The study analyzes the specific context of a business to business German multinational company, operating throughout the Brazilian territory. Regional managers were interviewed, some of them responsible for more than one territorial region. The main management roles and functions were also evaluated, as well as the characteristics and factors considered for a good performance evaluation of these professionals. It was possible to verify, through the interviews, that there is a direct influence of aspects from the regional and organizational cultures in the management mode and performance, as well as by the corporate strategy. Additionally, a point of improvement was identified in the form of assessing the performance of the company's managers.