Brazilian experience of server behaviour: Perspectives of analysis from sales professionals and customers

Kleber Cavalcanti Nobrega; Aline Gehlen Rodrigues Silva; Cristine Hermann Nodari; Thereza Angelica Bezerra de Souza Santos

Article Details

Research Article Volume 12 Issue 4

Brazilian experience of server behaviour: Perspectives of analysis from sales professionals and customers

Kleber Cavalcanti Nobrega • Aline Gehlen Rodrigues Silva • Cristine Hermann Nodari • Thereza Angelica Bezerra De Souza Santos

Published: 04 Jul 2018 Issue:Volume 12 Issue 4 Jul 2018 Author details below

Kleber Cavalcanti Nobrega

University Potiguar (UNP) /Laureate International Universities

Aline Gehlen Rodrigues Silva

Federal University of the Northern Great River (UFRN)

Cristine Hermann Nodari

University Potiguar (UNP) /Laureate International Universities

Thereza Angelica Bezerra de Souza Santos

University Center of the Great Northern River (UNI-RN)

Server Behaviour. Sales. Competitiveness. Sales Professionals. Customers

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Abstract

Research summary

The research had, as general objective, to evaluate the presence of server behaviour in sales professionals of Brazilian real estate market. It was an exploratory and descriptive work and its universe was composed by real estate agents of the city of Natal, in Rio Grande do Norte - Brazil, being selected a sample of 70 realtors and 135 customers, through the criterion of accessibility. As data collection instruments, two questionnaires were used, both with closed questions, structured and elaborated based on 24 attributes related to the dimensions of server behaviour, considering their importance and their performance in the perception of realtors and customers. With regard to perceptions, divergent results were pointed out, be it with regard to the dimensions of the proposition, or with respect to the attributes. However, the survey found that there are elements of server behaviour in the researched realtors. Also, it was possible to identify the variables and diagnose gaps to be improved to mobilize more competitiveness to these businesses. Finally, limitations and opportunities of future work are presented.

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Published 04 Jul 2018

How to Cite

Nobrega, K. C., Silva, A. G. R., Nodari, C. H., & Santos, T. A. B. D. S.. (2018). Brazilian experience of server behaviour: Perspectives of analysis from sales professionals and customers. Journal of Business and Retail Management Research, Volume 12 Issue 4.

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APA

Nobrega, K. C., Silva, A. G. R., Nodari, C. H., & Santos, T. A. B. D. S.. (2018). Brazilian experience of server behaviour: Perspectives of analysis from sales professionals and customers. Journal of Business and Retail Management Research, Volume 12 Issue 4.

MLA

Nobrega, Kleber Cavalcanti, et al.. "Brazilian experience of server behaviour: Perspectives of analysis from sales professionals and customers." Journal of Business and Retail Management Research, Volume 12 Issue 4, 2018.

Chicago

Kleber Cavalcanti Nobrega, Aline Gehlen Rodrigues Silva, Cristine Hermann Nodari, and Thereza Angelica Bezerra De Souza Santos. "Brazilian experience of server behaviour: Perspectives of analysis from sales professionals and customers." Journal of Business and Retail Management Research Volume 12 Issue 4 (04 Jul 2018).

Harvard

Nobrega, K. C., Silva, A. G. R., Nodari, C. H., & Santos, T. A. B. D. S. (2018) Brazilian experience of server behaviour: Perspectives of analysis from sales professionals and customers. Journal of Business and Retail Management Research, Volume 12 Issue 4

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