Impacto del capital humano en el desempeño de ventas. Un estudio de caso en la nueva normalidad

Authors

  • Miriam Rodríguez Vargas Profesora-investigadora de tiempo completo de la Universidad Autónoma de Tamaulipas.
  • Bernardo Nahuat Román Profesor-investigador de tiempo completo de la Universidad Autónoma de Tamaulipas.
  • Mirna Leticia Santoyo Caamal Profesora-investigadora de tiempo completo de la Universidad Autónoma de Tamaulipas.

DOI:

https://doi.org/10.29059/rpcc.20240601-169

Keywords:

Human capital, sales performance, formal education, experience, new normality

Abstract

The impact of human capital on performance has been widely accepted in academia; However, with the arrival of the covid-19 pandemic, altering the existing status quo, new approaches are necessary to confirm or refute what was previously established with hard data. Thus, this research aims to determine with hard data the impact of human capital on sales performance in the new normality. In September 2021, a survey was conducted of 82 workers from a large company in southern Tamaulipas and multiple linear regression confirmed the impact of human capital through experience and formal education on sales performance. The main contribution of the present work is that it leaves a mark on this line of knowledge in the context of the new normality, in addition, it can serve as a reference for new personnel hiring in current times.

Downloads

Published

2024-06-01

Issue

Vol. 15 No. 1 (2024): Enero- Junio 2024

Section

Investigación empírica y análisis teórico

License

Creative Commons License

This work is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License.

Those authors who have publications with the Journal of Psychology and Behavioral Sciences of the Academic Unit of Legal and Social Sciences, accept the following terms:

a. The authors will retain their copyright and guarantee the journal the right to first publish their work, which will be simultaneously subject to the Creative Commons Attribution-NonCommercial-Share Alike 4.0 International License. which allows third parties to share the work as long as its author and his first publication are indicated this journal.

b. Authors may adopt other non-exclusive license agreements for the distribution of the version of the published work (e.g., deposit it in an institutional telematic archive or publish it in a monographic volume) provided that the initial publication in this journal is indicated.

C. Authors are allowed and recommended to disseminate their work through personal communication (e.g. colleagues) before and during the submission process, for purposes of feedback or enrichment of the work, which can produce interesting exchanges