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Impacto del coaching socioformativo como estrategia de formación integral en la industria del alojamiento en México
| Content Provider | Semantic Scholar |
|---|---|
| Author | Hernández, Georgina Mayola Salazar Hernández-Anaya, Marcela Vargas-Jacobo, Ma. Guadalupe Mosqueda, José Silvano Hernández |
| Copyright Year | 2017 |
| Abstract | En el presente estudio se analizo el impacto del coaching como estrategia formativa del personal encargado de las ventas en la industria hotelera en Mexico. El objetivo fue brindar servicios de calidad y comercializacion a traves del mejoramiento de la formacion y capacitacion del personal responsable de las ventas, brindando estrategias que integren la dimension emocional en el desarrollo humano para proporcionar un servicio de calidad a un precio justo. La metodologia de investigacion consistio en un estudio cuasi-experimental empleando un diseno descriptivo-comparativo, con una muestra de 30 participantes quienes conformaron los grupos control y experimental. Se utilizo la tecnica de muestreo probabilistico estratificado, considerando las funciones del personal, las caracteristicas del hotel y la zona geografica en donde se encuentran. Como instrumentos de investigacion se utilizaron dos cuestionarios, uno con indicadores sociodemograficos y otro basado en indicadores que miden el impacto del coaching en el desempeno laboral, asi como un guion de entrevista. Los resultados se obtuvieron a partir de la comparacion entre las frecuencias obtenidas, de acuerdo a las variables establecidas con y sin coaching . Estos resultados mostraron la relacion positiva de los ejecutivos de ventas que recibieron curso de coaching con las caracteristicas y objetivos que los gerentes solicitaron a los responsables de esta area en sus hoteles. Una importante conclusion es que la capacitacion debe incluir el desarrollo humano como base para realizar su trabajo diario, siempre acompanado de un buen lider que le ayude a desarrollarse personal y profesionalmente de manera integral. Palabras clave: Coaching , desarrollo humano, estrategias de venta, necesidades de la demanda. Abstract This study analyzed the impact of coaching as a strategy for training sales personnel in the hotel industry in Mexico. The aim was to offer quality services and marketing by improving the training and education of sales personnel, providing strategies that integrate the emotional dimension in human development to provide a high-quality service at a fair price. The research methodology consisted of a quasi-experimental study using a descriptive-comparative design, with a sample of 30 participants who comprised the experimental and control groups. The technique of stratified probability sampling was used, considering the functions of the personnel, the characteristics of the hotel and the geographic area where they are located. Two questionnaires were used as research instruments: one with sociodemographic indicators and the other based on indicators that measure the impact of coaching on work performance as well as an interview script. The results were obtained by comparing the obtained frequencies according to the variables established with and without coaching. These results showed the positive relationship of sales executives who underwent the coaching course and the characteristics and objectives that the managers asked of those in charge of this area in their hotels. One important conclusion is that the training must include human development as the foundation for performing daily work, always accompanied by a good leader who aids in personal and professional development in a comprehensive way. Key words: Coaching, human development, sales strategies, demand needs. (Presentado: 20 de abril de 2017. Aceptado: 07 de junio de 2017) |
| Starting Page | 144 |
| Ending Page | 156 |
| Page Count | 13 |
| File Format | PDF HTM / HTML |
| DOI | 10.4067/riat.v13i2.382 |
| Volume Number | 13 |
| Alternate Webpage(s) | https://scielo.conicyt.cl/pdf/riat/v13n2/0718-235X-riat-13-02-00144.pdf |
| Alternate Webpage(s) | https://doi.org/10.4067/riat.v13i2.382 |
| Language | English |
| Access Restriction | Open |
| Content Type | Text |
| Resource Type | Article |
