ABSTRACT
Purpose:
The purpose of the research is to understand how the organization can assign meaning to the emotional labor performed by salespeople in the experience store. For this, it was analyzed the sources of the meaning of the work in the process of managing the emotions realized by the salespeople.
Originality/value:
There are few studies in the international literature that proposed to articulate the meaning of work (Rosso, Dekas & Wrzesniewski, 2010Rosso, B. D., Dekas, K. H., & Wrzesniewski, A. (2010). On the meaning of work: A theoretical integration and review. Research in Organizational Behavior, 30, 91-127. doi:10.1016/j.riob.2010.09.001
https://doi.org/10.1016/j.riob.2010.09.0...
) and management of emotions (Grandey, 2000Grandey, A. A. (2000). Emotional regulation in the workplace: A new way to conceptualize emotional labor. Journal of Occupational Health Psychology, 5(1), 95. doi:10.1037/1076-8998.5.1.95
https://doi.org/10.1037/1076-8998.5.1.95...
) and there is no research about it on the national level. Based on this gap, the present research proposes that the meaning of work and management of emotions are intrinsically related in the management field, as a way of homogenizing behaviors and feelings related to work and organization. The originality of the research is to explain how organizations can establish mechanisms of meaning to work and contribute to processes of management of emotions with a more genuine character, and, consequently, how this subjective form of the work contributes to the construction of the brand experience in the sales environment.
Design/methodology/approach:
This is qualitative research that occurred in an experienced store located in the city of São Paulo. The methodological strategy was to enter the universe of work of the salespeople, through participant observation technique, with the purpose of understanding and explaining how the sources of the meaning of the work can contribute in the process of management of the emotions realized by the salespeople. The Hermeneutics was adopted for data analysis.
Findings:
The research presents that the sources of the meaning of work promoted by the organization, such as "authenticity", "self-efficacy", "belonging", "self-esteem", "sense of purpose" and "transcendence" mobilizes the salespeople's genuine emotions toward organizational goals.
KEYWORDS
Meaning of work; Emotional Labor; Management of Emotions; Salespeople; Experience Store
Source: Elaborated by the authors.
Source: Elaborated by the authors.
Source: Elaborated by the authors.