Pedro Canales T. - Academia.edu (original) (raw)
Papers by Pedro Canales T.
This work reflects on the indigenous look of history, more punctually the proposals of meaning th... more This work reflects on the indigenous look of history, more punctually the proposals of meaning that have emerged from the mapuche Letters in Chile, from the year 2006 to the present. The above, with the purpose of characterizing and identifying the matrixes of analysis that have been shaped over the years, especially the political and theoretical components that have been stitched together, what has been called mapuche historiography, as an intellectual and insurgent exercise at the same time.
Izquierdas, 2018
Jorge (2015). La Formación del estado y Pueblo Mapuche. De la inclusión a la exclusión. Santiago:... more Jorge (2015). La Formación del estado y Pueblo Mapuche. De la inclusión a la exclusión. Santiago: IDEA-USACH. 2 Mariman, Pablo et al (2006). ¡¡¡... Escucha, winka…!!! Cuatro ensayos de historia nacional mapuche y un epilogo de futuro!!! Santiago: Ediciones Lom. En este libro sus autores sostienen que la literalidad de este texto es un grito de toma de conciencia, pues el colonialismo no sólo opera sobre la población mapuche sino que también sobre la población chilena en general.
La investigación de postdoctorado que dio lugar a este artículo, "Identidade chilena e alteridade... more La investigación de postdoctorado que dio lugar a este artículo, "Identidade chilena e alteridade mapuche no pensamento de Tomás Guevara", fue financiada por la FAPESP.
Team Performance Management: An International Journal, 2008
Purpose-This paper aims to find out what characterises salespeople in the most effective salesfor... more Purpose-This paper aims to find out what characterises salespeople in the most effective salesforce in Spain. Design/methodology/approach-An empirical analysis has been done with 108 field sales managers from different sectors of activity to determine the conditions of the salesperson's control, professionalism and behaviour that affect his/her performance and the effectiveness of companies. A structural equations model or second generation multivariate model was used-PLS. Findings-The results show that more effective salesforces are controlled through behaviour control systems, salespersons in this team identify with the company's strategic objectives and an important part of their remuneration is based on a fixed salary. Research limitations/implications-First, the information has been gathered on a unique hierarchical level-team managers. Second, the company's activity sector and the type of salesperson can modify the results. Finally, the size of the sample has limited the potential application of specific statistical techniques and even the generalisation of the results. Practical implications-Field sales managers must help to define the salespeople's tasks to reach the company's objectives in the most effective way. This situation implies, logically, that control is exerted over behaviour and to a lesser extent over the results achieved by the salesperson. Originality/value-The paper determines those variables which allow companies, and especially those persons holding responsibility in the salesforce, to increase their effectiveness. The objective enriches the knowledge on sales effectiveness and also applies, in the Spanish case, a study methodology that has been applied in other countries.
This work reflects on the indigenous look of history, more punctually the proposals of meaning th... more This work reflects on the indigenous look of history, more punctually the proposals of meaning that have emerged from the mapuche Letters in Chile, from the year 2006 to the present. The above, with the purpose of characterizing and identifying the matrixes of analysis that have been shaped over the years, especially the political and theoretical components that have been stitched together, what has been called mapuche historiography, as an intellectual and insurgent exercise at the same time.
Izquierdas, 2018
Jorge (2015). La Formación del estado y Pueblo Mapuche. De la inclusión a la exclusión. Santiago:... more Jorge (2015). La Formación del estado y Pueblo Mapuche. De la inclusión a la exclusión. Santiago: IDEA-USACH. 2 Mariman, Pablo et al (2006). ¡¡¡... Escucha, winka…!!! Cuatro ensayos de historia nacional mapuche y un epilogo de futuro!!! Santiago: Ediciones Lom. En este libro sus autores sostienen que la literalidad de este texto es un grito de toma de conciencia, pues el colonialismo no sólo opera sobre la población mapuche sino que también sobre la población chilena en general.
La investigación de postdoctorado que dio lugar a este artículo, "Identidade chilena e alteridade... more La investigación de postdoctorado que dio lugar a este artículo, "Identidade chilena e alteridade mapuche no pensamento de Tomás Guevara", fue financiada por la FAPESP.
Team Performance Management: An International Journal, 2008
Purpose-This paper aims to find out what characterises salespeople in the most effective salesfor... more Purpose-This paper aims to find out what characterises salespeople in the most effective salesforce in Spain. Design/methodology/approach-An empirical analysis has been done with 108 field sales managers from different sectors of activity to determine the conditions of the salesperson's control, professionalism and behaviour that affect his/her performance and the effectiveness of companies. A structural equations model or second generation multivariate model was used-PLS. Findings-The results show that more effective salesforces are controlled through behaviour control systems, salespersons in this team identify with the company's strategic objectives and an important part of their remuneration is based on a fixed salary. Research limitations/implications-First, the information has been gathered on a unique hierarchical level-team managers. Second, the company's activity sector and the type of salesperson can modify the results. Finally, the size of the sample has limited the potential application of specific statistical techniques and even the generalisation of the results. Practical implications-Field sales managers must help to define the salespeople's tasks to reach the company's objectives in the most effective way. This situation implies, logically, that control is exerted over behaviour and to a lesser extent over the results achieved by the salesperson. Originality/value-The paper determines those variables which allow companies, and especially those persons holding responsibility in the salesforce, to increase their effectiveness. The objective enriches the knowledge on sales effectiveness and also applies, in the Spanish case, a study methodology that has been applied in other countries.