Os dilemas do vendedor: compreendendo as flutuações entre o prazer e sofrimento a partir da análise clínica da atividade

Abstract

Given the impacts of changes in the work world, resulting from a constantly changing political, economic and socio-cultural scenario and, particularly, the activity of the sellers in the auto market – one of the most affected segments after political-economic crisis started in 2015 – it is established as objective of this study to understand the activity of these sellers, investigating their relationship with themselves and their professional gender. To understand the activity's dilemmas and paradoxes, this project will take as reference the theoretical operators of the Clinic of Activity, considering the conception of the subject present in the historical-cultural approach. This qualitative research had the participation of eight sellers of the specified area. Semi-structured individual interviews were conducted with items that investigate the work activity, the professional trajectory, the perception of a well done work on the sellers’ point of view and how to deal with the impediments and contradictions of this activity. Subsequently, the Instruction to the Double technique was applied, which consists of self-confrontation method promoting the reflection of the seller about his activity. Finally, each participant captured images that represent crucial moments of their activity from their own perspective. The analysis was based on the full transcripts of the interviews; the notes of perceptions of the researcher regarding the phases and objectives of the study; the co-analysis developed between participant-researcher, promoted by the Instruction to the Double and discussion about the images captured by the participants; in addition to the dialogue with the basic theoretical perspective of this study. In general, it can be stated that while these sellers seek to adjust to what the organization expects from them, which commonly brings suffering, they can find pleasure in their activity, which feeds their affections towards it and can promote the renewal of their professional gender, revitalizing it.