Salesperson energising relationship: a driver for enhancing salesperson performance

RETNAWATI, BERTA BEKTI and FERDINAND, AUGUSTY TAE and HERMAN, LALU EDI and ARDIAN, ELIA (2019) Salesperson energising relationship: a driver for enhancing salesperson performance. IJSEM, 9 (3-4). pp. 317-336. ISSN 1753-0830

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Abstract

The current study aims at developing and testing a conceptual model on how to manage the salesperson's customer orientation for enhancing salesperson performance, by introducing the concept of salesperson energising relationship as a novelty in the sales management study. The research context is in the pharmaceutical industry in Indonesia, which holds a promising pharmaceutical market to the global market place. The structural equation model analysis is employed to test the hypotheses. The finding of this study demonstrates the pivotal role of salesperson energising relationship in mediating the customer orientation and salesperson performance as well as the role of salesperson autonomy and relational capital in influencing salesperson performance. The originality of this study is in the important role of salesperson energising relationship that contributing to enrich the sales management literature.

Item Type: Article
Uncontrolled Keywords: customer orientation, salesperson energising relationship, relational capital, salesperson autonomy, salesperson performance
Subjects: 300 Social Sciences > 330 Economics
Divisions: Faculty of Economics and Business > Department of Management
Depositing User: Ms Berta .
Date Deposited: 08 Aug 2019 02:31
Last Modified: 08 Aug 2019 02:31
URI: http://repository.unika.ac.id/id/eprint/19573

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