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The Role Of Customer Networking Capability Effectiveness In Enhancing The Salespeople’S Performance In Small And Medium Enterprises, Ida Bagus Nyoman Udayana, Naili Farida
The Role Of Customer Networking Capability Effectiveness In Enhancing The Salespeople’S Performance In Small And Medium Enterprises, Ida Bagus Nyoman Udayana, Naili Farida
ASEAN Marketing Journal
Research Aims: This research examines the research gap between adaptive selling and the salespeople’s performance. There is an inconsistency of research results among marketing researchers. This study extends the previous marketing literature to customer network-based marketing. Design/Methodology/approach: The research data were collected from 300 salesperson in the field of small and medium enterprises. The data analysis used a structural equation model and Sobel tests. The findings of the research: Research findings show that the effectiveness of customer networking capability functions as an intervention between adaptive selling and salespeople’s performance. Adaptive selling, interaction quality, and perceived interpersonal skills have a significant …
The Role Of Customer Networking Capability Effectiveness In Enhancing The Salespeople’S Performance In Small And Medium Enterprises, Ida Bagus Nyoman Udayana, Naili Farida
The Role Of Customer Networking Capability Effectiveness In Enhancing The Salespeople’S Performance In Small And Medium Enterprises, Ida Bagus Nyoman Udayana, Naili Farida
ASEAN Marketing Journal
Research Aims: This research examines the research gap between adaptive selling and the salespeople’s performance. There is an inconsistency of research results among marketing researchers. This study extends the previous marketing literature to customer network-based marketing. Design/Methodology/approach: The research data were collected from 300 salesperson in the field of small and medium enterprises. The data analysis used a structural equation model and Sobel tests. The findings of the research: Research findings show that the effectiveness of customer networking capability functions as an intervention between adaptive selling and salespeople’s performance. Adaptive selling, interaction quality, and perceived interpersonal skills have a significant …