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Full-Text Articles in Business
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 …
Intraorganizational Adaptiveness: Conceptual And Empirical Examination Of Salespeople's Adaptation Within Their Firms, Gabriel Moreno
Intraorganizational Adaptiveness: Conceptual And Empirical Examination Of Salespeople's Adaptation Within Their Firms, Gabriel Moreno
Open Access Theses & Dissertations
The role of salespeople in their firms has evolved drastically in the past two decades, especially in the amount of knowledge and skill required to contribute to their firms’ success in the contemporary B2B marketplace. Salespeople are increasingly considered as strategic employees who can provide a competitive advantage for their firms by providing intelligence gathered from their deep engagement in the marketplace. Modern salespeople act as consultants, relationship managers, and solution specialists, among many other roles. Due to the marked changes in the roles carried out by salespeople today, this investigation sets out to examine the most current developments in …