Salesperson energising relationship: a driver for enhancing salesperson performance

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.