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dc.contributor.authorUdayana, Ida Bagus Nyoman
dc.contributor.authorFarida, Naili
dc.contributor.authorArdyan, Elia
dc.date.accessioned2022-05-09T03:30:46Z
dc.date.available2022-05-09T03:30:46Z
dc.date.issued2019
dc.identifier.issn1744-2370
dc.identifier.issn1744-2389
dc.identifier.urihttp://dspace.uc.ac.id/handle/123456789/4959
dc.description.abstractThe success of a salesperson’s performance is determined by several factors. However, the factors influencing the success are still debatable. This study involved 259 salespeople by distributing 350 questionnaires. A random sample technique was applied in the study. The collected data were analysed using: non-response bias, Amos 21.0 and Sobel test. The results of the study show that the adaptive selling does not have a direct effect on the salesperson performance, but it has a significant indirect positive effect on the selling relationship quality. The customer orientation and the learning orientation have a significant positive effect on the selling relationship quality and the salesperson performance. Additionally, limitations of the study and areas for future research are presented in this paper.en_US
dc.publisherInderscience Enterprises Ltd.en_US
dc.subject: pharmacy industry; adaptive selling; selling relationship quality; salesperson performance; customer orientation; learning orientation; customer networking; customer relationship; resources; customer respon capability; services.en_US
dc.titleSelling relationship quality to increase salesperson performance in the pharmacy industryen_US
dc.typeArticleen_US


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