| dc.contributor.author | Udayana, Ida Bagus Nyoman | |
| dc.contributor.author | Farida, Naili | |
| dc.contributor.author | Ardyan, Elia | |
| dc.date.accessioned | 2022-05-09T03:30:46Z | |
| dc.date.available | 2022-05-09T03:30:46Z | |
| dc.date.issued | 2019 | |
| dc.identifier.issn | 1744-2370 | |
| dc.identifier.issn | 1744-2389 | |
| dc.identifier.uri | http://dspace.uc.ac.id/handle/123456789/4959 | |
| dc.description.abstract | The 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.publisher | Inderscience 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.title | Selling relationship quality to increase salesperson performance in the pharmacy industry | en_US |
| dc.type | Article | en_US |
