文化大學機構典藏 CCUR:Item 987654321/41961
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    题名: Exploring the determinants and consequences of salesperson market orientation behavior An empirical study in the financial service industry
    作者: Chen, YC (Chen, Yen-Chun)
    Rivas, AA (Rivas, Adriana Amaya)
    Wu, WY (Wu, Wann-Yih)
    贡献者: 企業管理學系暨國際企業管理研究所
    关键词: ADAPTIVE SELLING BEHAVIOR
    SALES CONTROL-SYSTEMS
    PERCEIVED ORGANIZATIONAL SUPPORT
    SOCIAL-LEARNING THEORY
    VALUE CO-CREATION
    CUSTOMER ORIENTATION
    PSYCHOLOGICAL CLIMATE
    MODERATING ROLE
    WORKING SMART
    COMPETITIVE INTELLIGENCE
    日期: 2018
    上传时间: 2019-01-23 10:28:26 (UTC+8)
    摘要: Purpose While the importance of salesperson market orientation behavior (SMOB) is widely acknowledged, as evidenced by the increasing research attention this concept is receiving, discussion of its antecedents and consequences in the literature remains limited. The purpose of this paper is to focus on the antecedents of SMOB and the underlying process through which it influences sales performance.

    Design/methodology/approach A causal model was developed to analyze the antecedents and consequences of SMOB. This proposed model and various hypotheses were tested using data obtained from a sample of 264 salespeople in the Taiwanese financial services industry.

    Findings The learning orientation and behavioral controls of salespeople positively influence SMOB. In addition, SMOB plays a critical role in improving two types of working-smart behaviors (i.e., sales planning and adaptive selling), thereby achieving better sales performance.

    Originality/value This report sheds light on the importance of SMOB in today's personal sales environment and uncovers the underlying mechanisms through which SMOB contributes to sales performance. It also offers specific guidelines for the assessment and management of SMOB to enhance the performance of salespeople within the financial services industry.
    显示于类别:[企業管理學系暨國際企業管理研究所] 期刊論文

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