文化大學機構典藏 CCUR:Item 987654321/41961
English  |  正體中文  |  简体中文  |  全文筆數/總筆數 : 46833/50693 (92%)
造訪人次 : 11848811      線上人數 : 253
RC Version 6.0 © Powered By DSPACE, MIT. Enhanced by NTU Library IR team.
搜尋範圍 查詢小技巧：
  • 您可在西文檢索詞彙前後加上"雙引號"，以獲取較精準的檢索結果
  • 若欲以作者姓名搜尋，建議至進階搜尋限定作者欄位，可獲得較完整資料
    •  進階搜尋
    主頁 ‧ 登入 ‧ 上傳 ‧ 說明 ‧ 關於CCUR ‧ 管理 到手機版


    請使用永久網址來引用或連結此文件: https://irlib.pccu.edu.tw/handle/987654321/41961


    題名: 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)
    貢獻者: 企業管理學系暨國際企業管理研究所
    關鍵詞: 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
    上傳時間: 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.
    顯示於類別:[企業管理學系暨國際企業管理研究所] 期刊論文

    文件中的檔案:

    檔案 描述 大小格式瀏覽次數
    index.html0KbHTML118檢視/開啟


    檢視Licence

    在CCUR中所有的資料項目都受到原著作權保護.

    DSpace Software Copyright © 2002-2004  MIT &  Hewlett-Packard  /   Enhanced by   NTU Library IR team Copyright ©   - 回饋