THE FACTORS WHICH INFLUENCE THE RELATIONSHIP BETWEEN A NETWORK’S SYNERGIZING CAPABILITY AND THE INCREASE IN A SALESPERSON’S PERFORMANCE
https://doi.org/10.22146/jieb.29221 Ida Bagus Nyoman Udayana(1*), Naili Farida(2)
(1) Faculty of Economics, Universitas Sarjanawiyata Tamansiswa, Indonesia
(2) Department of Management Sciences of the Doctoral Program of Faculty of Economics and Business of University of Diponegoro Semarang Central Java Indonesia
(*) Corresponding Author
Abstract
Keywords
Full Text:
PDFReferences
0pt'>
style='mso-spacerun:yes'> ADDIN EN.REFLIST
field-separator'>
style='mso-element:field-begin'>
style='mso-spacerun:yes'> ADDIN EN.REFLIST
field-separator'>Abdul-Hafez, B., & Al-Nady, A. (2016). The role of time, communication, and cost management on project management success: an empirical study on sample of construction projects customers in Makkah City, Kingdom of Saudi Arabia. Int. J. Services and Operations Management, Vol. 23 (No. 1 ), pp. 76 - 113. .
Abed , G. M., & Haghighi, M. (2009). The effect of selling strategies on sales performance. Business Strategy Series Vol. 10, pp. 266 - 228.
Agnihotria, R., & Krushb, M. T. (2015). Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one’s manager. Journal of Personal Selling & Sales Management, 35(2), 164 - 174.
Amyx, D., & Jarrell, L. (2016). The Influence of Salesperson Depression, Low Performance, and Emotional Exhaustion on Negative Organizational Deviance. Journal of Managerial Issues, 27(3-4), 127 - 144.
Ang, L., & Buttle, F. (2006). Managing For Successful Customer Acquisition: An Exploration. Journal of Marketing Management, 22, 295 - 317.
Baron, R. M., & Kenny, D. A. (1986). The Moderator-Mediator Variable Distinction in Social Psychological Research: Strategic, and Statistical Considerations. Journal of personality and Psychology, Vol. 51(no. 6), pp. 1173 - 1182.
Basir., M. S., & Ahmad, S. Z. (2010). The Relationship Between Sales Skills And Salesperson Performance: En Empirical Study In The Malaysia Telecommunications Company.
Bolander, W., Satornino, C. B., Hughes, D. E., & Ferris, G. R. (2015). Social Networks Within Sales Organizations: Their Development and Importance for Salesperson Performance. Journal of Marketing, Vol. 79 pp. 1 - 16
Cartera, R. E., Hendersonb, C. M., Arronizc , I., & Palmatierd, R. W. (2014). Effect of salespeople’s acquisition–retention trade-off on performance. Journal of Personal Selling & Sales Management, 34(2), 91 - 111.
Chena, C.-C., & Jaramillob, F. (2014). The double-edged effects of emotional intelligence on the adaptive selling–salesperson-owned loyalty relationship. Journal of Personal Selling & Sales Management, No. 34(No. 1), pp. 33 - 50.
Chow, W. (2015). Investigating Customers' Satisfaction With Brand Pages In Social Networking Sites. The Journal of Computer Information Systems;, Vol. 55 ( No. 2 ), pp. 48 - 62.
David A, L., Mulki, J. P., & Weinberg, F. J. (2014). How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition. Psychology and Marketing, Vol. 31(No. 6), pp. 387 - 403.
Drollinger, T., & Comer, L. B. (2013). Salesperson`s listening ability as an antecedent to relationship selling.
Fang Yulin, Israr Qureshi, Heshan Sun, Patrick McCole, Elaine Ramsey, & Lim, K. H. (2014). Trust, Satisfaction, And Online Repurchase Intention: The Moderating Role Of Perceived Effectiveness Of E-Commerce Institutional Mechanisms. MIS Quarterly 38(2), 407 - 427.
Ferdinand, A. T. (2014). Structural Equation Modeling in Management Research BP Undip - Undip Press.
Gablera, C. B., Rapp, A., & Richeyb, R. G. (2014). The effect of environmental orientation on salesperson effort and participation: the moderating role of organizational identification. Journal of Personal Selling & Sales Management, 34(3), 173 - 187.
Gupta, A. (2016). Redefining service quality scale with customer experience quality scale: a critical review. Int. J. of Services and Operations Management, Vol. 25 ( No. 1 ), pp. 48 - 64
Hair, J., F., J., Black, W. C., Babin, B. J., & Anderson, R. E. (2010). Multivariate Data Analysis Pearson Prentice Hall, seventh Edition.
Hair Jr, J. F., Black, W. C., Babin, B. J., & Anderson, R. E. (2010). Multivariate Data Analysis A Global Perspective. Seven Edition.
Hajli, N., & Lin, X. (2016). Exploring the Security of Information Sharing on Social Networking Sites: The Role of Perceived Control of Information. J Bus Ethics(133), 111 - 123.
Huang, H., & Rice, J. (2012). Firm Networking and Bribery in China: Assessing Some Potential Negative Consequences of Firm Openness. J Bus Ethics (2012) 107:533–545, 533-545.
Hughes, D. E., Bon, J. L., & Rapp, A. (2013). Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills. J. of the Acad. Mark. Sci., 41, 91 - 110.
Imam, G. (2011). Model Persamaan Bertingkat Konsep dan Aplikasi dengan Program AMOS 210. Badan Penerbit Universitas Diponegoro, ISBN: 979.704.233.2.
Jayakody, J. A. S. K., & Sanjeewani, W. M. A. (2006). The impact of salesperson transformation leaderhip behavior on customer relationship marketing behavior. International Journal of Bank Marketing
Jonathan, V. L., & Johnmark, D. R. (2012). The Impact Of Employee Empowerment On Customer Satisfaction In The Nigerian Service Organizations (A Study Of Some Selected Hotels In Jos, Plateau State). International Journal Cur Research Review, 04(19), 37 - 52.
Kantor Pusat Statistik Indoesia. (2016). Statistik Industri Manufaktur. (6103014), 58-61.
Kenny , B., & Fahy, J. (2011). Smes’ Networking Capability And International Performance. Interfirm Networks: Theory, Strategy, and Behavior, 17, 199-327.
Klerk, S. d. (2014). The importance of networking as a management skill. S.Afr.J.Bus.Manage., 41 (1 ), 37
Kumar, V., Sunder, S., & Leone, R. P. (2014). Measuring and Managing a Salesperson’s Future Value to the Firm. Journal o f Marketing Research, L I, 591 - 608.
Le, N. T. B., & Nguyen, T. V. (2009). The Impact of Networking on Bank FInancing: The Case of Small and Medium-Sized Enterprises in Vietnam. Entrepreneurship Theory and Practice.
Liu, T.-C., & Wu, L.-W. (2007). Customer retention and cross-buying in the banking industry: An integration of service attributes, satisfaction and trust. Journal of Financial Services Marketing, 12(2), 132 - 145.
Luo, X., Hsu, M. K., & Liu, S. S. (2008). The moderating role of institutional networking in the customer orientation–trust/commitment–performance causal chain in China. Journal of the Academi . Marketing Science 36, 202-214.
Mariana, R. (2013). The Performance of Retailing Mix and Customer Relationship Management for Incressing Customer valuue and Corporate Image of Pertamina Gasolin Station for Public Use ( a Survey on Pertamina of Gasolin Station for Public Use Customer in Job Region I). Journal of Global Management, 6(1), 77 - 88.
Maroofi, F., Sadegh, F., Sadegh, G., & Fathi, D. (2011). Adaptive Selling Behavior In Iran Automobile Sales Representatives. INTERNATIONAL JOURNAL Of ACADEMIC RESEARCH, Vol. 3.
Miao, C. F., & Evans, K. R. (2012). The Interactive effects control system on salesperson performance: a job demands-resources perspective. Academy of Marketing Science.
Milovanovic, M. B., Primorac, D., & Geran, K. (2016). Two Dimensional Analysis The Inluence of Strategi Networking on Entrepreneurial and Business Performance Among SME,s. Duodimejiska Analiza Utjecaja Umrezavanja, 23(1), 247 - 255.
Mullins, R. R., Ahearne, M., Lam, S. K., Hall, Z. R., & Boichuk, J. P. (2014). Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability. Journal of Marketing, Vol. 78 pp. 35 - 38
Orpen, C. (1997). The interactive effects of communication quality and job involvement ... The Journal of Psychology, 131(5), 519.
Ozdemir, V. E., & Hewett, K. (2010). The Effect of Collectivism on the Importance of Relationship Quality and Service Quality for Behavioral Intentions: A Cross-National and Cross-Contextual Analysis. Journal of International Marketing, Vol. 18 (No. 1 ), pp. 41-62
Park, J.-G., & Lee, S. L. a. J. (2014). Communication effectiveness on IT service relationship quality. Industrial Management & Data Systems, 114(2), 321 - 336.
Paschal, A. U., & Eid, R. (2011). Integrating internal customer orientation, internal service quality, and customer orientation in the banking sector: an empirical study. The Service Industries Journal Vol. 31, No. 14, November 2011, 2487–2505.
Pettijohn., C. E., Pettijohn, L. S., Paylor, A., & Keilor, B. D. (2007). Adaptive Selling and Sales Performance an Empirical Examination. The Journal of Applied Business Research, 16 No. 1.
Phillips, M., McFadden, D. T., & Sullins, M. (2010). How Effective Is Social Networking for Direct Marketers? Journal of Food Distribution Research, 41(1), 96-100.
Pitt, L. F., Bertohon, P. R., & Robson, M. J. (2000). Communication apprehension and peerceptions of salesperson performance: a multinational perspective. Journal of Managerial Psychology, 15(1), 68-86.
Portera, S. S., Wienerb, J. L., & Frankwick, G. L. (2003). The moderating effect of selling situation on the adaptive selling strategy–selling effectiveness relationship. Journal of Business Research Vol. 56 pp. 275-281
Rapp, A., Ahearne, M., Mathieu, J., & Schillewaert, N. (2006). The impact of knowledge and empowerment on working smart and working hard: The moderating role of experience. International Journal of Risearch in Marketing, 23, 279-293.
Schillewaert, N., & Ahearne, M. (2001). The effects of Information Technology on Salesperson Performance. I S B M Report
Schwepker, J. C. H., & Schultzb, R. J. (2015). Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance. Journal of Personal Selling & Sales Management, Vol. 35(No. 2), pp. 93 - 107.
Setia, P., Venkatesh, V., & Joglekar, S. (2013). Leveraging Digital Technologies: How Information Quality Leads To Localized Capabilities And Customerservice Performance. MIS Quarterly 37(2), 565 - 590.
Shoemaker, M. E., & Pelham, A. M. (2013). Does Salesperson Perception of the Firm-Level of Market Orientation Influence Sales Behavior and Performance Attributions? Journal of Managerial Issues, 25(4), 381-400. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&AuthType=ip,shib&db=pbh&AN=96087759&site=ehost-live&scope=site&custid=ns003811.
Shpëtim Çerri. (2012). Exploring Factor Affecting Trust And Relationship Quality In A Supply Chain Context. Journal of Business Studies Quarterly, 4(1), 74-90.
Singh Saini, M., & Moon, G. (2013). Social Networking Sites: A Premise On Enhancement. Journal of Internet Banking and Commerce, 18(13).
Stahl, F., Heitmann, M., Lehmann, o. R., & Neslin, S. A. (2012). The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin. Journal of Marketing, 76, 44 - 63.
Tawinunt, K., Phimonsathien, T., & Fongsuwan, W. (2015). Service Quality And Customer Relationship Management Affecting Customer Retention Of Longstay Travelers In The Thai Tourism Industry: A Sem Approach. International Journal of Arts & Sciences,, Vol. 8 (No. 2), pp. 459 - 477.
Yao, Q., Chen, R., & Cai, G. (2013). How Internal Marketing Can Cultivate Psychological Empowerment And Enhance Employee Performance. Social Behavior and Personality, 41(4), 529 - 538.
"Times New Roman",serif;mso-fareast-font-family:"Times New Roman";mso-ansi-language:
EN-GB;mso-fareast-language:EN-US;mso-bidi-language:AR-SA'>
style='mso-element:field-end'>
"Times New Roman",serif;mso-fareast-font-family:"Times New Roman";mso-ansi-language:
EN-GB;mso-fareast-language:EN-US;mso-bidi-language:AR-SA'>
style='mso-element:field-end'>
DOI: https://doi.org/10.22146/jieb.29221
Article Metrics
Abstract views : 10132
| 
views : 3203
Refbacks
- There are currently no refbacks.
Copyright (c) 2019 Journal of Indonesian Economy and Business
This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.
| Journal of Indonesian Economy and Business |
| The Journal of Indonesian Economy and Business (print ISSN 2085-8272; online ISSN 2338-5847) is published by the Faculty of Economics and Business Universitas Gadjah Mada, Indonesia. The content of this website is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License |
| © 2019 Journal of Indonesian Economy and Business | Visitor Statistics |