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- W4255317114 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." @default.
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- W4255317114 date "2019-01-01" @default.
- W4255317114 modified "2023-09-24" @default.
- W4255317114 title "Selling relationship quality to increase salesperson performance in the pharmacy industry" @default.
- W4255317114 doi "https://doi.org/10.1504/ijsom.2019.100289" @default.
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