Selling relationship quality to increase salesperson performance in the pharmacy industry
by Ida Bagus Nyoman Udayana; Naili Farida; Elia Ardyan
International Journal of Services and Operations Management (IJSOM), Vol. 33, No. 2, 2019

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.

Online publication date: Tue, 25-Jun-2019

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