Salesperson energising relationship: a driver for enhancing salesperson performance Online publication date: Sat, 09-Feb-2019
by Berta Bekti Retnawati; Augusty Tae Ferdinand; Lalu Edy Herman; Elia Ardyan
International Journal of Services, Economics and Management (IJSEM), Vol. 9, No. 3/4, 2018
Abstract: The current study aims at developing and testing a conceptual model on how to manage the salesperson's customer orientation for enhancing salesperson performance, by introducing the concept of salesperson energising relationship as a novelty in the sales management study. The research context is in the pharmaceutical industry in Indonesia, which holds a promising pharmaceutical market to the global market place. The structural equation model analysis is employed to test the hypotheses. The finding of this study demonstrates the pivotal role of salesperson energising relationship in mediating the customer orientation and salesperson performance as well as the role of salesperson autonomy and relational capital in influencing salesperson performance. The originality of this study is in the important role of salesperson energising relationship that contributing to enrich the sales management literature.
Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Services, Economics and Management (IJSEM):
Login with your Inderscience username and password:
Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.
If you still need assistance, please email subs@inderscience.com
Our Blog 
Follow us on Twitter 
Visit us on Facebook