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Selling relationship quality to increase salesperson performance in the pharmacy industry

Author

Listed:
  • Ida Bagus Nyoman Udayana
  • Naili Farida
  • Elia Ardyan

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.

Suggested Citation

  • Ida Bagus Nyoman Udayana & Naili Farida & Elia Ardyan, 2019. "Selling relationship quality to increase salesperson performance in the pharmacy industry," International Journal of Services and Operations Management, Inderscience Enterprises Ltd, vol. 33(2), pages 262-285.
    • Handle: RePEc:ids:ijsoma:v:33:y:2019:i:2:p:262-285
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