2022
DOI: 10.3390/su14063327
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The Effect of Door-to-Door Salespeople’s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity

Abstract: The present study investigates the effect of salespeople’s individual sales capabilities on selling behaviors and sales performance in door-to-door personal selling channels. The data are gathered from 219 South Korean salespeople. The hypotheses are tested using the structural equation modeling technique. The study finds that salespeople's individual sales capabilities have a greater impact on customer-oriented selling behavior than sales-oriented selling behavior. Similarly, both sales-oriented and customer-… Show more

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Cited by 8 publications
(6 citation statements)
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“…Especially in China, affected by the social and cultural factors represented by “GUANXI” (also called Personal Connections), if sales personnel could maintain good relationships with important customers such as local governments, hospitals, pharmacies, and health management companies, it will also have a positive role in promoting product sales ( 90–92 ). In fact, the sale skills of sales professionals in the healthcare industry and the management of GUANXI with customers are common in countries around the world, except some differences in ethical or legal norms ( 93 , 94 ). Much of the literature in recent years also proves that the personal characteristics and abilities of pharmaceutical sales representatives have a significant impact on market share and sales performance ( 36 , 37 ).…”
Section: Discussionmentioning
confidence: 99%
“…Especially in China, affected by the social and cultural factors represented by “GUANXI” (also called Personal Connections), if sales personnel could maintain good relationships with important customers such as local governments, hospitals, pharmacies, and health management companies, it will also have a positive role in promoting product sales ( 90–92 ). In fact, the sale skills of sales professionals in the healthcare industry and the management of GUANXI with customers are common in countries around the world, except some differences in ethical or legal norms ( 93 , 94 ). Much of the literature in recent years also proves that the personal characteristics and abilities of pharmaceutical sales representatives have a significant impact on market share and sales performance ( 36 , 37 ).…”
Section: Discussionmentioning
confidence: 99%
“…Indeed, the goals of service and sales are so inextricably linked that providing exceptional service should increase sales and satisfy consumer needs by promoting excellent goods that improve service impressions (Yi and Amenuvor, 2022). Because it necessitates proficiency in both fields, service-sales ambidexterity is measured as the sum of both behaviors.…”
Section: Salespeople's Service-sales Ambidexterity 375mentioning
confidence: 99%
“…The relationship between SOCO by Sales and boundary-spanners has been proven ( (Frankwick et al ., 2001) and (Schultz & Good, 2000), with boundary-spanners as activities, & behaviors carried out by Sales to all customers within the company and outside (Abel et al, 2021). Few people deny that the Impact of companies pursuing long-term relationships has benefits (Yi & Amenuvor, 2022). The Sales Oriented -Customer oriented (SOCO) approach is becoming a standard mechanism for analyzing the trend of boundary-spanners for relational marketing (Saxe & Weitz, 1982).…”
Section: Gambar 2 Market Share Produk Perawatan Rambut DI Indonesiamentioning
confidence: 99%
“…Customer orientation strategies are more likely to form long-term relationships with Sales ( (Elistia & Rizan, 2009) ; (Amenuvor, Basilisco, et al ., 2022); and (Schultz & Good, 2000). Customer orientation focuses on providing assistance and solutions to customers in making informed purchasing decisions and prioritizing measures in customers' best interests rather than direct sales and commissions (Yi & Amenuvor, 2022). On the other hand, sales-oriented strategies are not so concerned with customer interests but transactions.…”
Section: Gambar 2 Market Share Produk Perawatan Rambut DI Indonesiamentioning
confidence: 99%