I. B. Udayana, H. Tjahjono, N. Nuryakin, Elya Ardyan
{"title":"The Important Role of Customer Information Quality on Salesperson Performance","authors":"I. B. Udayana, H. Tjahjono, N. Nuryakin, Elya Ardyan","doi":"10.4108/EAI.19-10-2018.2282609","DOIUrl":null,"url":null,"abstract":"This study examines factors influencing customer information quality and salesperson performance. Data collected were 450 salespersons in the field of small and medium enterprises. The analysis used is structural equation modeling (SEM). Then, the data were analyzed using Amos version 21 software. The results indicate that customer information quality creates a linkage between adaptive selling and salesperson performance. In addition, communication ability and trustworthiness have a significant positive effect on salesperson performance. Further discussion, limitations and direction for future research are also discussed in this study.","PeriodicalId":231422,"journal":{"name":"Proceedings of the 2nd International Conference of Science and Technology for the Internet of Things, ICSTI 2019, September 3rd 2019, Yogyakarta, Indonesia","volume":null,"pages":null},"PeriodicalIF":0.0000,"publicationDate":"2019-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"3","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Proceedings of the 2nd International Conference of Science and Technology for the Internet of Things, ICSTI 2019, September 3rd 2019, Yogyakarta, Indonesia","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.4108/EAI.19-10-2018.2282609","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
引用次数: 3
Abstract
This study examines factors influencing customer information quality and salesperson performance. Data collected were 450 salespersons in the field of small and medium enterprises. The analysis used is structural equation modeling (SEM). Then, the data were analyzed using Amos version 21 software. The results indicate that customer information quality creates a linkage between adaptive selling and salesperson performance. In addition, communication ability and trustworthiness have a significant positive effect on salesperson performance. Further discussion, limitations and direction for future research are also discussed in this study.
本研究探讨顾客资讯品质与销售人员绩效之影响因素。收集的数据是450名中小型企业领域的销售人员。分析采用结构方程模型(SEM)。然后，使用Amos version 21软件对数据进行分析。结果表明，客户信息质量在适应性销售和销售人员绩效之间建立了联系。此外，沟通能力和可信度对销售人员绩效有显著的正向影响。本研究还讨论了进一步的讨论、局限性和未来研究的方向。
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