{"title":"基于价值的销售和礼貌的销售行为对提高销售人员绩效有多重要?","authors":"Paulus Wardoyo, Endang Rusdianti, S. Purwantini","doi":"10.33019/ijbe.v7i1.379","DOIUrl":null,"url":null,"abstract":"This study aims to examine and analyze the role of value-based selling and courteous selling behavior in resolving the research gap between customer orientation and sales force performance. The population of this research is the salesforce at BPR Group Saudara in Central Java Province and DI Yogyakarta. The sampling technique used is purposive sampling, there are only 108 questionnaires that meet the requirements. The analysis technique uses structural equations, the solution is using SmartPLS version 3.2.9. The results show that one hypothesis is rejected, while the remaining five are accepted. In addition, the variable value-based selling and courteous selling behavior were not able to complete the research gap. However, value-based selling can mediate the influence of customer orientation on courteous behavior.","PeriodicalId":33131,"journal":{"name":"Integrated Journal of Business and Economics","volume":"25 1","pages":""},"PeriodicalIF":0.0000,"publicationDate":"2023-02-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":"{\"title\":\"How Important Are Value-Based Selling And Courteous Selling Behavior In Improving Salesforce Performance?\",\"authors\":\"Paulus Wardoyo, Endang Rusdianti, S. Purwantini\",\"doi\":\"10.33019/ijbe.v7i1.379\",\"DOIUrl\":null,\"url\":null,\"abstract\":\"This study aims to examine and analyze the role of value-based selling and courteous selling behavior in resolving the research gap between customer orientation and sales force performance. The population of this research is the salesforce at BPR Group Saudara in Central Java Province and DI Yogyakarta. The sampling technique used is purposive sampling, there are only 108 questionnaires that meet the requirements. The analysis technique uses structural equations, the solution is using SmartPLS version 3.2.9. The results show that one hypothesis is rejected, while the remaining five are accepted. In addition, the variable value-based selling and courteous selling behavior were not able to complete the research gap. However, value-based selling can mediate the influence of customer orientation on courteous behavior.\",\"PeriodicalId\":33131,\"journal\":{\"name\":\"Integrated Journal of Business and Economics\",\"volume\":\"25 1\",\"pages\":\"\"},\"PeriodicalIF\":0.0000,\"publicationDate\":\"2023-02-28\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"\",\"citationCount\":\"0\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"Integrated Journal of Business and Economics\",\"FirstCategoryId\":\"1085\",\"ListUrlMain\":\"https://doi.org/10.33019/ijbe.v7i1.379\",\"RegionNum\":0,\"RegionCategory\":null,\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"\",\"JCRName\":\"\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"Integrated Journal of Business and Economics","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.33019/ijbe.v7i1.379","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
引用次数: 0
摘要
本研究旨在检验和分析价值导向销售和礼貌销售行为在解决顾客导向与销售人员绩效之间的研究差距中的作用。本研究的对象为中爪哇省BPR Group Saudara和DI Yogyakarta的销售人员。采用的抽样技术是有目的抽样，符合要求的问卷只有108份。分析技术采用结构方程，解决方案使用SmartPLS 3.2.9版本。结果表明，1个假设被拒绝，其余5个假设被接受。此外，基于价值的可变销售和礼貌的销售行为也无法填补研究空白。然而，基于价值的销售可以中介顾客导向对礼貌行为的影响。
How Important Are Value-Based Selling And Courteous Selling Behavior In Improving Salesforce Performance?
This study aims to examine and analyze the role of value-based selling and courteous selling behavior in resolving the research gap between customer orientation and sales force performance. The population of this research is the salesforce at BPR Group Saudara in Central Java Province and DI Yogyakarta. The sampling technique used is purposive sampling, there are only 108 questionnaires that meet the requirements. The analysis technique uses structural equations, the solution is using SmartPLS version 3.2.9. The results show that one hypothesis is rejected, while the remaining five are accepted. In addition, the variable value-based selling and courteous selling behavior were not able to complete the research gap. However, value-based selling can mediate the influence of customer orientation on courteous behavior.
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