The influence of critical success factors on B2B sales performance and the mediating role of social intelligence
Küçük Resim Yok
Tarih
2017
Yazarlar
Dergi Başlığı
Dergi ISSN
Cilt Başlığı
Yayıncı
Maltepe Üniversitesi
Erişim Hakkı
CC0 1.0 Universal
info:eu-repo/semantics/openAccess
info:eu-repo/semantics/openAccess
Özet
In this study; the characteristics of sales representatives related to their sales performance such as learning orientation, customer orientation, intrinsic motivation, hardworking and technical expertise were defined as “Critical Success Factors in Selling” and the mediating role of social intelligence between these and sales performance were investigated. Data collected from 376 sales representatives from 125 different companies showed that social intelligence has strong influence over sales performance and plays a mediating role between critical success factors in selling and sales performance.
Açıklama
Anahtar Kelimeler
Social Intelligence, Sales Performance, Learning Orientation, Customer Orientation, Intrinsic Motivation
Kaynak
Business Management and Strategy
WoS Q Değeri
Scopus Q Değeri
Cilt
8
Sayı
2
Künye
Aydın, S., Koç, E. ve Kaya, N. (2017). The influence of critical success factors on B2B sales performance and the mediating role of social intelligence. Business Management and Strategy. 8(2), s. 1-25.
