The influence of critical success factors on B2B sales performance and the mediating role of social intelligence

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dc.authorid0000-0003-2275-4682en_US
dc.contributor.authorAydın, Samet
dc.contributor.authorKoç, Erdoğan
dc.contributor.authorKaya, Nihat
dc.date.accessioned2024-07-12T20:52:24Z
dc.date.available2024-07-12T20:52:24Z
dc.date.issued2017en_US
dc.departmentFakülteler,İnsan ve Toplum Bilimleri Fakültesi, İşletme Bölümüen_US
dc.description.abstractIn 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.en_US
dc.identifier.citationAydın, 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.en_US
dc.identifier.endpage25en_US
dc.identifier.issn2157-6068
dc.identifier.issue2en_US
dc.identifier.startpage1en_US
dc.identifier.urihttps://hdl.handle.net/20.500.12415/2567
dc.identifier.volume8en_US
dc.language.isoenen_US
dc.publisherMaltepe Üniversitesien_US
dc.relation.ispartofBusiness Management and Strategyen_US
dc.relation.publicationcategoryUluslararası Hakemli Dergide Makale - Kurum Öğretim Elemanıen_US
dc.rightsCC0 1.0 Universal*
dc.rightsinfo:eu-repo/semantics/openAccessen_US
dc.rights.urihttp://creativecommons.org/publicdomain/zero/1.0/*
dc.snmzKY00468
dc.subjectSocial Intelligenceen_US
dc.subjectSales Performanceen_US
dc.subjectLearning Orientationen_US
dc.subjectCustomer Orientationen_US
dc.subjectIntrinsic Motivationen_US
dc.titleThe influence of critical success factors on B2B sales performance and the mediating role of social intelligenceen_US
dc.typeArticle
dspace.entity.typePublication

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