Customer Orientation and quality of customer relationships
2.6 Customer Orientation and quality of customer relationships
Customer orientation is one of the keys to the success of the sales force performance. Helping customers on the difficulties he faced, to achieve what they want is a form of attention to the customer. Moreover, the activities carried out with the help of the customers wholeheartedly, likely the consumer will feel getting attention. If the salesperson can meet the customer and can give attention to the customer, then the customer will be satisfied and the customer usually will make repeat purchases and will willingly invite friends to switch to a particular product Nwamaka A. Anaza, 2012; Pousa and Mathieu, 2013; Ramendra Singh and Das, 2013. Salespeople who have considerable experience, the success rate will be higher when compared with salespeople who had no experience at all Ramendra Singh and Das, 2013. In addition to the experience, the success of the sales force performance may also be affected length of the sales force to join the company. means that the longer a salesperson to join the company, the more knowledge about the company is known, then the salesperson can convince more customers Pousa and Mathieu, 2013. Commitment to customer orientation can give birth in the task of the sales force. A salesperson can devote all your mind and energy to commit to the job. So committed sales force, can be seen from the time spent on running the sales task. Salespeople who are already committed to his work, sometimes they forget with time. Commitment sales force can also be seen from the total involvement of the top job and very much enjoyed his job Homburg et al ,, 2011. Salespeople who has forged good relations with the company, they will not easily move to another company, because theyve been loyal to the place, where they work. Although there was a slight disappointment on the part of the company, they will keep their good relationship Hewett, 2010. On the basis of the relationship between these variables, the following hypothesis is proposed: Hypothesis 3: more increase the ability of a customer- oriented sales to the increasing quality of the sales relationship.2.7 Learning Orientation and the quality of the sales relationship
Parts
» Challenges and Strategies for Management and Business Education: Addressing the Case of Relevance
» BACKGROUND Methodelogy Research methodology for this study using
» CONCLUSIONS AND REFERENCE Effectiveness
» Customer Orientation and quality of customer relationships
» RESEARCH METHODS MEASUREMENT Learning Orientation and the quality of the sales relationship
» Validity The main objective validity and reliability is to test
» INTRODUCTION Future Research Some future research agenda formulated by the
» THEORETICAL FRAMEWORK AND Future Research Some future research agenda formulated by the
» Framing Theory Message Framing
» The Effects of Message Framing on Persuasion Differential Effects of Positive and Negative
» Need For Cognition The Moderating Effects of Need For Cognition
» Experimental Study Participants Operational Definition of Research Variables
» Validity Testing Research Variables Reliability Test
» DISCUSSIONS Research Hypothesis Testing
» RESEARCH CONCLUSIONS, Research Hypothesis Testing
» INTRODUCTION Research Hypothesis Testing
» Epitemology City Branding Positioning
» Acer Toshiba Asus HP Lenovo Apple Dell
» Samsung Axio Sony Business performance The main source for the company to achieve
» THEORY AND HYPOTHESES DEVELOPMENT
» Quality of Service influence on Trust Quality of Service Influence on Relationship Commitment
» THEORITICAL FRAMEWORK Trust Influence on Relationship Commitment
» RESEARCH METHOD ANALYSIS AND RESULTS
» CONCLUSION Discussion Based on the test results of the overall model is said to
» INTRODUCTION Discussion Based on the test results of the overall model is said to
» BASIC THEORY 1 Management Information Systems
» MEASUREMENTS OF OPERATIONAL Object of Research Researchers take the object of research in Private
» QUALITY INSTRUMENTS TEST DATA ANALYSIS
» RESEARCH PROCESS Object of Research Researchers take the object of research in Private
» INTRODUCTION Effect of dissatisfaction with the
» Social Legitimacy City Branding Positioning
» Academic Legitimacy City Branding Positioning
» Redesign the curriculum City Branding Positioning
» CONCLUSION ACKNOWLEDGMENT REFERENCES Redesign the pedagogical strategies
» BACKGROUND Redesign the pedagogical strategies
» THEORETICAL REVIEW Redesign the pedagogical strategies
» Research Method Redesign the pedagogical strategies
» Results and Discussion Redesign the pedagogical strategies
» Conclusion, Limitation of Research
» FIQH OF WAQF Redesign the pedagogical strategies
» WAQF MANAGEMENT AND ADMINISTRATION IN NEGERI SEMBILAN
» MAINS Waqf Fund Cash Waqf Scheme Waqf An-Nur Clinic and Dialysis Center
» SUMMARY AND CONCLUSION Joint Cooperation between MAINSPWNS and Universiti Sains Islam Malaysia
» INTRODUCTION Joint Cooperation between MAINSPWNS and Universiti Sains Islam Malaysia
» DEVELOPMENT OF HALAL INDUSTRY AND ISLAMIC FINANCE
» HALAL COMPLIANCE Joint Cooperation between MAINSPWNS and Universiti Sains Islam Malaysia
» ISLAMIC FINANCE Joint Cooperation between MAINSPWNS and Universiti Sains Islam Malaysia
» RESEARCH METHOD AND DATA COLLECTION FINDINGS AND DISCUSSION Background of the Company
» SUMMARY Joint Cooperation between MAINSPWNS and Universiti Sains Islam Malaysia
» BACKGROUND Joint Cooperation between MAINSPWNS and Universiti Sains Islam Malaysia
» Problem Formulation Research Objectives Benefits Research
» Definition of Good Publick Governance GPG Definition of Balanced Scorecard Hospital Definition
» Relations Public Service and Good Quality of Operational Definition of Variables
» Data Validity and Reliability
» Conclusion Suggestions Hypothesis Testing
» LITERATURE REVIEW 1 Service Culture
» RESEARCH METHOD 1 Research Design
» RESEARCH RESULTS AND DISCUSSION 1
» STRUCTURAL EQUATION MODELING There are two steps that need to be done in testing
» CONCLUSION AND LIMITATION This study having two objectives that wants to achieve,
» INTRODUCTION Method of Data Analysis Data analysis tool used in this study is Exploratory
» LITERATURE REVIEW Method of Data Analysis Data analysis tool used in this study is Exploratory
» METHODS Method of Data Analysis Data analysis tool used in this study is Exploratory
» DISCUSSION Method of Data Analysis Data analysis tool used in this study is Exploratory
» CONCLUSION REFFRENCE Method of Data Analysis Data analysis tool used in this study is Exploratory
» Unified Knowledge Sharing Popularity of knowledge management KM has
» Strategic Human Resource Roles Perspectives on current HR is creating an entirely new
» Organizational Innovation Innovation is imperative for organizations to always
» CONCEPTUALIZATION OF THE MODEL
» INTRODUCTION Perceived Organizational Support HR management should be responsible for the
» BASIC THEORY 1 Job Satisfaction
» The Relationship SHRM Roles with Compensation Justice
» Person Organization Fit P-O Fit
» FORMULATION OF PROPOSITION 1 The Influence of Person-Organization Fit to
» The Influence of Person-Organization Fit to Organizational Commitment Population and Sample
» RESEARCH PROCESS CONCLUSION AND IMPLICATION OF MANAGEMENT BIBLIOGRAPHY
» INTRODUCTION LITERATURE REVIEW Individual behaviour framework.
» PREVIOUS STUDY HYPOTHESIS: RESEARCH MODEL
» OPERATIONAL DEFINITION AND MEASUREMENT VARIABLES
» DATA ANALYSIS SUGGESTION AND LIMITATION
» DISCUSSION AND CONCLUSION Data Source and Data Collection Techniques
» INTRODUCTION Data Source and Data Collection Techniques
» Islamic Work Ethics Commitment Organizational
» Affective commitment Normative commitment Normative commitment is an obligatory feeling to stay
» Islamic Islamic Work Ethics and Job Satisfaction
» Intrinsic Motivation and Job Satisfaction Islamic Work Ethics and Commitment
» QUALITY INSTRUMENTS TEST DATA ANALYSIS RESEARCH PROCESS
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