RESEARCH METHODS MEASUREMENT Learning Orientation and the quality of the sales relationship

The 2015 International Conference of Management Sciences ICoMS 2015, April 23, UMY, Indonesia | 41 Description: PA = sales adaptive, SRQ = selling relationship quality, CO = customer orientation, LO = Learning Orientation, LO = Learning Orientation, ID = Salesperson performance

3. RESEARCH METHODS

The pharmaceutical industry was chosen as the context of our study, because the pharmaceutical industry has developed rapidly. The level of awareness about the health of the higher. It can be seen there are increasing number of sales centers and pharmacies. The strategy used in business negotiations becomes very important, and individual sales approach into one solution, because each customer is to have the character and the level of its own uniqueness Ramendra Singh and Das, 2013. Increasing number of retail stores and pharmacies drug resulted in increasingly fierce competition, it takes good quality sales relationship Oboreh et al ,, 2011; Qiong Wang et al ,, 2008; Wathne, 2008. Data for this study were collected by using a questionnaire surve of salespeople pharmaceuticals in Yogyakarta. The sales force is taken from several pharmaceutical companies have factories or branches in Yogyakarta. Respondents was given at random. Respondents are given a questionnaire that respondents with awareness and voluntarily fill out questionnaires to 210 pharmaceutical sales force. However, the data are processed and further analyzed only 190 questionnaires 91. Data were collected between June and August 2014. The average age of respondents was 25 years. Average experience in sales of 5.2 years. All respondents with a university degree and diploma III.

4. MEASUREMENT

We use a small sample to perform a pre-test. The purpose of the pretest is to Accomplish the indicators are not valid. In the end through all valid and worthy indicators used to collect research data. A five-point scale ranging liqueur from 1 strongly disagree till by 5 strongly agree, is used for all indicator variables. All these calculations are provided in the appendix Table-1 specify a source such as all now. Cronbach alpha values for all measurements in the range of 0.77 to 0.80, this may indicate that a high level of reliability. Table-2, shows a correlation, mean, standard deviation, and Cronbach reliability for all measurements.

5. DATA RESULTS AND DISCUSSION