How to cite this paper
Mardiyono, A & Sukresna, I. (2023). The role of product knowledge, sales environment, and information matching on salesperson adaptability.Uncertain Supply Chain Management, 11(4), 1843-1850.
Refrences
Agnihotri, R., Rapp, A., & Trainor, K. (2009). Understanding the role of information communication in the buyer-seller exchange process: Antecedents and outcomes. Journal of Business and Industrial Marketing, 24(7), 474–486. https://doi.org/10.1108/08858620910986712
Ang, J. (2019). Research Methodology. The Game Plan of Successful Career Sponsorship, 147–152. https://doi.org/10.1108/978-1-78756-295-020191017
Coimbra, J., & Proença, T. (2022). Managerial coaching and sales performance: the influence of salesforce approaches and organisational demands. International Journal of Productivity and Performance Management. https://doi.org/10.1108/IJPPM-10-2021-0620
Giovannetti, M., Cardinali, S., & Sharma, P. (2020). Sales technology and salespeople’s ambidexterity: an ecosystem approach. Journal of Business and Industrial Marketing, 36(4), 615–629. https://doi.org/10.1108/JBIM-01-2020-0034
Guenzi, P., De Luca, L. M., & Spiro, R. (2016). The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective. Journal of Business and Industrial Marketing, 31(4), 553–564. https://doi.org/10.1108/JBIM-02-2015-0037
Hamdollah, R., & Baghaei, P. (2016). Partial least squares structural equation modeling with R. In Practical Assessment, Research and Evaluation (Vol. 21, Issue 1).
Hartanto, E., Aswin Hadis, F., Susy Suhendra, E., & Zulkaida, A. (2022). The Effect of Adaptive Selling on the Salesperson Performance of Life Insurance Mediated by Customer Orientation. International Journal of Research Publications, 95(1), 207–215. https://doi.org/10.47119/ijrp100951220222892
Jain, N. (2021). Survey versus interviews: Comparing data collection tools for exploratory research. Qualitative Report, 26(2), 541–554. https://doi.org/10.46743/2160-3715/2021.4492
Kaptein, M., McFarland, R., & Parvinen, P. (2018). Automated adaptive selling. European Journal of Marketing, 52(5–6), 1037–1059. https://doi.org/10.1108/EJM-08-2016-0485
Kramer, V., & Krafft, M. (2022). When and how information and communication technology orientation affects salespeople’s role stress: the interplay of salesperson characteristics and environmental complexity. European Journal of Marketing, 57(3), 659–682. https://doi.org/10.1108/EJM-11-2021-0917
Küster, I., & Canales, P. (2008). Some determinants of salesforce effectiveness. Team Performance Management: An International Journal, 14, 296–326. https://doi.org/10.1108/13527590810912304
Low, G. S., Cravens, D. W., Grant, K., & Moncrief, W. C. (2001). Antecedents and consequences of salesperson burnout. European Journal of Marketing, 35(5/6), 587–611. https://doi.org/10.1108/03090560110388123
Pitaloka, I. D., Pramadya, H., & Hendriyani, C. (2020). Maintaining Priority Customers by Implementing Customer Relationship Management (CRM): A Case Study at Emerald Banking BNI PTB (Perguruan Tinggi Bandung). The International Journal of Business Review (The Jobs Review), 3(1), 15–20. https://doi.org/10.17509/tjr.v3i1.26567
Rafi, A., & Saeed, T. (2019). Impact Of Salespersons’ Skills -Set On Customer Behavior: Mediating Role Of Salespersons’ Relational Behavior In Pharmaceutical Industry Arslan Rafi * , Prof. Dr. Tahir Saeed †. City Univeristy Research Journal, 9(3), 626–644.
Rodriguez, R., Roberts-Lombard, M., Høgevold, N. M., & Svensson, G. (2022). Organisational and environmental indicators of B2B sellers’ sales performance in services firms. European Business Review, 34(4), 578–602. https://doi.org/10.1108/EBR-05-2021-0123
Sangtani, V., & Murshed, F. (2017). Product knowledge and salesperson performance: rethinking the role of optimism. Marketing Intelligence and Planning, 35(6), 724–739. https://doi.org/10.1108/MIP-11-2016-0199
Sharma, A., Rangarajan, D., & Paesbrugghe, B. (2020). Increasing resilience by creating an adaptive salesforce. Industrial Marketing Management, 88(May), 238–246. https://doi.org/10.1016/j.indmarman.2020.05.023
Singh, R., & Das, G. (2013). The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance: Exploring the moderating role of selling experience. Journal of Business and Industrial Marketing, 28(7), 554–564. https://doi.org/10.1108/JBIM-04-2011-0121
Solimun, S., & Fernandes, A. A. R. (2018). The mediation effect of customer satisfaction on the relationship between service quality, service orientation, and marketing mix strategy and customer loyalty. Journal of Management Development, 37(1), 1–11.
Verbeke, W., Dietz, B., & Verwaal, E. (2010). Drivers of sales performance: A contemporary meta-analysis. Have salespeople become knowledge brokers? Journal of the Academy of Marketing Science, 38(3), 407–428. https://doi.org/10.1007/s11747-010-0211-8
Watanabe, M., Ogawa, K., & Ishiguro, H. (2015). Can androids be salespeople in the real world? Conference on Human Factors in Computing Systems - Proceedings, 18, 781–788. https://doi.org/10.1145/2702613.2702967
Zallocco, R., Pullins, E. B., & Mallin, M. L. (2009). A re-examination of B2B sales performance. Journal of Business and Industrial Marketing, 24(8), 598–610. https://doi.org/10.1108/08858620910999466
Ang, J. (2019). Research Methodology. The Game Plan of Successful Career Sponsorship, 147–152. https://doi.org/10.1108/978-1-78756-295-020191017
Coimbra, J., & Proença, T. (2022). Managerial coaching and sales performance: the influence of salesforce approaches and organisational demands. International Journal of Productivity and Performance Management. https://doi.org/10.1108/IJPPM-10-2021-0620
Giovannetti, M., Cardinali, S., & Sharma, P. (2020). Sales technology and salespeople’s ambidexterity: an ecosystem approach. Journal of Business and Industrial Marketing, 36(4), 615–629. https://doi.org/10.1108/JBIM-01-2020-0034
Guenzi, P., De Luca, L. M., & Spiro, R. (2016). The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective. Journal of Business and Industrial Marketing, 31(4), 553–564. https://doi.org/10.1108/JBIM-02-2015-0037
Hamdollah, R., & Baghaei, P. (2016). Partial least squares structural equation modeling with R. In Practical Assessment, Research and Evaluation (Vol. 21, Issue 1).
Hartanto, E., Aswin Hadis, F., Susy Suhendra, E., & Zulkaida, A. (2022). The Effect of Adaptive Selling on the Salesperson Performance of Life Insurance Mediated by Customer Orientation. International Journal of Research Publications, 95(1), 207–215. https://doi.org/10.47119/ijrp100951220222892
Jain, N. (2021). Survey versus interviews: Comparing data collection tools for exploratory research. Qualitative Report, 26(2), 541–554. https://doi.org/10.46743/2160-3715/2021.4492
Kaptein, M., McFarland, R., & Parvinen, P. (2018). Automated adaptive selling. European Journal of Marketing, 52(5–6), 1037–1059. https://doi.org/10.1108/EJM-08-2016-0485
Kramer, V., & Krafft, M. (2022). When and how information and communication technology orientation affects salespeople’s role stress: the interplay of salesperson characteristics and environmental complexity. European Journal of Marketing, 57(3), 659–682. https://doi.org/10.1108/EJM-11-2021-0917
Küster, I., & Canales, P. (2008). Some determinants of salesforce effectiveness. Team Performance Management: An International Journal, 14, 296–326. https://doi.org/10.1108/13527590810912304
Low, G. S., Cravens, D. W., Grant, K., & Moncrief, W. C. (2001). Antecedents and consequences of salesperson burnout. European Journal of Marketing, 35(5/6), 587–611. https://doi.org/10.1108/03090560110388123
Pitaloka, I. D., Pramadya, H., & Hendriyani, C. (2020). Maintaining Priority Customers by Implementing Customer Relationship Management (CRM): A Case Study at Emerald Banking BNI PTB (Perguruan Tinggi Bandung). The International Journal of Business Review (The Jobs Review), 3(1), 15–20. https://doi.org/10.17509/tjr.v3i1.26567
Rafi, A., & Saeed, T. (2019). Impact Of Salespersons’ Skills -Set On Customer Behavior: Mediating Role Of Salespersons’ Relational Behavior In Pharmaceutical Industry Arslan Rafi * , Prof. Dr. Tahir Saeed †. City Univeristy Research Journal, 9(3), 626–644.
Rodriguez, R., Roberts-Lombard, M., Høgevold, N. M., & Svensson, G. (2022). Organisational and environmental indicators of B2B sellers’ sales performance in services firms. European Business Review, 34(4), 578–602. https://doi.org/10.1108/EBR-05-2021-0123
Sangtani, V., & Murshed, F. (2017). Product knowledge and salesperson performance: rethinking the role of optimism. Marketing Intelligence and Planning, 35(6), 724–739. https://doi.org/10.1108/MIP-11-2016-0199
Sharma, A., Rangarajan, D., & Paesbrugghe, B. (2020). Increasing resilience by creating an adaptive salesforce. Industrial Marketing Management, 88(May), 238–246. https://doi.org/10.1016/j.indmarman.2020.05.023
Singh, R., & Das, G. (2013). The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance: Exploring the moderating role of selling experience. Journal of Business and Industrial Marketing, 28(7), 554–564. https://doi.org/10.1108/JBIM-04-2011-0121
Solimun, S., & Fernandes, A. A. R. (2018). The mediation effect of customer satisfaction on the relationship between service quality, service orientation, and marketing mix strategy and customer loyalty. Journal of Management Development, 37(1), 1–11.
Verbeke, W., Dietz, B., & Verwaal, E. (2010). Drivers of sales performance: A contemporary meta-analysis. Have salespeople become knowledge brokers? Journal of the Academy of Marketing Science, 38(3), 407–428. https://doi.org/10.1007/s11747-010-0211-8
Watanabe, M., Ogawa, K., & Ishiguro, H. (2015). Can androids be salespeople in the real world? Conference on Human Factors in Computing Systems - Proceedings, 18, 781–788. https://doi.org/10.1145/2702613.2702967
Zallocco, R., Pullins, E. B., & Mallin, M. L. (2009). A re-examination of B2B sales performance. Journal of Business and Industrial Marketing, 24(8), 598–610. https://doi.org/10.1108/08858620910999466