@thesis{thesis,
		author={TRILAKSONO  FIRMAN},
		title ={ANALISA FAKTOR-FAKTOR YANG MEMPENGARUHI ORIENTASI KONSUMEN
DAN PENJUALAN ADAPTIF DALAM MENINGKATKAN KINERJA TENAGA
PENJUAL PT. ASURANSI JIWASRAYA (PERSERO)
KANTOR REGIONAL SURABAYA},
		year={2015},
		url={http://eprints.perbanas.ac.id/186/},
		abstract={The study aims to determine the effect of organizational customer orientation towards
customer orientation, and also examined the effect of self-control and environmental sales
condition on adaptive selling, as well as the influence of consumers orientation and adaptive
selling on salesperson performance. The study was conducted on 139 insurance policy
salespersons at PT. Asuransi Jiwasraya (Persero) in Surabaya. The analysis used Structural
Equation Modeling (SEM).The results showed that the organizational customer orientation has
significantly positive effect on consumer orientation. Self-control and environment sales
conditions also have positive significant effect on adaptive selling. In addition, consumer
orientation and adaptive selling also have significantly positively effect on the salespersons
performance.
Keywords : organizational customer orientation, customer orientation, self-control,
environmental sales conditions, adaptive selling, salesperson performance}
		}