ANALISA FAKTOR-FAKTOR YANG MEMPENGARUHI ORIENTASI KONSUMEN
DAN PENJUALAN ADAPTIF DALAM MENINGKATKAN KINERJA TENAGA
PENJUAL PT. ASURANSI JIWASRAYA (PERSERO)
KANTOR REGIONAL SURABAYA
Total View This Week0
Total View This Week0
Institusion
Sekolah Tinggi Ilmu Ekonomi Perbanas Surabaya
Author
TRILAKSONO, FIRMAN
Subject
368 - INSURANCE
Datestamp
2016-07-23 07:13:03
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
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
Download
book
BibTex
Latex, Jabref
cloud_download
Original Resource
url resource Institution
