Relationship between creativity, adaptive selling, and sales performance: The moderating role of job satisfaction

IF 1.2 Q4 MANAGEMENT

Asian Academy of Management Journal Pub Date : 2022-12-07 DOI:10.21315/aamj2022.27.2.5

Bidisha Banerjee, Sudin Bag

引用次数: 1

Abstract

Despite the sound number of research work on creativity, a few researchers have paid attention to the mediating role of job satisfaction between creativity, adaptive selling, and sales performance. The present study investigates the direct relationship between the salesperson’s creativity and adaptive selling on their performance. In addition, the study also examines the role of job satisfaction as a moderator between creativity and adaptive selling and between creativity and sales performance of Indian disserves companies. The study is conducted using a sample of 120 respondents including both salesperson and supervisor from diverse industries in India. Results reveal that there is a significant positive relationship between creativity, adaptive selling, and sales performance. Besides, it shows that job satisfaction moderates the relationship between creativity and sales performance, but there is no relationship between creativity and adaptive selling. The paper provides a valuable contribution to theory and practice and identifies potential areas for further investigation.

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创造性、适应性销售与销售绩效的关系:工作满意度的调节作用

尽管对创造力的研究已经相当多，但很少有研究者关注工作满意度在创造力、适应性销售和销售绩效之间的中介作用。本研究探讨了销售人员的创造力与适应性销售对其绩效的直接关系。此外，研究还考察了工作满意度在印度服务公司创造力和适应性销售之间以及创造力和销售绩效之间的调节作用。这项研究是使用120名受访者的样本进行的，其中包括来自印度不同行业的销售人员和主管。结果发现，创造力、适应性销售与销售绩效之间存在显著的正相关关系。此外，工作满意度调节了创造力与销售绩效之间的关系，而创造力与适应性销售之间没有关系。本文为理论和实践提供了宝贵的贡献，并指出了进一步研究的潜在领域。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Asian Academy of Management Journal MANAGEMENT-

CiteScore

1.70

自引率

0.00%

发文量

审稿时长

20 weeks

期刊介绍： The Asian Academy of Management Journal (AAMJ) is a refereed journal that is jointly published by the Asian Academy of Management (AAM) and Penerbit Universiti Sains Malaysia (http://www.penerbit.usm.my). The journal endeavors to provide forums for academicians and practitioners who are interested in the discussion of current and future issues and challenges impacting the Asian Management as well as promoting and disseminating relevant, high quality research in the field of management. The journal has an established and long history of publishing quality research findings from researchers not only in the Asian region but also globally.