The role of product knowledge, sales environment, and information matching on salesperson adaptability

Q1 Decision Sciences

Uncertain Supply Chain Management Pub Date : 2023-01-01 DOI:10.5267/j.uscm.2023.6.007

Aris Mardiyono, I. M. Sukresna

引用次数: 0

Abstract

To increase salesperson performance, this study will examine how product knowledge, sales environment, and information suitability affect salesperson adaptation. Random sampling is the approach that is utilized for sampling. 115 respondents from small and medium-sized batik business salespeople in the city of Pekalongan made up the study's sample in Central Java, Indonesia. The AMOS 21 program uses structural equation modeling (SEM) as an analysis tool. According to the study's findings, salesperson adaptability is significantly positively influenced by product knowledge, significantly positively by the sales environment, significantly positively by information appropriateness, and significantly positively by salesperson performance.

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产品知识、销售环境、信息匹配对销售人员适应性的影响

为了提高销售人员的绩效，本研究将考察产品知识、销售环境和信息适宜性对销售人员适应的影响。随机抽样是用于抽样的方法。在印度尼西亚中爪哇，来自Pekalongan市中小型蜡染企业销售人员的115名受访者组成了这项研究的样本。AMOS 21程序使用结构方程建模(SEM)作为分析工具。研究发现，销售人员适应性受产品知识的显著正向影响，受销售环境的显著正向影响，受信息恰当性的显著正向影响，受销售人员绩效的显著正向影响。

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

Uncertain Supply Chain Management Decision Sciences-Statistics, Probability and Uncertainty

CiteScore

5.60

自引率

0.00%

发文量

112

期刊介绍： Supply chain management (SCM) plays an essential role in managing the movement of raw materials into an organization, certain issues of the internal processing of materials into finished goods, and the movement of finished products out of the organization for end-consumer delivery. The goal of SCM is to improve trust and collaboration among supply chain partners and to improve inventory visibility. However, many SCM problems deal with uncertain events such as uncertainty in demand, supply, quality, price, etc. This forum is dedicated to all scholars who wish to share their ideas about uncertainty in SCM problems. Uncertain supply chain management is a quarterly publication dedicated to all scientists in all over the world who wish to share their experiences and knowledge in this field. Our policy is to perform a peer review on all submitted articles and publishes original and high quality articles.