Automotive Salespeople Performance: Political Skill, Relationship Building, and Deviance

Abigail Gracia, Yokie Radnan Kristiyono
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引用次数: 1

Abstract

This study explores the relationship between political skill, customer-relationship-building competence, customer-oriented selling, and customer-directed deviance, and investigates whether these relationships affect the sales performance of PT. Astra International Tbk. This study included 220 automotive salespeople as sample using nonprobability sampling, purposive sampling method technique, with various showroom branches of PT Astra International – Tbk’s automotive dealerships as the study’s setting. Structural Equation Modeling is used to test the study’s hypotheses. Results suggest that political skill positively affects customer-relationship-building competence and sales performance yet negatively affects customer-oriented selling and customer-directed deviance. Customer-relationship-building competence positively affects sales performance yet negatively affects customer-oriented selling and customer-directed deviance. Customer-oriented selling positively affects customer-directed deviance and customer-directed deviance negatively affects sales performance. Theoretical and managerial implications for future research are provided.
汽车销售人员绩效:政治技巧、关系建立和偏差
本研究探讨政治技巧、顾客关系建立能力、顾客导向销售与顾客导向偏差之间的关系,并探讨这些关系是否会影响阿斯特拉国际有限公司的销售绩效。本研究采用非概率抽样、目的性抽样的方法,以泰克国际旗下各汽车经销店展厅分支机构为研究对象,选取220名汽车销售人员作为样本。采用结构方程模型对研究假设进行检验。结果表明,政治技巧对客户关系建立能力和销售绩效有正向影响,对客户导向销售和客户导向偏差有负向影响。顾客关系建立能力对销售绩效有正向影响,对顾客导向销售和顾客导向偏差有负向影响。顾客导向销售正向影响顾客导向偏差,而顾客导向偏差负向影响销售绩效。为未来的研究提供了理论和管理意义。
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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