Salespeople’s innovativeness: a driver of sales performance

Ferdinand Augusty Tae () and Wahyuningsih Wahyuningsih ()
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Ferdinand Augusty Tae: Faculty of Economics and BusinessDiponegoro University, Semarang, Indonesia
Wahyuningsih Wahyuningsih: Faculty of Economics and BusinessTadulako University, Palu, Indonesia

Management & Marketing, 2018, vol. 13, issue 2, 966-984

Abstract: The purpose of this study is to develop a conceptual model for explaining the process of how salespeople’s innovativeness leverages sales performance by introducing the organizational learning-based factors such as sales team tacit knowledge exchange, value-based selling capability, and a positive selling ambiance initiative in the selling process to enhance sales performance. The novelty of this study is its construction of a conceptual model that adopts the organizational learning framework both in cultivating the organizational memory of salespeople working in a sales organization and in processing organizational memory for leveraging capabilities that lead to better sales performance. The acceptance of the proposed hypotheses demonstrated the importance of organizational learning-based factors in supporting the success of salespeople in the consumer product market.

Keywords: salespeople innovativeness; knowledge exchange; value-based selling capability; selling ambiance; sales performance (search for similar items in EconPapers)
Date: 2018
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Citations: View citations in EconPapers (3)

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Persistent link: https://EconPapers.repec.org/RePEc:vrs:manmar:v:13:y:2018:i:2:p:966-984:n:8

DOI: 10.2478/mmcks-2018-0016

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