Market orientation in the banking sector: Measuring the key role of salesperson performance
This paper examines the relationship of customer orientation - at both the organizational and the individual sales level - on salesperson performance for financial products. A survey of 146 sales managers of different Spanish banks was analyzed using structural equation modeling. The results provide...
| Autores: | , |
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| Tipo de recurso: | artículo |
| Fecha de publicación: | 2015 |
| País: | España |
| Institución: | Universidad Autónoma de Madrid |
| Repositorio: | Biblos-e Archivo. Repositorio Institucional de la UAM |
| Idioma: | inglés |
| OAI Identifier: | oai:repositorio.uam.es:10486/685335 |
| Acceso en línea: | http://hdl.handle.net/10486/685335 https://dx.doi.org/10.1016/j.cesjef.2015.02.001 |
| Access Level: | acceso abierto |
| Palabra clave: | Competitive orientation Customer orientation Market orientation Salesperson customer orientation Salesperson performance Economía |
| Sumario: | This paper examines the relationship of customer orientation - at both the organizational and the individual sales level - on salesperson performance for financial products. A survey of 146 sales managers of different Spanish banks was analyzed using structural equation modeling. The results provided here highlight the relevant mediating role of salesperson customer orientation on sales performance and reinforces the role of salespeople in achieving an appropriate organizational market orientation. |
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