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All Journal JDM (Jurnal Dinamika Manajemen) The Winners Gadjah Mada International Journal of Business Jurnal Minds:Manajemen Ide dan Inspirasi AJIE (Asian Journal of Innovation and Entrepreneurship) Binus Business Review Graduasi: Jurnal Bisnis & Ekonomi DERIVATIF Jurnal Mirai Management International Conferences SDGs 2030 Challenges and Solutions Fokus Ekonomi IJEBD (International Journal Of Entrepreneurship And Business Development) DIJB (Diponegoro International Journal of Business) BBM (Buletin Bisnis dan Manajemen) Jurnal Entrepreneur dan Entrepreneurship MABIS: Manajemen dan Bisnis International Journal of Economics, Business and Accounting Research (IJEBAR) Review of Management and Entrepreneurship Abdimas: Jurnal Pengabdian Masyarakat Universitas Merdeka Malang Jurnal Performa : Jurnal Manajemen dan Start-up Bisnis Jurnal Abdidas Inobis: Jurnal Inovasi Bisnis dan Manajemen Indonesia Jurnal Ilmiah Wahana Pendidikan Telaah Bisnis BULETIN BISNIS & MANAJEMEN (BBM) Jurnal Manajemen dan Kewirausahaan ASEAN Marketing Journal Jurnal Manajemen dan Pemasaran Jasa Jurnal Abdimas Sosek (Jurnal Pengabdian dan Pembardayaan Masyarakat) AMMA : Jurnal Pengabdian Masyarakat
Elia Ardyan
Universitas Ciputra
Religion Agriculture, Biological Sciences & Forestry Humanities Chemistry Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Environmental Science Health Professions Law, Crime, Criminology & Criminal Justice Materials Science & Nanotechnology Mathematics Nursing Public Health Social Sciences Other

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Journal : Gadjah Mada International Journal of Business

 1 
How Does a Salesperson Improve their Performance? The Importance Role of Customer Smart Response Capability Diana Aqmala; Elia Ardyan
Gadjah Mada International Journal of Business Vol 21, No 2 (2019): May-August
Publisher : Master in Management, Faculty of Economics and Business, Universitas Gadjah Mada

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (307.156 KB) | DOI: 10.22146/gamaijb.35263

Abstract

A salesperson is the part of a company who will always meet its customers. A salesperson should have the capability of responding to the customers. This research aims at examining the importance of the salesperson’s customer smart response capability for the insurance industry in Indonesia. The respondents in this research are 317 salespeople who work in the insurance industry. This research uses structural equation modeling to process its data. The results of this research show the importance of the customer smart response capability in the insurance industry. This customer smart response capability can improve a salesperson’s performance. Additionally, the customer smart response capability mediates the influence of customer sensing on the salesperson’s performance and mediates the influence of sales training’s effectiveness on the salesperson’s performance.
Co-Authors . Ismunawan . Pardi Adindah Novihartina Jafar Aditya M. Kouwagam Kouwagam Alex Maritz Ari Susanti Ari Susanti Ari Susanti Atika Ayu Ismawati Atika Ayu Ismawati, Atika Ayu Barnabas Theodore Pistos Utomo Kaya Budi Istiyanto Budi Istiyanto Budi Carolina Novi Mustikarini Christina Sudyasjayanti Cindy Yoel Tanesia Cindy Yoel Tanesia Cipta Canggih Perdana Cipta Canggih Perdana Daniel Kurniawan Deasy Widya Hayu Deni Setiadi Deni Setiadi, Deni Denny Bernardus Diana Aqmala Dina Martha Hutapea Edelshia Salli Padang Endah Pri Ariningsih Erwin Erwin Erwin Erwin Parega Evelyn Destiana Tanus Fadhil Ali Sani Fadma Sari Felicia Wong Fenti Winda Sari Fenti Winda Sari, Fenti Winda Fintikasari, Indah Fransisca Jovita Amelfdi Ginanjar Rahmawan Ginanjar Rahmawan, Ginanjar Gracia Ongkowijoyo Hafiz Kurniawan Hafiz Kurniawan, Hafiz Hani Sirine Heny Kurnianingsih Heny Kurnianingsih, Heny Hestin Mutmainah, Hestin Ida Ayu Kade R. Kusasih, Ida Ayu Kade R. Indah Fintikasari Indri Wijayanti Ismunawan Ismunawan, Ismunawan Istiatin Johanes Ivan Justin Wijaya Luhgianto Mahesha Al Mubarak Maichal Maichal Manuel Goncalves Michel Vincencia Muchtar Muchtar Murry Harmawan Saputra Murry Harmawan Saputra Murry Harmawan Saputra Natali Ika Widjaya Novika Ayu Triany Novika Ayu Triany Novita Yuniarti Novita Yuniarti, Novita Oky Tira Ayuda Oky Tira Ayuda, Oky Tira Olivia T. Putri, Olivia T. Oscarius Yudhi Ari Wijaya Pardi, . Sayrina Cantika Marselinus Sinar Dharmayana Putra Sinar Dharmayana Putra Sobhan Arisian St Salmah Sharon Stiven Gunawan Tanesia, Cindy Yoel Tony Antonio Tony Antonio Tunjung Candra Ervia Danis Utomo Wibisono Wibisono, Utomo Wijaya, Oscarius Yudhi Ari Winarto Poernomo Winata . Winata ., Winata Winata Winata Winata, Winata Wisnu Sancoyo Wisnu Sancoyo, Wisnu Yuyun K. M. Suade Yuyun Karystin Meilisa Suade Yuyun Karystin Meilisa Suade