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ANALISA FAKTOR-FAKTOR YANG MEMPENGARUHI ORIENTASI KONSUMEN DAN PENJUALAN ADAPTIF DALAM MENINGKATKAN KINERJA TENAGA PENJUAL PT. ASURANSI JIWASRAYA (PERSERO) KANTOR REGIONAL SURABAYA

TRILAKSONO, FIRMAN (2015) ANALISA FAKTOR-FAKTOR YANG MEMPENGARUHI ORIENTASI KONSUMEN DAN PENJUALAN ADAPTIF DALAM MENINGKATKAN KINERJA TENAGA PENJUAL PT. ASURANSI JIWASRAYA (PERSERO) KANTOR REGIONAL SURABAYA. Masters thesis, STIE Perbanas Surabaya.

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ARTIKEL ILMIAH.pdf

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Abstract

The study aims to determine the effect of organizational customer orientation towards customer orientation, and also examined the effect of self-control and environmental sales condition on adaptive selling, as well as the influence of consumers orientation and adaptive selling on salesperson performance. The study was conducted on 139 insurance policy salespersons at PT. Asuransi Jiwasraya (Persero) in Surabaya. The analysis used Structural Equation Modeling (SEM).The results showed that the organizational customer orientation has significantly positive effect on consumer orientation. Self-control and environment sales conditions also have positive significant effect on adaptive selling. In addition, consumer orientation and adaptive selling also have significantly positively effect on the salespersons performance. Keywords : organizational customer orientation, customer orientation, self-control, environmental sales conditions, adaptive selling, salesperson performance

Item Type: Thesis (Masters)
Subjects: 300 - SOCIAL SCIENCE > 368 - INSURANCE
600 - TECHNOLOGY > 658 - GENERAL MANAGEMENT > 658.8 - MANAGEMENT OF MARKETING
Divisions: Magister of Management
Depositing User: Perpustakaan Universitas Hayam Wuruk Perbanas Surabaya
Date Deposited: 23 Jul 2016 07:13
Last Modified: 23 Jul 2016 07:13
URI: http://eprints.perbanas.ac.id/id/eprint/186

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