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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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 > 360 - 369 SOCIAL PROBLEMS AND SERVICES; ASSOCIATIONS > 368 - INSURANCE 600 - TECHNOLOGY > 650 - 659 MANAGEMENT & PUBLIC RELATIONS > 658 - GENERAL MANAGEMENT > 658.8 - MANAGEMENT OF MARKETING |
| Divisions: | Magister of Management |
| Depositing User: | Perpustakaan Universitas Hayam Wuruk Perbanas |
| 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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