Research Article
The Important Role of Customer Information Quality on Salesperson Performance
@INPROCEEDINGS{10.4108/eai.19-10-2018.2282609, author={Ida Bagus Nyoman Udayana and Heru Kurniawan Tjahjono and Nuryakin Nuryakin and Elya Ardyan}, title={The Important Role of Customer Information Quality on Salesperson Performance}, proceedings={Proceedings of the 1st International Conference on Science and Technology for an Internet of Things, 20 October 2018, Yogyakarta, Indonesia}, publisher={EAI}, proceedings_a={ICSTI}, year={2019}, month={4}, keywords={customer information quality salesperson performance; adaptive selling communication ability trustworthiness}, doi={10.4108/eai.19-10-2018.2282609} }- Ida Bagus Nyoman Udayana
Heru Kurniawan Tjahjono
Nuryakin Nuryakin
Elya Ardyan
Year: 2019
The Important Role of Customer Information Quality on Salesperson Performance
ICSTI
EAI
DOI: 10.4108/eai.19-10-2018.2282609
Abstract
This study examines factors influencing customer information quality and salesperson performance. Data collected were 450 salespersons in the field of small and medium enterprises. The analysis used is structural equation modeling (SEM). Then, the data were analyzed using Amos version 21 software. The results indicate that customer information quality creates a linkage between adaptive selling and salesperson performance. In addition, communication ability and trustworthiness have a significant positive effect on salesperson performance. Further discussion, limitations and direction for future research are also discussed in this study.
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