The Important Role of Customer Information Quality on Salesperson Performance

Ida Bagus Udayana; Heru Tjahjono; Nuryakin Nuryakin; Elya Ardyan

Proceedings of the 2nd International Conference of Science and Technology for the Internet of Things, ICSTI 2019, September 3rd 2019, Yogyakarta, Indonesia

Research Article

The Important Role of Customer Information Quality on Salesperson Performance

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@INPROCEEDINGS{10.4108/eai.20-9-2019.2290951,
    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 2nd International Conference of Science and Technology for the Internet of Things, ICSTI 2019, September 3rd 2019, Yogyakarta, Indonesia},
    publisher={EAI},
    proceedings_a={ICSTI},
    year={2020},
    month={3},
    keywords={customer information quality salesperson performance; adaptive selling communication ability trustworthiness},
    doi={10.4108/eai.20-9-2019.2290951}
}

Ida Bagus Nyoman Udayana
Heru Kurniawan Tjahjono
Nuryakin Nuryakin
Elya Ardyan
Year: 2020
The Important Role of Customer Information Quality on Salesperson Performance
ICSTI
EAI
DOI: 10.4108/eai.20-9-2019.2290951

Ida Bagus Nyoman Udayana¹^,*, Heru Kurniawan Tjahjono², Nuryakin Nuryakin¹, Elya Ardyan¹

1: Universitas Sarjanawiyata Tamansiswa, Yogyakarta, Indonesia
2: Faculty of Economics, Universitas Muhammadyah Yogyakarta Indonesia

*Contact email: ibn.udayana@yahoo.co.id

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.

Keywords: customer information quality salesperson performance; adaptive selling communication ability trustworthiness

Published: 2020-03-03
Publisher: EAI

: http://dx.doi.org/10.4108/eai.20-9-2019.2290951