<abstract xmlns="http://www.w3.org/1999/xhtml"><p>The purpose of this study is to develop a conceptual model for explaining the process of how salespeople’s innovativeness leverages sales performance by introducing the organizational learning-based factors such as sales team tacit knowledge exchange, value-based selling capability, and a positive selling ambiance initiative in the selling process to enhance sales performance. The novelty of this study is its construction of a conceptual model that adopts the organizational learning framework both in cultivating the organizational memory of salespeople working in a sales organization and in processing organizational memory for leveraging capabilities that lead to better sales performance. The acceptance of the proposed hypotheses demonstrated the importance of organizational learning-based factors in supporting the success of salespeople in the consumer product market.</p></abstract>

The purpose of this study is to develop a conceptual model for explaining the process of how salespeople’s innovativeness leverages sales performance by introducing the organizational learning-based factors such as sales team tacit knowledge exchange, value-based selling capability, and a positive selling ambiance initiative in the selling process to enhance sales performance. The novelty of this study is its construction of a conceptual model that adopts the organizational learning framework both in cultivating the organizational memory of salespeople working in a sales organization and in processing organizational memory for leveraging capabilities that lead to better sales performance. The acceptance of the proposed hypotheses demonstrated the importance of organizational learning-based factors in supporting the success of salespeople in the consumer product market.

Salespeople’s innovativeness: a driver of sales performance

Management & Marketing

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 3.0 License.

{"article-title":"Salespeople\u2019s innovativeness: a driver of sales performance"}

The purpose of this study is to develop a conceptual model for explaining the process of how salespeople’s innovativeness leverages sales performance by...

Salespeople’s innovativeness: a driver of sales performance

Published Online: Jul 04, 2018

Page range: 966 - 984

DOI: https://doi.org/10.2478/mmcks-2018-0016

Keywords
salespeople innovativeness, knowledge exchange, value-based selling capability, selling ambiance, sales performance

© 2018 Augusty Tae Ferdinand et al., published by Sciendo

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 3.0 License.

Salespeople’s innovativeness: a driver of sales performance

Published Online: Jul 04, 2018

Page range: 966 - 984

DOI: https://doi.org/10.2478/mmcks-2018-0016

Keywordssalespeople innovativeness, knowledge exchange, value-based selling capability, selling ambiance, sales performance

© 2018 Augusty Tae Ferdinand et al., published by Sciendo

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 3.0 License.

Keywords
salespeople innovativeness, knowledge exchange, value-based selling capability, selling ambiance, sales performance