What is it about?
This research explains the moderating role of sales experience on two relationships (1) customer orientation to salesperson job satisfaction (2) adaptive selling behavior to job satisfaction in a unionized setting
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Why is it important?
Our finding shows that the greater the sales experience, the relationship between customer orientation - job satisfaction, and adaptive selling - job satisfaction decreases in a unionized setting
Perspectives
First study that have employed the unionized salespeople as respondents
Dr Harindranath R M
SRM In
Read the Original
This page is a summary of: The moderating role of sales experience in adaptive selling, customer orientation and job satisfaction in a unionized setting, Journal of Business and Industrial Marketing, August 2019, Emerald,
DOI: 10.1108/jbim-08-2018-0233.
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