Article Per Year (5 Year)
p-Index From 2021 - 2026
0.23
P-Index
This Author published in this journals
All Journal Journal of Management, Accounting, General Finance and International Economic Issues (MARGINAL)
Amanah, Citra
Unknown Affiliation
Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Environmental Science Social Sciences

Published : 1 Documents Claim Missing Document
Claim Missing Document
Check
Articles

Found 1 Documents
Search

 1 
The Role of Adaptive Selling Behavior in Mediating Sales Orientation and Customer Orientation on Salesperson Performance Amanah, Citra; Aqmala, Diana; Setiawan, Aries
JOURNAL OF MANAGEMENT, ACCOUNTING, GENERAL FINANCE AND INTERNATIONAL ECONOMIC ISSUES Vol. 5 No. 2 (2026): MARCH
Publisher : Transpublika Publisher

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.55047/marginal.v5i2.2130

Abstract

The decline in Mitsubishi Xpander sales indicates problems in sales force performance. Based on preliminary field reports, the suspected problem is related to the suboptimal sales orientation and customer orientation in shaping adaptive sales behaviour. Accordingly, this inquiry endeavors to elucidate the influence of sales orientation and customer orientation on the performance of the Mitsubishi Xpander sales force in Semarang, positioning adaptive sales behaviour as an intervening mechanism. Adopting a quantitatively driven research design, empirical evidence was garnered from 104 purposively selected respondents. The analytical procedure employed Partial Least Squares–Structural Equation Modeling (PLS-SEM) via SmartPLS 4.0. The empirical findings demonstrate that both sales orientation and customer orientation exert a statistically robust and affirmative effect on adaptive sales behaviour, which in turn manifests a significant and positive contribution to sales force performance. Notably, customer orientation, in conjunction with adaptive sales behaviour, emerges as the most potent conduit for enhancing the performance of Mitsubishi Xpander sales personnel within the Semarang context. Customer orientation enables salespeople to understand customer needs and provide appropriate services, while adaptive sales behaviour helps them adjust their approach to different customer characteristics and situations. The findings imply that sales orientation and customer orientation can shape more adaptive sales behaviour, thereby playing a role in driving improvements in sales personnel performance in achieving targets and retaining customers.
Co-Authors Diana Aqmala Setiawan, Aries