Market orientation in the banking sector: Measuring the key role of salesperson performance

This paper examines the relationship of customer orientation - at both the organizational and the individual sales level - on salesperson performance for financial products. A survey of 146 sales managers of different Spanish banks was analyzed using structural equation modeling. The results provide...

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Detalles Bibliográficos
Autores: Rosendo-Ríos, Verónica, Martín-Dávila, Miguel
Tipo de recurso: artículo
Fecha de publicación:2015
País:España
Institución:Universidad Autónoma de Madrid
Repositorio:Biblos-e Archivo. Repositorio Institucional de la UAM
Idioma:inglés
OAI Identifier:oai:repositorio.uam.es:10486/685335
Acceso en línea:http://hdl.handle.net/10486/685335
https://dx.doi.org/10.1016/j.cesjef.2015.02.001
Access Level:acceso abierto
Palabra clave:Competitive orientation
Customer orientation
Market orientation
Salesperson customer orientation
Salesperson performance
Economía
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spelling Market orientation in the banking sector: Measuring the key role of salesperson performanceLa orientación al mercado del sector financiero: Análisis de la importancia de la fuerza de ventasRosendo-Ríos, VerónicaMartín-Dávila, MiguelCompetitive orientationCustomer orientationMarket orientationSalesperson customer orientationSalesperson performanceEconomíaThis paper examines the relationship of customer orientation - at both the organizational and the individual sales level - on salesperson performance for financial products. A survey of 146 sales managers of different Spanish banks was analyzed using structural equation modeling. The results provided here highlight the relevant mediating role of salesperson customer orientation on sales performance and reinforces the role of salespeople in achieving an appropriate organizational market orientation.Este artículo examina el impacto de la orientación al cliente -tanto desde un punto de vista organizacional como desde una perspectiva de ventas individual- sobre los resultados de la fuerza de entidades financieras. Para ello, se han llevado a cabo encuestas a 146 directivos del sector comercial de diferentes bancos y cajas de ahorros españolas. El modelo creado se ha analizado utilizando ecuaciones estructurales. Los resultados evidencian la importancia de que los vendedores tengan una buena orientación hacia el cliente para que la fuerza de ventas consiga unos resultados empresariales óptimos y la organización logre un adecuado nivel de orientación al mercadoElsevier España S.L.U.20152015-04-25research articlehttp://purl.org/coar/resource_type/c_2df8fbb1VoRhttp://purl.org/coar/version/c_970fb48d4fbd8a85info:eu-repo/semantics/articleapplication/pdfhttp://hdl.handle.net/10486/685335https://dx.doi.org/10.1016/j.cesjef.2015.02.001reponame:Biblos-e Archivo. Repositorio Institucional de la UAMinstname:Universidad Autónoma de MadridInglésengopen accesshttp://purl.org/coar/access_right/c_abf2info:eu-repo/semantics/openAccessoai:repositorio.uam.es:10486/6853352026-06-23T12:46:27Z
dc.title.none.fl_str_mv Market orientation in the banking sector: Measuring the key role of salesperson performance
La orientación al mercado del sector financiero: Análisis de la importancia de la fuerza de ventas
title Market orientation in the banking sector: Measuring the key role of salesperson performance
spellingShingle Market orientation in the banking sector: Measuring the key role of salesperson performance
Rosendo-Ríos, Verónica
Competitive orientation
Customer orientation
Market orientation
Salesperson customer orientation
Salesperson performance
Economía
title_short Market orientation in the banking sector: Measuring the key role of salesperson performance
title_full Market orientation in the banking sector: Measuring the key role of salesperson performance
title_fullStr Market orientation in the banking sector: Measuring the key role of salesperson performance
title_full_unstemmed Market orientation in the banking sector: Measuring the key role of salesperson performance
title_sort Market orientation in the banking sector: Measuring the key role of salesperson performance
dc.creator.none.fl_str_mv Rosendo-Ríos, Verónica
Martín-Dávila, Miguel
author Rosendo-Ríos, Verónica
author_facet Rosendo-Ríos, Verónica
Martín-Dávila, Miguel
author_role author
author2 Martín-Dávila, Miguel
author2_role author
dc.subject.none.fl_str_mv Competitive orientation
Customer orientation
Market orientation
Salesperson customer orientation
Salesperson performance
Economía
topic Competitive orientation
Customer orientation
Market orientation
Salesperson customer orientation
Salesperson performance
Economía
description This paper examines the relationship of customer orientation - at both the organizational and the individual sales level - on salesperson performance for financial products. A survey of 146 sales managers of different Spanish banks was analyzed using structural equation modeling. The results provided here highlight the relevant mediating role of salesperson customer orientation on sales performance and reinforces the role of salespeople in achieving an appropriate organizational market orientation.
publishDate 2015
dc.date.none.fl_str_mv 2015
2015-04-25
dc.type.none.fl_str_mv research article
http://purl.org/coar/resource_type/c_2df8fbb1
VoR
http://purl.org/coar/version/c_970fb48d4fbd8a85
dc.type.openaire.fl_str_mv info:eu-repo/semantics/article
format article
dc.identifier.none.fl_str_mv http://hdl.handle.net/10486/685335
https://dx.doi.org/10.1016/j.cesjef.2015.02.001
url http://hdl.handle.net/10486/685335
https://dx.doi.org/10.1016/j.cesjef.2015.02.001
dc.language.none.fl_str_mv Inglés
eng
language_invalid_str_mv Inglés
language eng
dc.rights.none.fl_str_mv open access
http://purl.org/coar/access_right/c_abf2
dc.rights.openaire.fl_str_mv info:eu-repo/semantics/openAccess
rights_invalid_str_mv open access
http://purl.org/coar/access_right/c_abf2
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv Elsevier España S.L.U.
publisher.none.fl_str_mv Elsevier España S.L.U.
dc.source.none.fl_str_mv reponame:Biblos-e Archivo. Repositorio Institucional de la UAM
instname:Universidad Autónoma de Madrid
instname_str Universidad Autónoma de Madrid
reponame_str Biblos-e Archivo. Repositorio Institucional de la UAM
collection Biblos-e Archivo. Repositorio Institucional de la UAM
repository.name.fl_str_mv
repository.mail.fl_str_mv
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score 15.223283

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