An Examination of the Relationship Between Working Relationship Quality With Salesperson Performance & Job Satisfaction & the Role of ASB Behavioral Model in Sale

Subject Areas : Jounal of Marketing Management

K. Heidarzadeh ¹ ( استادیار، عضو هیات علمی دانشگاه آزاد اسلامی، واحد علوم و تحقیقات تهران )
Sh. Garmabdari ² ( دانش آموخته کارشناسی ارشد مدیریت بازرگانی (گرایش بازاریابی)، دانشگاه آزاد اسلامی، واحد علوم و تحقیقات تهران )

Received: 2014-06-10 Accepted : 2014-06-10 Published : 2007-09-23

Keywords: Adaptive selling behavior, Sales people performance, Job Satisfaction, Working relationship quality, Supervisor relationship, Colleague relationship,

Abstract :

The present researches look into the examination of the relationship between working relationship quality with salesperson performance & job satisfaction and role of ASB behavioral model in sale for the first time in Iran. The whole Programming & activities of a business meet the good result by up port of sales. A perfect salesperson has certain specifications whose role is reflected in his or her performance. A main cause of efficiency or inability in the task of commerce & sales is in relation with the cultural & upbringing difference among countries & based on that the Adaptive Selling Behavior pattern has com up. The Adaptive Selling Behavior pattern is on the basis of customers’ desires. The Adaptive Selling Behavior pattern includes the suitable modifications in the salesperson’ s behaviors according to a customer’ s relation or the correction of the salesperson’ s with regards to customers’ reactions during the information’ s receiving along with the sales situation. The Working Relationship Quality emerges as mediator connecting Adaptive Selling Behavior performance & the role of Adaptive Selling Behavior in the sales performance, the relationship between Adaptive Selling Behavior, Working Relationship Quality & Salesperson Performance, Job Satisfaction of Salesperson has been analyzed by the use of 7 hypothesis & exploratory research project, surveying research approach & accidental sampling, the necessary information of 267 people was collected by the support of a valid & reliable questionnaire. This information has also been analyzed by the use of regression coefficient tests & detailed regression coefficient. The achieved results indicate that: 1- Adaptive Selling Behavior significantly has a positive relationship with Working Relationship Quality. 2- Working Relationship Quality significantly has a positive relationship with the Sales Performance & the salesperson’s Job Satisfaction. 3- With controlling the effect of Working Relationship Quality, Adaptive Selling Behavior significantly has a positive relationship with Sales Performance & Job Satisfaction. 4- With controlling the effect of Working Relationship Quality, there is a positive & significant relationship between Sales Performance & salesperson’s Job Satisfaction.