The effect of internal factors on sales performance with the mediating role of idea transfer, creativity and sales force innovation: Emphasis on the role of self-efficacy moderator

Subject Areas : marketing

Reza Baloo ¹ , Elnaz Mehran ² , Farzad Asayesh ³ , Alireza Rousta ⁴

1 - Vice President of Commerce / Organization of ports
2 - Bank Manager / Ayandeh Bank
3 - Administration of Faculty of Humanities of Shahr Quds Islamic Azad University
4 - Vice-Chancellor of Islamic Azad University, Shahr-Quds branch

Received: 2022-10-06 Accepted : 2022-12-06 Published : 2022-11-22

Keywords: regulatory knowledge, New workforce adaptability, Investing in team social capital, Idea transfer, New workforce creativity,

Abstract :

The growing trend of competition in the sale of products and services has led organizations to pay special attention to the sale of their products and services, and as a result, good planning and investment in the use of sales forces to develop the level of sales performance.Do it yourself. Accordingly, the purpose of this study was to investigate the role of intra-organizational factors(regulatory knowledge, adaptability of new workforce and investment in team social capital) on sales performance with emphasis on the mediating role of idea transfer, new workforce creativity and sales innovation.To.This study also examines the role of self-efficacy modulator on the impact of intra-organizational factors on sales performance. The statistical population of the study consisted of all managers and senior managers of food production companies that 138 people were selected as the research sample using stratified-random sampling method. The collected data were analyzed using a questionnaire by structural equation modeling with a partial least squares approach using Smart-Pas software.The findings of this study showed that the adaptability of new workforce and investment in team social capital, idea transfer and sales innovation had a significant effect on sales performance. This study also showed that self-efficacy only modulates the effect of new sales force adaptability on sales performance and its moderating role in relation to the effect of regulatory knowledge and investment in team social capital on sales performance was not confirmedKeywords: regulatory knowledge; New workforce adaptability; Investing in team social capital; Idea transfer; New workforce creativity;Sales innovation;Self Efficacy

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