Salespeople’s innovativeness: a driver of sales performance

Abstract

The purpose of this study is to develop a conceptual model for explaining the process of how salespeople’s innovativeness leverages sales performance by introducing the organizational learning-based factors such as sales team tacit knowledge exchange, value-based selling capability, and a positive selling ambiance initiative in the selling process to enhance sales performance. The novelty of this study is its construction of a conceptual model that adopts the organizational learning framework both in cultivating the organizational memory of salespeople working in a sales organization and in processing organizational memory for leveraging capabilities that lead to better sales performance. The acceptance of the proposed hypotheses demonstrated the importance of organizational learning-based factors in supporting the success of salespeople in the consumer product market.

Value Oriented Developmental Interaction Capability: A Driver for Teamwork Performance

“…Study on knowledge sharing has attracted scholars at least in this decade in exploring the nature, social role as well as its professional role, and the importance of knowledge sharing in enhancing performance (Aubke et al 2014, Ferdinand and Wahyuningsih 2018, Ghobadi 2015, Matošková and Směšná 2017, Mueller 2014, Nesheim and Hunskaar 2015, Nissen et al 2014, Wulandari et al 2018. Knowledge sharing within a teamwork members impacts on feeling of meaningfulness while information giving activity positively impacts on productivity (Aubke et al 2014).…”

“…Knowledge sharing within a teamwork members impacts on feeling of meaningfulness while information giving activity positively impacts on productivity (Aubke et al 2014). Knowledge sharing or knowledge exchange between team member through the activity of Teaching each other in the team, pass on the learned knowledge and sharing of unsuccessful experience is recognized as tools for enhancing team member innovativeness leading for better performance (Ferdinand and Wahyuningsih 2018). One of the basic dimension in knowledge sharing process is interactions between members that may influenced by of impacted to motivation, attitude, knowledge, and skill (Matošková and Směšná 2017) leading to a better performance.…”

Factor that impacts entrepreneurial intention among engineering students: evidence from Indonesia

“…The engineering students need to understand entrepreneurship (Luryi et al, 2007) so they can contribute to and get to know the market. Furthermore, it also serves as an effort to comprehend the concept of entrepreneurship (Ferdinand, 2018), which will later provide some solid experience for those who are interested in the world of entrepreneurship (Luryi et al, 2007;Mat et al, 2015). Moreover, it will also trigger the student's creativity in analyzing the market for their products (Nelson and Byers, 2010).…”

“…Withn a set of qualities of an entrepreneur studied by researchers, there are two striking characteristics comprising innovativeness (Edwards-Schachter & Wallace, 2017). When we have Innovativeness traits we can also improve the marketing performance (Ferdinand, 2018). On the other hand, some parties use Entrepreneurial Innovativeness as the spearhead determinant of entrepreneurship matrix (Law & Breznik, 2017;Lian & Yen, 2017).…”

“…In general, there is common understanding in terms of the need for research on the same level of engineering students in the acquisition of intention to become an entrepreneur (Law & Breznik, 2017). An indispensable need for engineering students to understand entrepreneurship (Luryi et al, 2007), contribute and recognize the market in their entrepreneurial endeavors (Ferdinand, 2018), which will provide some solid experience in the world of entrepreneurship (Luryi et al, 2007;Mat, Maat, & Mohd, 2015). Moreover, in order to create a new venture for students or graduates, there is a need for more creativity in entrepreneurial concepts whle developing product designs, creating prototypes, recognizing technology and market analysis for the products (Nelson and Byers, 2010).…”