The Influence of Critical Success Factors on B2B Sales Performance and the Mediating Role of Social Intelligence

Abstract

In this study; the characteristics of sales representatives related to their sales performance such as learning orientation, customer orientation, intrinsic motivation, hardworking and technical expertise were defined as "Critical Success Factors in Selling" and the mediating role of social intelligence between these and sales performance were investigated. Data ISSN 2157-6068 2017 www.macrothink.org/bms 2 collected from 376 sales representatives from 125 different companies showed that social intelligence has strong influence over sales performance and plays a mediating role between critical success factors in selling and sales performance. Business Management and Strategy

Effect of Social Intelligence on OCB and EB, with Effect on Social Capital as a Mediating Variable, in a Sport Organization in Iran

“…Nonetheless, the results of research conducted in Iran reveal that despite the appropriate amount of social capital available in Iranian sport organizations, they lack an adequate development of entrepreneurial and extra-role behaviors (Mirsafian 2016). One of the reasons for this could be the lack of social intelligence and its relevant factors on the part of the human resources of such organizations (Aydin, Koc & Kaya 2017). Social intelligence involves a broad range of social skills, influencing the employees' perception, cognitive analysis, and behavioral skills or competence for individual interactions in organizational environments (Howe 2017).…”

“…Social intelligence involves a broad range of social skills, influencing the employees' perception, cognitive analysis, and behavioral skills or competence for individual interactions in organizational environments (Howe 2017). Social intelligence refers to the accurate perception of a social environment and plays a crucial role in interpersonal understanding (Aydin, Koc & Kaya 2017). Scholars present social intelligence psychometrics as a factor that improves the ability to understand social circumstances and affects an individual's management of interpersonal relations and social interactions (Nikoopour & Esfandiari 2017).…”

Assessing the Mediating Effect of Organizational Climate in the Context of Malaysian Banking Industry

“…Social intelligence can influence the employees' perception of the social work climate, apart from affecting their behavioral skills, social skills and their cognitive ability or capability for individual interactions within an organization (Howe, 2017). Social intelligence has a crucial role for promoting the social understanding of others (Aydin, Koc & Kaya 2017). Yahyazadeh-Jelodar and Lotfi-Goodarzi (2012) and Nikoopour and Esfandiari (2017) asserted that social intelligence is closely connected to the social aspects of an organization, such as working climate, besides establishing efficient relations within an organization, thus leading to a more efficient set of employees and greater productivity.…”

Organisational and environmental indicators of B2B sellers’ sales performance in services firms

“…In this study, a framework is proposed and validated relating to organisational and environmental indicators of sales performance in B2B sellers from a service perspective. Numerous scholars – such as Aydin et al (2017), Blocker et al (2012), Darrat et al (2017), Hohenschwert and Geiger (2015) and Limbu et al (2016) – have argued that the variables proposed by Churchill et al (1985) and Walker et al (1977) cannot be considered the most prominent predictors of sales performance from a service perspective. Therefore, it should be noted that this study does not focus on the most prominent predictors of sales performance, but rather on organisational and environmental indicators as promulgated by Verbeke et al (2011).…”