The role of perceived organizational support in the development of customer orientation and salesperson performance: The moderating effect of experience (notice n° 222198)
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| fixed length control field | 02238cam a2200289 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250112060332.0 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | fre |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | dc |
| 100 10 - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Elbirou, Hiba |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | The role of perceived organizational support in the development of customer orientation and salesperson performance: The moderating effect of experience |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2022.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 44 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | The principal purpose of this study is to examine the effects of perceived organizational support (POS) on the salesperson’s customer orientation and business performance in a moderated mediation model. This model positions customer orientation as a mediator of the link between POS and sales performance, and considers the moderating effect of the salesperson’s experience. Data were collected from 304 salespeople in service companies and quantitatively analyzed using structural equation modeling (SEM). Then, the Macro PROCESS technique was applied to test moderated mediation effects using SPSS software. The data fitted the model well. This research found that POS has a positive effect on customer orientation and sales performance, and customer orientation mediates the link between POS and sales performance. As for the moderating role of experience, the results revealed that sales experience positively and significantly moderates the relationship between POS and sales performance and between customer orientation and sales performance. This study contributes to a better understanding of the role of POS as a catalyst to foster employee efforts in customer relations and performance. |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | moderated mediation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | sales experience |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | individual sales performance |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | customer orientation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | perceived organizational support |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | sales experience |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | moderate mediation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | individual sales performance |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | customer orientation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | perceived organizational support |
| 700 10 - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Esslimani, Bouchra |
| Relator term | author |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Revue Management & Innovation | o 5 | 1 | 2022-04-05 | p. 73-91 | 2658-9222 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/journal-revue-management-et-innovation-2022-1-page-73?lang=en">https://shs.cairn.info/journal-revue-management-et-innovation-2022-1-page-73?lang=en</a> |
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