| 000 | 02238cam a2200289 4500500 | ||
|---|---|---|---|
| 005 | 20250112060332.0 | ||
| 041 | _afre | ||
| 042 | _adc | ||
| 100 | 1 | 0 |
_aElbirou, Hiba _eauthor |
| 700 | 1 | 0 |
_a Esslimani, Bouchra _eauthor |
| 245 | 0 | 0 | _aThe role of perceived organizational support in the development of customer orientation and salesperson performance: The moderating effect of experience |
| 260 | _c2022. | ||
| 500 | _a44 | ||
| 520 | _aThe 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 | _amoderated mediation | ||
| 690 | _asales experience | ||
| 690 | _aindividual sales performance | ||
| 690 | _acustomer orientation | ||
| 690 | _aperceived organizational support | ||
| 690 | _asales experience | ||
| 690 | _amoderate mediation | ||
| 690 | _aindividual sales performance | ||
| 690 | _acustomer orientation | ||
| 690 | _aperceived organizational support | ||
| 786 | 0 | _nRevue Management & Innovation | o 5 | 1 | 2022-04-05 | p. 73-91 | 2658-9222 | |
| 856 | 4 | 1 | _uhttps://shs.cairn.info/journal-revue-management-et-innovation-2022-1-page-73?lang=en |
| 999 |
_c222198 _d222198 |
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