| 000 | 01258cam a2200253 4500500 | ||
|---|---|---|---|
| 005 | 20250121115022.0 | ||
| 041 | _afre | ||
| 042 | _adc | ||
| 100 | 1 | 0 |
_aGafa, Yao _eauthor |
| 245 | 0 | 0 | _aCustomer orientation and sales performance in microfinance institutions in Togo: analysis of the role of sales force management |
| 260 | _c2023. | ||
| 500 | _a13 | ||
| 520 | _aThis article aims to analyze the mediating role of sales force management between customer orientation and the sales performance of microfinance. Following a qualitative study with 12 managers, a quantitative survey was conducted with 253 managers. The results show that customer orientation positively influences sales performance and that sales force management plays a partial mediating role. | ||
| 690 | _acustomer orientation | ||
| 690 | _amediating role | ||
| 690 | _abusiness performance | ||
| 690 | _asales forces | ||
| 690 | _acustomer orientation | ||
| 690 | _amediating role | ||
| 690 | _abusiness performance | ||
| 690 | _asales forces | ||
| 786 | 0 | _nRecherches en Sciences de Gestion | o 155 | 2 | 2023-06-19 | p. 133-159 | 2259-6372 | |
| 856 | 4 | 1 | _uhttps://shs.cairn.info/journal-recherches-en-sciences-de-gestion-2023-2-page-133?lang=en&redirect-ssocas=7080 |
| 999 |
_c547965 _d547965 |
||