期刊論文

標題 Adaptive to Customers: The Roles of Learning Climate and Customer Knowledge
學年 102
學期 1
出版(發表)日期 2013/11/27
作品名稱 Adaptive to Customers: The Roles of Learning Climate and Customer Knowledge
作品名稱(其他語言)
著者 Wang, Mei-Ling
單位 淡江大學企業管理學系
出版者 Amsterdam: I O S Press
著錄名稱、卷期、頁數 Human Systems Management 32(3), pp.171-180
摘要 Based on the theory of organizational socialization, the present study evaluates the effect of learning climate on salespeople's adaptive selling behaviors by reviewing and incorporating their knowledge of customers. The study also explores the mediating role of customer knowledge for learning climate and adaptive selling behaviors. A total of 350 salespeople in 35 consumer electronics and appliances stores located in Taiwan were analyzed using hierarchical linear modeling (HLM), producing results that support the proposed model. More specifically, learning climate was positively related to customer knowledge and adaptive selling behaviors, and customer knowledge was directly related to adaptive selling behaviors. In addition, learning climate was associated with adaptive selling behaviors through customer knowledge. These findings highlight the importance of enhancing the learning climate and salespeople's customer knowledge to enable retailing organizations to improve salespeople's adaptive selling behaviors.
關鍵字
語言
ISSN 0167-2533;1875-8703
期刊性質
收錄於 EI;
產學合作
通訊作者 Wang, Mei-Ling
審稿制度
國別 荷蘭
公開徵稿
出版型式 電子版