| Issue |
SHS Web Conf.
Volume 76, 2020
The 1st International Conference on Social Sciences and Humanities (ICSH 2019)
|
|
|---|---|---|
| Article Number | 01011 | |
| Number of page(s) | 14 | |
| DOI | https://doi.org/10.1051/shsconf/20207601011 | |
| Published online | 29 April 2020 | |
The Effect of Product Knowledge on Salesperson Performance with the moderating role of Attitude
1
Faculty of Business and Economics, Petra Christian University, Jl. Siwalankerto 121–131, Surabaya, 60236, Indonesia.
2
Estonian University of Life Sciences, 51014 Tartu, Estonia
* Corresponding author: hotlan.siagian@petra.ac.id
This Study investigate The Effect of Product Knowledge on salesperson Performance with the moderating Role of Attitude. Amout of 65 from 72 questionnaires are considered valid for further analysis. Data analysis used Partial Least Square (PLS) with the smartPLS software version 3.0. Data analysis was performed to assess the measurement model and the inner model. The result revealed that one hypothesis was supported and the other one was not supported. Product knowledge influence the salesperson performance while attitude did not moderate the influence of product knowledge on the salesperson performance. This result of study enhances the insight of the sales manager that attitude did not moderate the salesperson performance. Manager needs to review the training of the salesperson in order the attitude contribute to the salesperson performance.
Key words: Customer satisfaction / employee knowledge / sales achievement
© The Authors, published by EDP Sciences, 2020
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