Examining Salesperson Performance In Pharmaceutical Industry In Malaysia : Influence Of Control, Empowerment, Adaptive Selling Behavior And Emotional Intelligence

Wong , Kok Leong (2016) Examining Salesperson Performance In Pharmaceutical Industry In Malaysia : Influence Of Control, Empowerment, Adaptive Selling Behavior And Emotional Intelligence. PhD thesis, Universiti Sains Malaysia.

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    Abstract

    Kajian ini bertujuan untuk mengkaji pengaruh faktor-faktor pengurusan dalam bentuk kawalan penyeliaan dan pemberian kuasa terhadap prestasi jurujual dalam industri farmaseutikal di Malaysia. Kawalan dan pemberian kuasa sering dikaitkan sebagai amalan pengurusan yang bertentangan dan jarang dikaji serentak. Walau bagaimanapun, pengkaji berpendapat amalan kawalan dan pemberian kuasa harus wujud bersama dalam konteks pengurusan moden. Oleh itu, kajian empirikal ini bertujuan untuk mengesahkan bahawa amalan kawalan dan pemberian kuasa perlu dipraktiskan bersama demi peningkatan prestasi para jurujual. Kajian ini juga menyiasat kesan perantaraan perlakuan penjualan adaptif jurujual terhadap hubungan antara amalan pengurusan tersebut dengan prestasi jurujual. Di samping itu, kajian ini juga mengkaji bagaimana kecerdasan emosi jurujual menyerdahanakan hubungan antara perlakuan penjualan adaptif dengan prestasi mereka. Penemuan empirikal kajian yang melibatkan 133 jurujual dengan menggunakan kaedah Partial Least Square membuktikan bahawa dimensi kawalan dan pemberian kuasa yang tertentu boleh wujud bersama. This study aims to examine the influence of managerial factors of supervisory control and empowerment on salesperson performance in the pharmaceutical industry in Malaysia. Control and empowerment were often seen as contradictory managerial practices and these practices were rarely studied simultaneously. However, scholars opined that control and empowerment practices should co-exist in the context of modern management. Thus, this empirical study intends to validate that both control and empowerment practices have to be present to enhance salesperson performance. This study also investigates the mediating effect of salesperson‘s adaptive selling behavior on the relationships between these managerial practices and salesperson performance. Besides that, it also examines how emotional intelligence of the salesperson moderates the relationship between salesperson‘s adaptive selling behavior and salesperson performance. The empirical findings involving 133 salespersons using Partial Least Square method revealed that certain dimensions of control and empowerment can co-exist.

    Item Type: Thesis (PhD)
    Subjects: H Social Sciences > HF Commerce > HF5001-6182 Business
    Divisions: Pusat Pengajian Siswazah Perniagaan (Graduate School of Business) > Thesis
    Depositing User: Mr Noorazilan Noordin
    Date Deposited: 05 Jan 2017 14:28
    Last Modified: 17 Apr 2017 14:23
    URI: http://eprints.usm.my/id/eprint/31420

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