@article{ferdinand_wahyuningsih_2018,
title={Salespeople's innovativeness: a driver of sales performance},
volume={13},
DOI={10.2478/mmcks-2018-0016},
abstractNote={Abstract
The purpose of this study is to develop a conceptual model for explaining the process of how salespeople's innovativeness leverages sales performance by introducing the organizational learning-based factors such as sales team tacit knowledge exchange, value-based selling capability, and a positive selling ambiance initiative in the selling process to enhance sales performance. The novelty of this study is its construction of a conceptual model that adopts the organizational learning framework both in cultivating the organizational memory of salespeople working in a sales organization and in processing organizational memory for leveraging capabilities that lead to better sales performance. The acceptance of the proposed hypotheses demonstrated the importance of organizational learning-based factors in supporting the success of salespeople in the consumer product market.},
publisher={Walter de Gruyter GmbH},
author={Ferdinand and Wahyuningsih},
year={2018},
month={Jun}
}