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    題名: Adaptive to Customers: The Roles of Learning Climate and Customer Knowledge
    作者: Wang, Mei-Ling
    貢獻者: 淡江大學企業管理學系
    關鍵詞: Learning climate;customer knowledge;adaptive selling behaviors;hierarchical linear modeling
    日期: 2013-11-27
    上傳時間: 2014-10-15 14:27:48 (UTC+8)
    出版者: Amsterdam: I O S Press
    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.
    關聯: Human Systems Management 32(3), pp.171-180
    DOI: 10.3233/HSM-130793
    顯示於類別:[企業管理學系暨研究所] 期刊論文


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