Buradasınız

Anasayfa » Content

MÜŞTERİ İLİŞKİLERİ, ÖRGÜTSEL BAĞLILIK, PLÂNLAMA, ÖĞRENME YÖNLÜLÜK, UYUM SAĞLAYICI DAVRANIŞ İLE SATIŞ PERFORMANSI ARASINDAKİ İLİŞKİLERİN İNCELENMES

The Study to Find Out The Relations in Terms of Customer Relationship, Organizational Commitment, Planning, Learning Orientation, Adaptive Behavior and Sales Performance

Journal Name:

  • Cumhuriyet Üniversitesi İktisadi ve İdari Bilimler Dergisi

Publication Year:

  • 2009

Key Words:

Keywords (Original Language):

Author NameUniversity of AuthorFaculty of Author
Abstract (2. Language): 
The basic objective of this research is to explain the relationship among sales performance, organizational commitment, customer relationship, planning, learningorientation and adaptive behaviour In order to collect data and information face to face interview technique was used. After the evaluations and eliminations, 200 useful questionnaires were obtained. Before the hypotheses were tested, the validity and the reliability of the scales used in the research were tested. To test the research hypotheses, Structural Equation Modeling was conducted.
Bookmark/Search this post with
Abstract (Original Language): 
Bu araştırmanın temel amacı; satış performansı, örgütsel bağlılık, müşteri ilişkileri, plânlama, öğrenme yönelimli olma ve uyum sağlayıcı davranış arasındaki ilişkileri açıklayabilmektir. Veri ve bilgilerin toplanabilmesi amacıyla yüz yüze anket yöntemi kullanılmıştır. Eksik ve hatalı doldurulan anketlerin elenmesiyle analize elverişli anket sayısı 200 olarak gerçekleşmiştir. Araştırma hipotezlerini test etmeden önce, araştırma kapsamında kullanılan ölçeklere ilişkin güvenilirlik ve geçerlilik analizleri yapılmıştır. Araştırma hipotezlerini test edebilmek amacıyla Yapısal Eşitlik Modelinden faydalanılmıştır.
FULL TEXT (PDF): 
PDF icon arastirmax-musteri-iliskileri-orgutsel-baglilik-planlama-ogrenme-yonluluk-uyum-saglayici-davranis-ile-satis-performansi-arasindaki-iliskilerin-incelenmes.pdf
  • 1
137-157
  • Turkish

REFERENCES

References: 

1. ALBAYRAK, A.S. (2003), Türkiye’de İllerin Sosyo-Ekonomik Gelişmişlik
Düzeylerinin Çok Değişkenli İstatistik Yöntemlerle İncelenmesi, Doktora
tezi, İstanbul.
2. AGGARWAL, CASTLEBERRY P., S. RIDNOUR R. ve D. SHEPHERD,
(2005), “Salesperson Empathy and Listening: Impact on Relationship
Outcomes”, Journal of Marketing Theory and Practice, Summer, 13 (3),
ss. 16-31.
3. DAVIS, K. ve NEWSTROM J.W. (1989): Human Behavior at Work,
Organizational Behavior, Eight Edition, McGraw Hill Book Company,
New York.
4. DOW, K.E, C. JACKSON, J. WONG ve R.A. LEITCH (2008), “A Comparıson
of Structural Equatıon Modelıng Approaches: The Case of User
Acceptance of Information Systems”, Journal of Computer Information
Systems, Summer, ss. 106-114.
5. GREWAL, D., J. BAKER, M. LEVY ve G. VOSS, (2003), “The Effects of
Wait gService- Intensive Retail Stores”, Journal of Retailing, 79, ss.259-
268.
6. GROSSMAN, H. K. (1983). Classification in mental retardation. Washington,
7. D.C. American Association on Mental Deficiency.
8. HAIR, J., Anderson, R., R. TATHAM ve W. BLACK, (1998), Multivariate
Data Analysis with Readings, Fifth Edition, Prentice-Hall International
Inc.
9. HARRIS, E., J. MOVEN ve T. BROWN (2005), “Re-examinig Salesperson
Goal Orientations: Personality, Customer Orientation and Work
Satisfaction”, Academy of Marketing Science, 33 (1), ss. 19-35.
10. HOYLE, R. H. ve PANTER, A. (1995), “Writing About Structural Equation
Models,” in Structural Equation Modeling: Concepts, Issues, and
Applications, Rick H. Hoyle, ed., Thousand Oaks, CA: Sage, ss. 158–
176.
11. HOLMAN, J., ve R. BRUININKS (1985). Assessment and Training of Adaptive
Behavior. In K. C. Lakin & R. H. Bruininks (Eds.), Strategies for
achieving community integration of developmentally disabled citizens
12. Baltimore: Paul H. Brooks. ss. 73–104.
13. HUNTER, G.K. ve W.D. PERREAULT (2006), “Sales Technology Orientation,
Information Effectiveness, and Sales Performance”, Journal of Personal
Selling & Sales Management, XXVI, 2 (Spring), ss.95-113.
14. JARAMILLO, F., P.J. MULKI ve P. SOLOMON (2006), “The Role of Ethical
Climate on Salesperson’s Role Stress, Job Attitudes, Turnover Intention,
and Job Performance”, Journal of Personal Selling & Sales Management,
15. XXVI, 3 (Summer), ss.271-282.
16. KRISHNAN, B, R. NETEMEYER ve J. BOLES (2002), “Self-Efficacy,
Competitiveness, and Effort as Antecedents of Salesperson
Performance”, Journal of Personal Selling & Sales Management, XXII,
4, ss.285-295.
17. KURTULUŞ, K. (2008), Pazarlama Araştırmaları, Genişletilmiş ve Gözden
Geçirilmiş, 9. Basım, Filiz Kitabevi, İstanbul.
18. Kurtuluş, K. ve Okumuş, A. (2006), “Fiyat Algılamasının Boyutları Arasındaki
İlişkilerin Yapısal Eşitlik Modeli ile İncelenmesi”, Yönetim Dergisi, 17
(53), ss. 3-17.
19. LEONG, C.S., A. FURNHAM ve C.L. COOPER (1996): “The Moderating
Effect of Organizational Commitment on the Occupational Stress
Outcome Relationship”, Human Relations, 49(10), ss.1345-1361.
20. McDONALD, D.J. ve P.J. MAKIN (2000): “The Psychological Contract,
Organisational Commitment and Job Satisfaction of Temporary Staff”,
Leadership & Organization Development Journal, 21(2), ss.84-91.
21. NORTHCRAFT, G.B. ve M.A. NEALE (1990): Organizational Behavior, A
Management Challenge, The Dryden Press: USA.
22. RANDALL, D.M. (1988), “Multiple Roles and Organizational Behavior”,
Journal of Organizational Behavior, 9 (4), ss. 309-317.
23. RESCHLY, D. J. (1982). Assessing the Mildly Mental Retardation: The
Influence of Adaptive Behavior in Socioeconomic Status and Prospect for
Nonbiased Assessment. In C. R. Reynold & T. B. Gutkin (Eds.), The
handbook of school psychology New York: John Wiley&Sons. ss.2009–
2042.
24. SCHERMERHORN, J.R., J.G. HUNT ve R.N. OSBORN (1994) Managing
Organization Behavior, Fifth Edition, John Willey&Sons, Inc: NewYork.
25. SCHUMACKER, R. E. (2006), “Conducting Specification Searches With
Amos”, Structural Equation Modeling, 13 (1), ss. 118-129.
26. SHARMA, S.(1996), Applied Multivariate Techniques, John Wiley&Sons, Inc.
27. SİLVER, L. S., S. DWYER ve B. ALFORD, (2006), “Learning and
Performance Goal Orientation of Salespeople Revisited: The Role of
Performance-Approach and Performance-Avoidanve Orientations“,
Journal of Personal Selling & Sales Management, XXVI, 1(Winter), ss.
27-38.
28. SWAILES, S. (2002). “Organizational commitment: a critique of the construct
and measures”, International Journal of Management Reviews, 4(2),
ss.155-178.
29. ŞEKERKAYA, A. (1995), Hizmetlerde Algılanan Toplam Kalitenin
Ölçülmesine Yönelik Çok Parçalı Bir Ölçeğin Geliştirilmesi ve
Perakende Bankacılık Sektöründe Bir Uygulama, Doktora Tezi, İstanbul.
30. TAŞKIN, E. (2000), Satış Teknikleri Eğitimi, Papatya Yayıncılık, İstanbul.
Weston, R. ve Gore, P. A., (2006), “A Brief Guide to Structural Equation
Modeling”, The Counseling Psychologist, 34 (5), ss. 719-751.
31. YOUSEF, Darwish A. (2003), “Validating the Dimensionality of Porter et al.’s
Measurement of Organizational Commitment in a Non-Western Culture
Setting”, International Journal of Human Resource Management, 14(6),
ss.1067-1079.
32. ZIKMUND, G. W. (1997), Business Research Methods, Fifth Edition, The
Dryden Press, Harcourt Brace College Publishers.

Thank you for copying data from http://www.arastirmax.com