The Mediator Role of Sales Force Management Capability on the Relation between Market Orientation and Financial Performance

The Mediator Role of Sales Force Management Capability on the Relation between Market Orientation and Financial Performance

Purpose: Market orientation has an influence on how organizations work to attract, engage and retain customers, however, it is unclear how it influence financial performance. This study demonstrates that sales force management capability is a driver to financial performance when influenced by marke...

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Bibliographic Details
Main Authors: Graziela Perretto Rodrigues, Cecília Souto Maior de Brito, Renata Bárbara Moreno, Ana Maria Machado Toaldo, Paulo Henrique Muller Prado, Renato Zancan Marchetti
Format: Article
Language:English
Published: Universidade Federal da Paraíba 2020-04-01
Series:Teoria e Prática em Administração
Online Access:https://periodicos.ufpb.br/index.php/tpa/article/view/49935

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