Ribhan, Ribhan and Maydiantoro, Albet (2021) The Analysis of Cognitive Moral in Bridging the Gap Between Internal Marketing and B2B Salespeople Performance. Academic Journal of Interdisciplinary Studies, 10 (5). pp. 12-25. ISSN 2281 - 3993
|
Text
The Analysis of Cognitive Moral in Bridging the Gap Between.pdf Download (258kB) | Preview |
Abstract
This study seeks to confirm and analyse the effect of cross-level cognitive morals on internal marketing abusiness sales force performance (i.e. behavioural performance and outcome performance). The concepts of relationship marketing and marketing theory of ethics underpin the relationship among variables. This studyadopted a quantitative approach through a survey of 460 respondents from 13 company services a manufacturers. Internal marketing variables were measured at the unit level and tested using interraagreement and the intraclass correlation. In contrast, the cognitive moral variables, behaviouperformance, and sales force performance results were measured individually. Hierarchical linear modelli(HLM) was used to test the effect of the cross-level research variables. The results showed that internalmarketing empirically supports cognitive morals. However, the effect of internal marketing does not suppothe two-dimensional performances of the sales force. Theoretically, the contributions, internal marketiand cognitive morals have shown the relationship between marketing and marketing theory of ethics. Keywords: internal marketing, cognitive moral, performance behaviour, the results performance
| Item Type: | Article |
|---|---|
| Subjects: | H Social Sciences > H Social Sciences (General) |
| Divisions: | Fakultas Ekonomi dan Bisnis (FEB) > Prodi Manajemen |
| Depositing User: | Dr RIBHAN |
| Date Deposited: | 31 Mar 2022 02:38 |
| Last Modified: | 31 Mar 2022 02:38 |
| URI: | http://repository.lppm.unila.ac.id/id/eprint/40818 |
Actions (login required)
 |
View Item |