标题：DUYGUSAL ZEKÂNIN MÜŞTERİ ODAKLILIK VE SATIŞ PERFORMANSI ÜZERİNE ETKİSİNİ BELİRLEMEYE YÖNELİK BİR ARAŞTIRMA = A STUDY FOR DETERMINING THE IMPACT OF EMOTIONAL INTELLIGENCE ON CUSTOMER ORIENTATION AND SALES PERFORMANCE
出版社：Ege University, Faculty of Economics and Administrative Sciences
摘要：The main purpose of this study is to investigate whether the influence of emotional intelligence on sales persons makes them customer-focused or not, And If so the aim is to determine its influence on sales performance. A research model and hypotheses were developed in order to reach this aim. The model and hypotheses were tested on 284 persons sample composed of the sales persons of foreign and domestic medical firms. While testing the model and hypotheses, The Structural Equation Model and ANOVA were used. In consequence of this study, the multi dimensional structure of emotional intelligence has been defined clearly and it has been observed that emotional intelligence has an considerable influence on customer-focused strategy and sales performance. Furthermore, It has been seen that customer-focused strategy and sales performance are related to each other. The obtained results were given through the tables and figures in detail.
关键词：Duygusal Zeka ; Müşteri Odaklılık ; Satış Performansı ; Yapısal Eşitlik Modeli ; Emotional Intelligence ; Customer-focused (Strategy) ; Sales Performance ; Structural Equation Model
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