Question

Describe the study on salesperson cooperation carried out by Lussier & Hall (2018) based on the conceptual model they provide (Figure 1)
Positive Influence H2 Customer Orientation Perceived Salesperson Expertise Relationship Outcomes H3 H5 Relationship Duration Relationship Quality ODOO Salesperson Cooperation Perceived Cooperation H1 Intention to Continue Relationship H4 Self Efficacy Negative Influence Data Sources: Salesperson Customer Fig. 1. Antecedents and consequences of customer perceived salesperson cooperation.

Answer 1

Study on salesperson cooperation carried out by Lussier & Hall (2018)

There should be anticedents and consiquences for the customer perceived sales persons cooperation. The antecedents for salesperson co-orperation is happen through the positive influences and because of the negative influence it will negatively impact on customer perceived salesperson cooperation.

The positive Influence may include:

• Customer orientation:

It is business approach in which the company solves the problems of the customer first. Today customer is the King and it is in fact a 'customer era' and the focus should be on the customer oriented services. A good organization makes the customer oriented services as a culture, norm and a core corporate value.

• Relationship duration:

Here they are focusing on maximizing the customer life time value. The relationship between satisfaction and duration of the customer relationship to identify the specific actions that can increase the retension and profitability in the long run.

• Sales person cooperation:

Because of the cooperation of the sales person the business results will be automatically improves and also which will reflect in the internal relationship too of an organization.

The negative influence may include:

• Self efficacy

It is the feeling of an Individual's that he or she can complete the task in an organization. People with a high skills and high self efficacy may lack the equipment and the resources to perform

Example: I know, I can..!!

The positive influence in perceived cooperation results a better relationship outcome by the perceived sales person expertise. which may briefing as follows:

Relationship outcomes:

• Relationship Quality:

Satisfying the needs of the customer ensuring the survival of business. For a better relationship quality between organization and the customer required mainly two important elements, That is:

1. Commitment
2. Trust

• Intension to continue relationship:

For the salesperson cooperation the long lasting relation to be continued is essential. So for long term relationship with customers may need to maintain the following key elements:

* Always engage the customer

* Understand the relationship of customer with your brand or organization

* Always provide value to the customer

* Make the customer to feel them and treat them as special

* always try to respond to every concern of the customer towards your organization.