Design a competency model for salespeople in food distribution industry of Iran
Author(s):
Article Type:
Research/Original Article (دارای رتبه معتبر)
Abstract:
To fulfill customers' expectations in the food distribution industry, empowering salespeople is important. Therefore, this study aims to identify salespeople's competencies and construct a competency model. This research is an applied research from the perspective of its objectives, and it is conducted with a mixed method (qualitative-quantitative, respectively). Grounded theory has been used for model presentation in the qualitative section and Semi-structured interviews were conducted to collect information. The data set was organized in 172 codes that included initial propositions, 16 categories at the first level, 7 categories at the second level, and 3 categorical clusters. The final result was prepared in the form of an initial theory and finally, hypotheses was tested by means of quantitative techniques, such as structural equations, descriptive statistics, and confirmatory factor analysis. A researcher-made questionnaire collected the quantitative data provided by a statistical population of 214 active salespeople in food distribution companies of Iran.
Keywords:
Language:
English
Published:
Journal of System Management, Volume:9 Issue: 4, Autumn 2023
Pages:
41 to 54
https://magiran.com/p2642477
دانلود و مطالعه متن این مقاله با یکی از روشهای زیر امکان پذیر است:
اشتراک شخصی
با عضویت و پرداخت آنلاین حق اشتراک یکساله به مبلغ 1,390,000ريال میتوانید 70 عنوان مطلب دانلود کنید!
اشتراک سازمانی
به کتابخانه دانشگاه یا محل کار خود پیشنهاد کنید تا اشتراک سازمانی این پایگاه را برای دسترسی نامحدود همه کاربران به متن مطالب تهیه نمایند!
توجه!
- حق عضویت دریافتی صرف حمایت از نشریات عضو و نگهداری، تکمیل و توسعه مگیران میشود.
- پرداخت حق اشتراک و دانلود مقالات اجازه بازنشر آن در سایر رسانههای چاپی و دیجیتال را به کاربر نمیدهد.
In order to view content subscription is required
Personal subscription
Subscribe magiran.com for 70 € euros via PayPal and download 70 articles during a year.
Organization subscription
Please contact us to subscribe your university or library for unlimited access!