THE ROLE OF CUSTOMER-FIT RECONFIGURING CAPABILITY ON THE INFLUENCE OF CUSTOMER ORIENTATION ON SALESPERSON PERFORMANCE
This study aims to determine the role of customer-fit reconfiguring capability on the influence of customer orientation on salesperson performance. This is a causality study where researchers will look for causal relationships from customer orientation, customer-fit reconfiguring capability, learning capability, adaptive selling, and salesperson performance. The results of this study stated that customer orientation had no significant effect on salesperson performance. Customer orientation significantly and positively affects customer-fit reconfiguring capability in insurance agents. The customer-fit reconfiguring capability has a significant and positive effect on salesperson performance. Learning Capability has a significant and positive effect on customer-fit reconfiguring capabilities. Adaptive selling has a significant and positive effect on customer-fit reconfiguring capability. Learning capability has a significant and positive effect on salesperson performance. Adaptive selling has no significant effect on salesperson performance. Customer orientation significantly and positively affects salesperson performance by mediating customer-fit reconfiguring capability. Learning Capability significantly and positively affects salesperson performance by mediating customer-fit reconfiguring capability. Adaptive selling significantly and positively affects salesperson performance by mediating customer-fit reconfiguring capability.
Customer-Fit Reconfiguring Capability, Customer Orientation, Salesperson Performance