Evaluating Effect of Value Based Networking Capability and Salespersons Performance

Abstract

This study extends the previous literature in the field of network marketing. The purpose of this study is to analysis new concept namely value based networking capability to support successful salesperson performance. Data were collected as many as 350 Salesperson from small and medium enterprises. This study used non-probability sampling techniques with purposive sampling techniques. The data analysis method uses Covarian Based-Structural Modeling (CB-SEM) with programming tools that support primary data analysis in Amos_v. 24.The results of the study indicate that the value based networking capability as a bridge connecting adaptive selling capability and salesperson performance. Furthermore, learning orientation and customers oritentation have significant and also positive impacts toward salesperson performance through value based networking capability.  Limitations and future research directions are also discussed in this study.