The Influence of Critical Success Factors on B2B Sales Performance and the Mediating Role of Social Intelligence

In this study; the characteristics of sales representatives related to their sales performance such as learning orientation, customer orientation, intrinsic motivation, hardworking and technical expertise were defined as “Critical Success Factors in Selling” and the mediating role of social intelligence between these and sales performance were investigated. Data collected from 376 sales representatives from 125 different companies showed that social intelligence has strong influence over sales performance and plays a mediating role between critical success factors in selling and sales performance.

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The Impact of TQM Critical Success Factors on Business Performance. The Mediating Role of Implementation Factors in Linking Enabler and Instrumental Factors

Action-Based Quality Management ◽

10.1007/978-3-319-06453-6_10 ◽

2014 ◽

pp. 127-141

Author(s):

Francisco J. Carmona-Márquez ◽

Antonio G. Leal-Millán ◽

Adolfo E. Vázquez-Sánchez ◽

Antonio L. Leal-Rodríguez

Keyword(s):

Business Performance ◽

Critical Success Factors ◽

Success Factors ◽

Mediating Role ◽

Critical Success ◽

The Impact ◽

Implementation Factors

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Role of Critical Success Factors Related to Six Sigma in Quality Management in Organizations

International Journal of Computer Applications ◽

10.5120/ijca2016910166 ◽

2016 ◽

Vol 144 (3) ◽

pp. 20-23

Author(s):

Azrilah AbdulAziz ◽

Awatif Almurayziq ◽

Alhanoof Alhumayan

Keyword(s):

Quality Management ◽

Six Sigma ◽

Critical Success Factors ◽

Success Factors ◽

Critical Success

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When titans meet – Can industry 4.0 revolutionise the environmentally-sustainable manufacturing wave? The role of critical success factors

Technological Forecasting and Social Change ◽

10.1016/j.techfore.2018.01.017 ◽

2018 ◽

Vol 132 ◽

pp. 18-25 ◽

Cited By ~ 149

Author(s):

Ana Beatriz Lopes de Sousa Jabbour ◽

Charbel Jose Chiappetta Jabbour ◽

Cyril Foropon ◽

Moacir Godinho Filho

Keyword(s):

Industry 4.0 ◽

Critical Success Factors ◽

Success Factors ◽

Sustainable Manufacturing ◽

Environmentally Sustainable ◽

Critical Success

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Going North on a North-Bound Trail: A Model for Achieving Health Management Goals and Objectives

Health Services Management Research ◽

10.1177/095148488900200206 ◽

1989 ◽

Vol 2 (2) ◽

pp. 146-154 ◽

Cited By ~ 3

Author(s):

Godwin O. Eni ◽

Joseph K. H. Tan

Keyword(s):

Health Care ◽

Critical Success Factors ◽

Success Factors ◽

Health Management ◽

Relevant Information ◽

Critical Success ◽

Health Services Planning ◽

Goals And Objectives ◽

Managerial Problem

A basic managerial problem in decision making is to synthesise and priorise information relating to the achievement of organisational goals and objectives. This paper discusses the role of critical success factors in health services planning as a means for sorting out and specifying relevant information necessary for achieving organisational goals and managerial objectives. The proposed approach enhances existing planning procedures for health care organisations. Within a conceptual framework of the health care system, managerial insights are provided for the realisation of organisational goals via measurable managerial objectives using critical success factors as pointers to success. More importantly, this paper introduces a planning model which incorporates the CSF concept for developing new health care programmes and for evaluating or restructuring existing programmes.

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