3.1.1 Research process
Figure 3.1 Research process
3.1.2 Measurement scales
Sales Performance (adapted from Farh et al., 1991) Coding
Adaptive selling (adapted from Spiro and Weitz, 1990) Coding
Improvisation (adapted from Akgum, 2007) Coding
Emotional intelligence (adapted from Wong & Law, 2002) Coding
3.2 Quantitative study
3.2.1 Sample
Table 3.1 Source of data collection
3.2.2 Data analysis procedures
Chapter 4: DATA ANALYSIS
4.1 Respondents’ demographics
Table 4.1 Respondents’ characteristics
4.2.1 CFA for the first-order constructs
Figure 4.1 CFA model of improvisation
Table 4.2 The first run of CFA (of improvisation, adaptive selling and sales performance)
Figure 4.2 CFA model of adaptive selling
Figure 4.3 CFA model of sales performance
Table 4.3 Summarized of CR, AVE and Cronbach’α (first order constructs)
4.2.2 CFA for second-order constructs
Table 4.4 The first run of CFA (emotional intelligence)
Figure 4.4 CFA model of Emotional Intelligence
Table 4.6 Correlation (of Emotional Intelligence)
4.2.3 CFA for the final measurement model
Table 4.7 Summarized of CR, AVE and Cronbach’α (final model)
Table 4.8 CFA Summary of eliminated items
Table 4.9 Correlations (final measurement model)
Figure 4.5 Final measurement model
4.3 Structural equation modeling (SEM)
Table 4.10 Unstandardized structural paths
Figure 4.6 Structural results (standardized estimates)
Table 4.11 Measurement validation
4.4 Discussion
Chapter 5: CONCLUSION, IMPLICATIONS, AND LIMITATION
5.1 Managerial implications
5.2 Limitations and future research
REFERENCES
APPENDIXES
Appendix B Qualitative in-depth interview
Measurement scale used in qualitative research
Wong & Law, 2002
Improvisation Akgum, 2007
Spiro and Weitz, 1990
Appendix C Qualitative in-depth interview findings
Appendix D Questionnaire (English Version)