Analisis Pengaruh Salesperson Listening dan Relationship Quality Terhadap Anticipation of Future Interaction

Mariani, Laura (2010) Analisis Pengaruh Salesperson Listening dan Relationship Quality Terhadap Anticipation of Future Interaction. Undergraduate thesis, Universitas Internasional Batam.

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Abstract

The aim of this research is to determine whether there is influence between salesperson listening, relationship quality (satisfaction with salesperson and trust in salesperson), cognitive trust, affective trust, and anticipation of future interaction. The statistic method used in this research are simple and double regression. The independent variable consist of salesperson listening, relationship quality (satisfaction with salesperson and trust in salesperson), cognitive trust and affective trust, and the dependent variable is anticipation of future interaction. The population of this research are customers who make the exchange of goods or services through a salesperson. The sample used are life insurance consumer in Batam. The sampling method used in this research is non-probability method with purposive sampling technique. Data collection method which is used in this research is survey method with interview technique and questionnaires. The results of this research showed that salesperson listening, relationship quality (satisfaction with salesperson and trust in salesperson), and affective trust affects anticipation of future interaction. Keywords: Salesperson listening, Relationship quality (satisfaction with salesperson and trust in salesperson), Cognitive trust, Affective trust, and Anticipation of future interaction.

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