THE IMPACT OF SALESPERSON BEHAVIOR ON DEVELOPMENT OF NEW PRODUCT COMPLEXITY IN MEDICAL DEVICES COMPANIES أثر سلوك مندوبي المبيعات على تطوير تعقيد المنتج الجديد في شركات الاجهزة الطبية

دلول, محمد أحمد دياب (2019) THE IMPACT OF SALESPERSON BEHAVIOR ON DEVELOPMENT OF NEW PRODUCT COMPLEXITY IN MEDICAL DEVICES COMPANIES أثر سلوك مندوبي المبيعات على تطوير تعقيد المنتج الجديد في شركات الاجهزة الطبية. Masters thesis, جامعة الشرق الاوسط.

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Abstract

This research aims to investigate the impact of salespersons behavior on development of new product complexity in Jordanian medical devices companies. That's where the population of the study includes managers of Jordanian medical devices companies, (180) questionnaires distributed as a sample of the study, only (140) questionnaires returned, where they respond rate (77.7 %) from the total distributed questionnaires. The researcher used the descriptive study method. Data collected from the responses of the questionnaires were analyzed through Statistical Package for Social Sciences (SPSS). The study explored a number of important and significant results can be summarizing as follows. This study obtained the evaluation of salespersons behavior in the Jordanian medical devices companies through three main dimensions (Motivation, Opportunity, and Ability). The study showed a medium to high level of importance with all dimensions that discussed earlier in this study. Based on study main results, it showed that there is impact of salespersons behavior on development of new product complexity. This study recommends using salesperson behaviors as a technique to develop new product complexity in medical devices companies. Keywords: Salespersons behavior, Motivation, Opportunity, Ability, and Development of new product complexity.

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