References
- Ahn, B.H., Park, S.H., Kim, S.C., The effects of buyersupplier B2B interaction service quality on transaction performance : focusing on steel buyers, Journal of the Korean Society of Supply Chain Management, 2020, Vol. 20, No. 1, pp. 1-16. https://doi.org/10.25052/KSCM.2020.05.20.1.1
- Ahn, S.-M. and Park, C.-W., An empirical study on eliciting a competency required by salespeople : differentiating B2B salespeople and B2C salespeople, The Journal of Distribution Science, 2016, Vol. 14, No. 11, pp. 103-115. https://doi.org/10.15722/JDS.14.11.201611.103
- Anderson, J.C. and Narus, J.A., A model of distributor firm and manufacturer firm working partnerships, Journal of Marketing, 1990, Vol. 54, No. 1, pp. 42-58. https://doi.org/10.1177/002224299005400103
- Avlonitis, G.J. and Panagopoulos, N.G., Role stress, attitudes, and job outcomes in business-to-business selling : does the type of selling situation matter?, Journal of Personal Selling and Sales Management, 2006, Vol. 26, No. 1, pp. 67-77. https://doi.org/10.2753/PSS0885-3134260106
- Beatty, S.E., Mayer, M., Coleman, J.E., Reynolds, K.E., and Lee, J., Customer-sales associate retail relationships, Journal of retailing, 1996, Vol. 72, No. 3, pp. 223-247. https://doi.org/10.1016/S0022-4359(96)90028-7
- Boo, J.M., Lee, T.W., and Kim, K.T., A Study on the use of New AHP Application for multi-sample processing, The Korean Society of Project Management, 2013, Vol. 3, No. 2, pp. 37-48.
- Bragg, A., Turning salespeople into partners, Sales and Marketing Management, 1986, Vol. 137, pp. 82-84.
- Cho, A.R., Park, C.W., and Jung, S.H., A study on the scale development of B2B salespeople's behaviourbased competency, Journal of Marketing Management Research, 2017, Vol. 22, No. 2, pp. 67-96.
- Choi, J.H., Strategies for innovative growth in the steel industry, National Assembly Steel Forum, 2018, Vol. 44, No. 2, pp. 49-50.
- Chung, Y.S. and Jung Y.S., A study on antecedents and consequences of sales types in B2B market, Journal of Industrial Studies, 2019, Vol. 43, No. 1, pp. 73-102.
- Dunn, D.T., Thomas, C.A., and Lubawski, J.L., Pitfalls of consultative selling, Business Horizons, 1981, Vol. 24, No. 5, pp. 59-65. https://doi.org/10.1016/S0007-6813(81)80029-8
- Gwinner, K.P., Gremler, D.D., and Bitner, M.J., Relational benefits in services industries : the customer's perspective, Journal of the Academy of Marketing Science, 1998, Vol. 26, No, 2, pp. 101-114. https://doi.org/10.1177/0092070398262002
- Hennig-Thurau, T., Gwinner, K.P., and Gremler, D.D., Understanding relationship marketing outcomes : an integration of relational benefits and relationship quality, Journal of Service Research, 2002, Vol. 4, No. 3, pp. 230-247. https://doi.org/10.1177/1094670502004003006
- Hsiao, J.-M., Exploring the effects of salesperson competencies on performance : case study of a ford car dealer in TAIWAN, Pakistan Journal of Statistics, 2012, Vol. 28, No. 5, pp. 607-615.
- Hwang, C.H., A study on the deduction of competency factors and the improvement of job satisfaction of salesperson through the analysis of customer relationship process, [dissertation], [Seoul, Korea] : Konkuk University, 2011.
- Johnston, M.W., Churchill, Ford, and Walker's Sales Force Management, Massachusetts : McGraw-Hill Irwin, 2011, 10th ed., pp. 403-425.
- Kim et al., A technical service strategy for customer loyalty improvement : the steel industry case, Journal of the Korean Production and Operations Management Society, 2010, Vol. 21, No. 2, pp. 177-195. https://doi.org/10.21131/KOPOMS.21.2.201006.177
- Kim, D.H., A study on the B2B leasehold contract decision making of tenants for medium to large scale office building-focused on B2B industrial goods and organizational purchasing decision making, Residential Environment Institute of Korea, 2013, Vol. 11, No. 2, pp. 149- 167.
- Kim, J.H. and Huh, J.S., A strategy for global steel leaders' technical service : demand chain perspective, Journal of the Korea Service Management Society, 2008, Vol. 9, No. 3, pp. 387-406. https://doi.org/10.15706/jksms.2008.9.1.016
- Kim, J.H., A Study on the Preceding and Outcome Variables of Organizational and Customer Adaptability of Sales Staff, [dissertation], [Seoul, Korea] : University of Seoul, 2011.
- Kim, K.H., Han, S.L., and Kim, J.Y., A study on relative importance of service convenience in the convenience store using AHP : gap analysis between consumers and store owners, Journal of Society of Korea Industrial and Systems Engineering, 2019, Vol. 42, No. 3, pp. 142-156. https://doi.org/10.11627/jkise.2019.42.3.142
- Kim, S.J., A Study on the Effect of Customers' Satisfaction with SERVQUAL Factors on their Intention to Repurchase Steel Products Sold at Whole sale and Retail, [Master's Thesis], [Busan, Korea] : Dong-A University, 2011.
- Kim, S.K. and Hong, J.S., The relationship between salesperson competencies and performance in the Korean pharmaceutical industry, Management Revue, 2005, Vol. 16, No. 2, pp. 259-271. https://doi.org/10.5771/0935-9915-2005-2-259
- Kotler, P., Marketing Management, Englewood Cliffs, Jersey, USA, 1994.
- Lee, Y.H., Current status and challenges of the steel industry, National Assembly Steel Forum, 2018, Vol. 44, No. 2, pp. 33-42.
- Lina et al., The competency model of salespersons in the household appliances industry [J], Journal of Psychological Science, 2011, Vol. 34, No. 2, pp. 494-498.
- Lucia, A.D. and Lepsinger, R., The art and science of competency models, Jossey-Bass/Pfeiffer, San Francisco, 1999.
- Manus and MOHR, Sales competencies for the twentyfirst century, Report published using research conducted by Manus and MOHR, Stamford/Ridgefield, CT : Manus and MOHR, 1997.
- Michaels, R.E. and Dixon, A.L., Sellers and buyers on the boundary : potential moderators of role stress-job outcome relationships, Journal of the Academy of Marketing Science, 1994, Vol. 22, No. 1, pp. 62-73. https://doi.org/10.1177/0092070394221006
- Moncrief, W.C., Marshall, G.W., and Lassk, F.G., A contemporary taxonomy of sales positions, Journal of Personal Selling and Sales Management, 2006, Vol. 26, No. 1, pp. 55-65. https://doi.org/10.2753/PSS0885-3134260105
- Narayandas, D., Building loyalty in business markets, Harvard Business Review, 2005, Vol. 83, No. 9, pp. 131-139.
- Newell et al., The effect of personal relationship and consultative task behaviors on buyer perceptions of salesperson trust, expertise, and loyalty, Journal of Marketing Theory and Practice, 2011, Vol. 19, No. 3, pp. 307-316. https://doi.org/10.2753/MTP1069-6679190304
- Oh, H.S., Bae, J.H., and Yoon, J.E., A study on the core competencies of car salespeople, Journal of Corporate Education and Talent Research, 2010, Vol. 12, No. 1, pp. 41-68.
- Park, C.W., Cho, A.R., and Ahn, S.M., An exploratory study on the development of competency model for B2B salespeople, Journal of Marketing Management Research, 2015, Vol. 20, No. 3, pp. 31-63.
- Park, J.K. and Kim, P.S., Supplier Selection using DEAAHP method in steel distribution industry, Journal of Society of Korea Industrial and Systems Engineering, 2017, Vol. 40, No. 2, pp, 51-59. https://doi.org/10.11627/jkise.2017.40.2.051
- Pelham, A.M., An exploratory study of the influence of firm market orientation on salesperson adaptive selling, customer orientation, interpersonal listening in personal selling and salesperson consulting behaviors, Journal of Strategic Marketing, 2009, Vol. 17, No. 1, pp. 21-39. https://doi.org/10.1080/09652540802619202
- Rapp et al., Salespeople as knowledge brokers : A review and critique of the challenger sales model, Journal of Personal Selling and Sales Management, 2014, Vol. 34, No. 4, pp. 245-259. https://doi.org/10.1080/08853134.2014.908126
- Saaty, T.L., A scaling method for priorities in hierarchical structures, Journal of Mathematical Psychology, 1977, Vol. 15, No. 3, pp. 234-281. https://doi.org/10.1016/0022-2496(77)90033-5
- Saaty, T.L., An eigenvalue allocation model for prioritization and planning, Energy Management and Policy Center, University of Pennsylvania, 1972, pp. 28-31.
- Saaty, T.L., Decision-making with the AHP : why is the principal eigenvector necessary, European Journal of Operational Research, 2003, Vol. 145, No. 1, pp. 85-91. https://doi.org/10.1016/S0377-2217(02)00227-8
- Saaty, T.L., The Analytic Hierarchy Process : Planning, Priority Setting, Resource Allocation, McGraw-Hill International Book Company, 1980.
- Shin, M.K. and Jung, S.H., Development of evaluation indicators for the consumer-orientation in government policies using CVR and AHP analysis, Journal of Consumer Studies, 2012, Vol. 23, No. 3, pp. 67-95.
- Spencer, L.M. and Spencer, P.S.M., Competence at Work models for superior performance, John Wiley & Sons, 2008.
- Srinivasan, M., Srivastava, P., and Iyer, K.N.S., An empirical model of salesperson competence, buyer-seller trust and collaboration: the moderating role of technological turbulence and product complexity, Journal of Marketing Theory and Practice, 2020, pp. 1-13.
- Tyler, T.T., Employee participation through consultative team selling, Journal of Business and Industrial Marketing, 1990, Vol. 5, No. 2, pp. 37-41. https://doi.org/10.1108/EUM0000000002743
- Vargas, L., An overview of the analytic hierarchy process and its applications, European Journal of Operational Research, 1990, Vol. 48, No. 1, pp. 2-8. https://doi.org/10.1016/0377-2217(90)90056-H
- Yoo, C.J. and Yoon, D.K., In-depth study on performance differences between successful and unsuccessful sales persons, Asia Marketing Journal, 2006, Vol. 8, No. 2, pp. 63-91.
- Yoon, J.S. and Yoon, J.W., A customer segmentation model for customer relationship management in steel distribution industry, Journal of Business Research, 2004, Vol. 19, No. 2, pp. 144-164.