Valued-Based Selling Capability and Marketing Support Advantage: Suggestions and an Assessment Of Past Research To Improve the Sales of a Shipping Company


To boost sales performance through marketing and a focus on entrepreneurship, this study developed and suggested a new fundamental model by adopting a variable valued-based selling capability. The model was tested on 110 respondents who were chosen through purposive sampling from a shipping business in Surabaya. Four hypotheses were suggested using quantitative research methods with Amos 22 as a data analysis tool. The results showed that the concept successfully drove sales performance, so the valued-based selling capability became an indicator of the key to success, demonstrating different marketing strategies for improving sales performance.

Keywords: Marketing Support Advantage, Entrepreneurial Orientation, Valued Based Selling Capability, Sales Performance

[1] Rapp MA, Schnaider-Beeri M, Grossman HT, Sano M, Perl DP, Purohit DP, et al. Increased hippocampal plaques and tangles in patients with Alzheimer disease with a lifetime history of major depression. Arch Gen Psychiatry. 2006 Feb;63(2):161–7.

[2] Singh R, Venugopal P. The impact of salesperson customer orientation on sales performance via mediating mechanism. J Bus Ind Mark. 2015;30(5):594–607.

[3] Agnihotri R, Kothandaraman P, Kashyap R, Singh R. Bringing ‘social’ into sales: the impact of salespeople’s social media use on service behaviors and value creation. J Pers Sell Sales Manage. 2012;32(3):333–48.

[4] Al-Dhaafri HS, Al-Swidi AK, Al-Ansi AA. Organizational excellence as the driver for organizational performance: a study on Dubai police. Int J Bus Manage. 2016;11(2):47.

[5] Covin JG, Slevin DP. Strategic management of small firms in hostile and benign environments. Strateg Manage J. 1989;10(1):75–87.

[6] Lumpkin GT, Dess GG. Clarifying the entrepreneurial orientation construct and linking it to performance. Acad Manage Rev. 1996;21(1):135–72.

[7] Miller D, Friesen PH. Innovation in conservative and entrepreneurial firms: two models of strategic momentum. Strateg Manage J. 1982;3(1):1–25.

[8] Walter A, Auer M, Ritter T. The impact of network capabilities and entrepreneurial orientation on university spin-off performance. J Bus Venturing. 2006;21(4):541–67.

[9] Wiklund J. The sustainability of the entrepreneurial orientation—performance relationship. Entrep Theory Pract. 1999;24(1):37–48.

[10] Hughes M, Morgan RE. Deconstructing the relationship between entrepreneurial orientation and business performance at the embryonic stage of firm growth. Ind Mark Manage. 2007;36(5):651–61.

[11] Combe C. Introduction to E-business. Routledge; 9780080492780.

[12] Combe IA, Rudd JM, Leeflang PS, Greenley GE. Antecedents to strategic flexibility: management cognition, firm resources and strategic options. Eur J Mark. 2012;46(10):1320–39.

[13] Klingebiel R, Rammer C. Resource allocation strategy for innovation portfolio management. Strateg Manage J. 2014;35(2):246–68.

[14] Ruiz R, Kang H, Detcheverry FA, Dobisz E, Kercher DS, Albrecht TR, et al. Density multiplication and improved lithography by directed block copolymer assembly. Science. 2008 Aug;321(5891):936–9.

[15] Hammervoll T, Toften K. Value?creation initiatives in buyer?seller relationships. Eur Bus Rev. 2010;22(5):539–55.

[16] Kim M, Hoegen M, Dugundji J, Wardle BL. Modeling and experimental verification of proof mass effects on vibration energy harvester performance. Smart Mater Struct. 2010;19(4):045023.

[17] Arbuckle J. “IBM® SPSS® Amos?? ?? user’s guide,” 2016.

[18] Malhotra NK, Kim SS, Patil A. Common method variance in IS research: A comparison of alternative approaches and a reanalysis of past research. Manage Sci. 2006;52(12):1865–83.

[19] Haenlein M, Kaplan AM. A beginner’s guide to partial least squares analysis. Underst Stat. 2004;3(4):283–97.

[20] Reinartz W, Haenlein M, Henseler J. An empirical comparison of the efficacy of covariance-based and variance-based SEM. Int J Res Mark. 2009;26(4):332–44.

[21] Richter NF, Cepeda-Carrion G, Roldán Salgueiro JL, Ringle CM. European management research using partial least squares structural equation modeling (PLSSEM). Eur Manage J. 2016;34(6):589–97.

[22] Arbuckle JL. Ibm Spss Amos 21. Chicago (IL): Amos Development Corporation; 2012.