Sudarti, Ken and Fachrunnisa, Olivia and Hendar, Hendar (2020) EMPOWERING OTHERS IN SALES TEAM KNOWLEDGE CONVERSION: A STRATEGY TO BOOST SELLING PERFORMANCE. [Experiment]

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Abstract

Purpose - This study aims to examine the role of empowering others on knowledge conversion in increasing selling performance. Empowering others on knowledge conversion is the spirit of salespeople who are members of a sales team to ask and help colleagues to be willing and able to do the best knowledge conversion activities by making themselves as the role models first.

Design/methodology/approach – This study used 193 respondents of sharia insurance salespeople in Indonesia. Regression models are used to analyze data and examine empirical models.

Findings – Empowering others on knowledge conversion is proven to be able to increase the selling performance of sharia insurance salespeople in Indonesia.

Practical Implications – The marketing manager should conduct the staffing process in Sales team by prioritizing religious values and creating new knowledge for the benefit of the organization.

Originality/value – The concept of empowering others on knowledge conversion is a critical reconstruction of needs for achievement theory and relational social capital theory through the internalization of Islamic values. Through empowering others in doing knowledge conversion, sales team will perform more optimally.

Keywords - Empowering others on knowledge conversion, SECI process, Selling Performance
Paper type- Research paper

Dosen Pembimbing:	UNSPECIFIED | UNSPECIFIED
Item Type:	Experiment
Subjects:	H Social Sciences > HB Economic Theory
Divisions:	Fakultas Ekonomi dan Bisnis Fakultas Ekonomi dan Bisnis > Dosen FEB - Laporan Penelitian
Depositing User:	Pustakawan 4 UNISSULA
Date Deposited:	12 Feb 2026 02:09
URI:	https://repository.unissula.ac.id/id/eprint/45013

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