The benefits of social networking professional groups for salespersons social capital & salespersons performance

1.1 Research Background………………………………………………………….1
1.2 Research Problems……………………………………………………………..3
1.3 Research Objectives……………………………………………………………4
1.4 Research Methodology and Scopes……………………………………………4
1.5 The Structure of Research……………………………………………………..5
2.1 Social Networking Professional Groups (SNPG)……………………………..7
2.2 Social Capital Benefits
2.3 Self-Efficacy of Salespersons …………………………………………………9
2.4 Salespersons Performance……………………………………………………13
3.1 Research Process……………………………………………………………...16
3.2 Measurement Scale…………………………………………………………...17
3.2.1 Measures of Social Capital…………………………………………………17
3.2.2 Measures of Self-Efficacy of Salespersons………………………………...18
3.2.3 Measures of Salespersons Performance…………………………………….18
3.3 Data Collection Method………………………………………………………19
3.4 Qualitative Research………………………………………………………….21
3.6 Data Analyzing Method…………………………………………………...23
4.1 Characteristic of Sample ………………………………………………….27
4.2. Reliability Analysis
4.3 Exploratory Factor Analysis………………………………………………33
4.4. Revised Research Model…………………………………………………40
4.5 Multiple Regression Analysis……………………………………………..41
5.1 Conclusion………………………………………………………………...54
5.2 Managerial Implications…………………………………………………..56
5.3 Limitation and Future Research………………………………………….. 58
1.1 Research Background
1.2 Research Problems
1.3 Research Objectives
1.4 Research Methodology and Scopes
1.5 The Structure of Research
2.1 Social Networking Professional Groups (SNPG)
2.2 Social Capital
2.3 Self-Efficacy of Salespersons
2.4 Salespersons Performance