Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi

Murat Hakan Altıntaş; Can Efecan Akhan; Yavuz Koçak

Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi

Öz

Emlak sektöründe yüz-yüze satış süreci ürün ya da hizmetin satılması için müşteriyi ikna etmek önemli bir hedeftir. Sadece ürünün / hizmetin kendisine ait özelliklerinin aktarılması değil satış argümanı bağlamında nasıl bir satış modeli kurulduğu ve kullanıldığı da önceliklidir. Müşteriye uyum sağlamak ise yüz-yüze satışın vazgeçilmez bir unsuru ve performans göstergesidir. Yaratıcılık bu anlamda emlak satış elemanlarına uyumcu satış davranışlarını artıran güçlü bir etkileyicidir. Yaratıcılık performansı yüksek olan satış elemanlarının uyumcu satış performansları da artacağı düşünülmektedir. Bu makalede temel hipotez olarak, yaratıcılığın uyumcu satış üzerindeki, etkisi yapısal eşitlik modellemesi ile test edilerek etki düzeyi tespit edilmiştir. Elde edilen bulgular yaratıcılığın uyumcu satış üzerinde yüksek etkiye sahip olduğunu göstermektedir.

Anahtar Kelimeler

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Ayrıntılar

Birincil Dil

Türkçe

Konular

-

Bölüm

Araştırma Makalesi

Yazarlar

Murat Hakan Altıntaş ^*
0000-0001-8517-0540
Türkiye

Can Efecan Akhan Bu kişi benim
0000-0003-1731-0075
Türkiye

Yavuz Koçak Bu kişi benim
0000-0003-1323-1046
Türkiye

Yayımlanma Tarihi

15 Ağustos 2023

Gönderilme Tarihi

21 Aralık 2022

Kabul Tarihi

-

Yayımlandığı Sayı

Yıl 2023 Cilt: 42 Sayı: 1

IZ

https://izlik.org/JA66NE22SH

Kaynak Göster

RIS / Bibtex

APA

Altıntaş, M. H., Akhan, C. E., & Koçak, Y. (2023). Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi. Bursa Uludağ Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi, 42(1), 72-84. https://izlik.org/JA66NE22SH

AMA

1.Altıntaş MH, Akhan CE, Koçak Y. Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi. BUJES. 2023;42(1):72-84. https://izlik.org/JA66NE22SH

Chicago

Altıntaş, Murat Hakan, Can Efecan Akhan, ve Yavuz Koçak. 2023. “Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi”. Bursa Uludağ Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi 42 (1): 72-84. https://izlik.org/JA66NE22SH.

EndNote

Altıntaş MH, Akhan CE, Koçak Y (01 Ağustos 2023) Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi. Bursa Uludağ Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi 42 1 72–84.

IEEE

[1]M. H. Altıntaş, C. E. Akhan, ve Y. Koçak, “Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi”, BUJES, c. 42, sy 1, ss. 72–84, Ağu. 2023, [çevrimiçi]. Erişim adresi: https://izlik.org/JA66NE22SH

ISNAD

Altıntaş, Murat Hakan - Akhan, Can Efecan - Koçak, Yavuz. “Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi”. Bursa Uludağ Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi 42/1 (01 Ağustos 2023): 72-84. https://izlik.org/JA66NE22SH.

JAMA

1.Altıntaş MH, Akhan CE, Koçak Y. Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi. BUJES. 2023;42:72–84.

MLA

Altıntaş, Murat Hakan, vd. “Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi”. Bursa Uludağ Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi, c. 42, sy 1, Ağustos 2023, ss. 72-84, https://izlik.org/JA66NE22SH.

Vancouver

1.Murat Hakan Altıntaş, Can Efecan Akhan, Yavuz Koçak. Emlak Satış Elemanlarında Yaratıcılığın Uyumcu Satış Davranışına Etkisi. BUJES [Internet]. 01 Ağustos 2023;42(1):72-84. Erişim adresi: https://izlik.org/JA66NE22SH