What question did this study set out to answer?

This research aims to identify how training effectiveness, sales passion, and emotional intelligence influence logistics service salesperson performance.

June 15, 2026Journal of Business and Industrial Marketing

Determinants of logistics service salesperson performance: the moderating role of logistics complexity and digital transformation

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This research aims to identify how training effectiveness, sales passion, and emotional intelligence influence logistics service salesperson performance.
Analyzed data from 666 logistics service salespeople in Southeast Vietnam using partial least squares structural model method.
Investigated the mediating role of adaptive selling behaviour and moderating factors of logistics complexity and digital transformation.
Focused on sales performance in the context of expanding supply chains and digital changes.
Training effectiveness and emotional intelligence positively influence salesperson performance directly and indirectly through adaptive selling behaviour.
Sales passion does not affect performance directly but has a significant indirect effect.
Logistics complexity and digital transformation weaken the relationship between adaptive selling behaviour and performance.

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Implication

Randomized trial examines factors affecting performance in logistics sales, indicating the importance of training and emotional intelligence.

Cite This Study

Thanh Hung Nguyen (2026) studied this question.

synapsesocial.com/papers/6a2f980ca1cfeec4908290d2 https://doi.org/10.1108/jbim-07-2025-0617

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Implication

Randomized trial examines factors affecting performance in logistics sales, indicating the importance of training and emotional intelligence.

Determinants of logistics service salesperson performance: the moderating role of logistics complexity and digital transformation

Key Points

Discussion

Implication

Cite This Study

Determinants of logistics service salesperson performance: the moderating role of logistics complexity and digital transformation

Key Points

Discussion

Implication

Cite This Study

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