Investigating the Impact of Big Data Analytics on Perceived Sales Performance: The Mediating Role of Customer Relationship Management Capabilities

Table 3

Pilot testing results.

Sr. No	Constructs	Items	Loadings	Cronbach’s alpha
1	Better customer services	BCS1	0.936	0.974
		BCS2	0.939
		BCS3	0.941
		BCS4	0.946
		BCS5	0.948
2	Personalization	PR1	0.817	0.958
		PR2	0.873
		PR3	0.875
3	Advanced analytics	AA1	0.910	0.940
		AA2	0.912
		AA3	0.813
4	Improved relational knowledge	IRK1	0.892	0.987
		IRK2	0.877
		IRK3	0.896
		IRK4	0.894
5	Customer interaction management capability	CIMC1	0.803	0.947
		CIMC2	0.864
		CIMC3	0.910
		CIMC4	0.814
		CIMC5	0.787
6	Customer relationship upgrading capability	CRUC1	0.897	0.944
		CRUC2	0.891
		CRUC3	0.943
		CRUC4	0.766
7	Customer win-back capability	CWBC1	0.932	0.950
		CWBC2	0.946
		CWBC3	0.804
		CWBC4	0.918
8	Perceived sales performance	PSP1	0.935	0.959
		PSP2	0.919
		PSP3	0.933