TITLE

A CONTINGENCY APPROACH TO ADAPTIVE SELLING BEHAVIOR AND SALES PERFORMANCE: SELLING SITUATIONS AND SALESPERSON CHARACTERISTICS

AUTHOR(S)
Giacobbe, Ralph W.; Jackson Jr., Donald W.; Crosby, Lawrence A.; Bridges, Claudia M.
PUB. DATE
March 2006
SOURCE
Journal of Personal Selling & Sales Management;Spring2006, Vol. 26 Issue 2, p115
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article examines a contingency approach to adaptive selling behavior and sales performance that focuses on selling situations and salesperson characteristics. A path model of adaptive selling is analyzed. Salesperson characteristics like the ability to modify self-behavior and strategies and monitor the selling situation within the exchange setting are determined to be related to the intention to sell adaptively. Results of the study suggest selling experience affects sales performance in both adaptive and nonadaptive contexts.
ACCESSION #
21065990

 

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