Cognitive Complexity and Salesperson Adaptability: An Exploratory Investigation

Porter, Stephen S.; Inks, Lawrence W.
January 2000
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p15
Academic Journal
An elaborate, complex knowledge structure has been hypothesized to affect a salesperson's predisposition to practice adaptive selling. This study investigates a conceptualization of cognitive complexity, attributional complexity, within the adaptive selling framework. The research findings suggest that an elaborate/cognitive complex knowledge structure will have an influence on a salesperson's predisposition to practice adaptive selling. Implications for research and practice are developed that recognize the importance of understanding the relationship between cognitive complexity and adaptive selling.


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