TITLE

Adaptive Selling and Organizational Characteristics: Suggestions For Future Research

AUTHOR(S)
Vink, Jaap; Verbeke, Willem
PUB. DATE
January 1993
SOURCE
Journal of Personal Selling & Sales Management;Winter93, Vol. 13 Issue 1, p15
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
In this paper the relationship between adaptive selling and organizational behavior is analysed. Specifically, it is discovered that adaptive behavior is a multifaceted concept which is not linearly related to the organizational characteristics in the way it was operationalized in a former study by Sujan and Weitz. In order to gain a better insight into the functioning of adaptive selling within organizations, a different methodology is suggested. By means of more inductive research more detailed models should be generated, which then can be tested for robustness with a more deductive approach. Concept creation should have a more empirical foundation before concepts are entered into a theoretical network.
ACCESSION #
7385155

 

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