TITLE

THE RELATIONSHIP BETWEEN ADAPTIVE SELLING, TASK-RELATED SALES BEHAVIOR AND COMMITMENT TO PERFORMANCE -- SOME LARGELY DISAPPOINTING RESULTS

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p70
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
In selling research, more often than not, multiple indicators have proven more predictive than single ones. Hence, with mixed results to date for adaptive selling, additional factors, task-related behavior and oral commitment were added to predict sales performance. Using structural equations modeling, such a model proved, unfortunately, to be no more successful in predicting performance.
ACCESSION #
9605143665

 

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