Longfellow, Timothy A.
March 1995
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p70
Academic Journal
The study examines purchase pal-assisted buyers as a special category of consumers that may want particular adaptive selling strategies. Focus group interviews explore seller's perceptions of the characteristics of pal-assisted buyers and the nature of their interactions with these buyers in terms of specific sales approaches. Findings are presented in two knowledge matrices representing seller's identification of the different types of pal-assisted buyers and the different sales approaches used with them. Results of the study move us toward a more comprehensive framework for examining the role of adaptive behavior in improving selling effectiveness.


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