Adaptive selling, anxiety and emotional exhaustion among salespeople
Sign Up to like & getrecommendations! Published in 2024 at "Journal of Marketing Theory and Practice"
DOI: 10.1080/10696679.2024.2328090
Abstract: ABSTRACT The need to constantly adapt to the changes in the business environment and selling situations places enormous demands on salespeople. Applying the Job Demands-Resources theory, this study examines the negative impact of adaptive selling… read more here.
Keywords: adaptive selling; emotional exhaustion; anxiety; among salespeople ... See more keywords
Linking improvisational behavior, adaptive selling behavior and sales performance
Sign Up to like & getrecommendations! Published in 2020 at "International Journal of Productivity and Performance Management"
DOI: 10.1108/ijppm-05-2019-0235
Abstract: PurposeThis research examined the relationships between improvisational behavior, adaptive selling behavior and sales performance of direct sellers in Thailand. This research also investigated whether these relationships are moderated by the degree of challenge orientation and… read more here.
Keywords: behavior adaptive; improvisational behavior; adaptive selling; performance ... See more keywords