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
Investigating Salespeople’s Performance and Opportunistic Behavior: Adaptive and Customer-Oriented Responses
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DOI: 10.3390/bs12120512
Abstract: This study investigates the role of value congruence and top management support on salespeople’s customer-oriented selling behavior and adaptive selling behavior. Moreover, this study has also explored the effects of salespeople’s customer-oriented selling behavior and… read more here.
Keywords: behavior adaptive; selling behavior; customer oriented; performance ... See more keywords