Adaptive Selling Behavior Revisited: An Empirical Examination of Learning Orientation, Sales Performance, and Job Satisfaction

Adaptive selling behavior (ASB) is an important factor in salesperson success with customers. Although significant progress has occurred in understanding the ASB concept, a number of conflicting issues remain related to its determinants and outcomes. This paper presents a review of the ASB literatur...

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Bibliographic Details
Published inThe Journal of personal selling & sales management Vol. 23; no. 3; pp. 239 - 251
Main Authors Park, Jeong-Eun, Holloway, Betsy B.
Format Journal Article
LanguageEnglish
Published Abingdon Routledge 01.07.2003
M. E. Sharpe
Taylor & Francis Ltd
Subjects
Behavior
Correlation analysis
Job performance
Job performance evaluation
Job satisfaction
Learning
Marketing
Marketing strategies
Personal selling
Regression analysis
Sales
Sales management
Sales personnel
Salespeople
United States > US
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Summary:Adaptive selling behavior (ASB) is an important factor in salesperson success with customers. Although significant progress has occurred in understanding the ASB concept, a number of conflicting issues remain related to its determinants and outcomes. This paper presents a review of the ASB literature, highlights noteworthy areas of disagreement, and empirically examines the relationships among learning orientation, ASB, sales performance, and job satisfaction with a sample of Korean automobile salespeople. The authors offer a number of implications for research and practice, and suggest directions for future ASB research to further improve our understanding of this topic.
ISSN:0885-3134
1557-7813
DOI:10.1080/08853134.2003.10749001