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

• Published in: The Journal of personal selling & sales management Vol. 23; no. 3; pp. 239 - 251
• Main Authors: Park, Jeong-Eun, Holloway, Betsy B.
• Format: Journal Article
• Language: English
• 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
• DOI: 10.1080/08853134.2003.10749001
• ISSN: 0885-3134

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.