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

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...