Antecedents of adaptive selling among retail salespeople: A multilevel analysis

The literature on adaptive selling behavior has grown rapidly over the years, with heavier emphasis placed on industrial/professional salespeople and less attention given to retail salespeople. This study contributes to addressing this imbalance by examining the effects of two salesperson factors (s...

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Bibliographic Details
Published inJournal of retailing and consumer services Vol. 20; no. 4; pp. 419 - 428
Main Authors Simintiras, Antonis C., Ifie, Kemefasu, Watkins, Alan, Georgakas, Konstatinos
Format Journal Article
LanguageEnglish
Published Elsevier Ltd 01.07.2013
Elsevier
Subjects
Adaptive selling
Affective commitment
Arbeitsverhalten
Behavior-based control
Einzelhandel
Empowerment
Griechenland
Multilevel modeling
Qualifikation
Selling skills
Verkaufsförderung
Verkaufspersonal
Affective commitment
Multilevel modeling
Selling skills
Adaptive selling
Behavior-based control
Empowerment
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Summary:The literature on adaptive selling behavior has grown rapidly over the years, with heavier emphasis placed on industrial/professional salespeople and less attention given to retail salespeople. This study contributes to addressing this imbalance by examining the effects of two salesperson factors (selling skills and affective commitment) and two company-level variables (empowerment and behavior-based control) on the adaptive selling behavior of retail salespeople. Using data obtained from a two staged sampling procedure (105 companies and 419 salespeople), we employ a multilevel analytical procedure to model the effects of the salesperson and organizational factors on adaptive selling behavior of retail salespeople. The results indicate that selling skills and affective commitment directly influence adaptive selling while empowerment and behavior based control only indirectly influence adaptive selling behavior. Based on the findings of this study, implications for managing retail salespeople as well as limitations and suggestions for future research are presented.
ISSN:0969-6989
1873-1384
DOI:10.1016/j.jretconser.2013.04.004