Antecedents of adaptive selling among retail salespeople: A multilevel analysis

• Published in: Journal 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
• Language: English
• 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

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...