Adaptive selling in business-to-business markets: Contextual boundary of a selling strategy from retailing-Reference-Cited by-同舟云学术

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Adaptive selling in business-to-business markets: Contextual boundary of a selling strategy from retailing

Published:2022-09-15 Issue: Volume: Page:1-11
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Cron William L.¹²³,Alavi Sascha¹,Habel Johannes⁴

Affiliation:

1. Sales Management Department, University of Bochum, Universitätsstraße 150, 44780 Bochum, Germany

2. University of California – Davis, Davis, CA, USA

3. Texas Christian University, Fort Worth, TX, USA

4. C.T. Bauer College of Business, University of Houston, 4750 Martin Luther King Blvd, Houston, TX 77204, USA

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2022.2113092

Reference28 articles.

1. The ambivalent role of monetary sales incentives in service innovation selling

2. What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales

3. Estimating Nonresponse Bias in Mail Surveys

4. From the Editors Beyond Contextualization: Using Context Theories to Narrow the Micro-Macro Gap in Management Research

5. Boundary Conditions

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1. Neuroticism and the sales profession;Organizational Behavior and Human Decision Processes;2024-09

2. Salesperson lifecycle management: Challenges and research priorities;Journal of Personal Selling & Sales Management;2024-07-02

3. Invigorating the spirit of being adaptive: Examining the role of spiritual leadership in adaptive selling;Journal of Business Research;2024-04

4. Are you looking for something specific or just looking around? Adaptive selling on the basis of customer shopping goals in retail sales;Journal of the Academy of Marketing Science;2024-03-22

5. Adaptive selling, anxiety and emotional exhaustion among salespeople;Journal of Marketing Theory and Practice;2024-03-19

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