An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market-Reference-Cited by-同舟云学术

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An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market

Published:2013-05 Issue:2 Volume:13 Page:102-114
ISSN:1745-7904
Container-title:Journal of Medical Marketing: Device, Diagnostic and Pharmaceutical Marketing
language:en
Short-container-title:Journal of Medical Marketing

Author:

Kara Ali¹,Andaleeb Syed Saad²,Turan Mehmet³,Cabuk Serap³

Affiliation:

1. Department of Marketing, Pennsylvania State University York Campus, York, PA, USA

2. Department of Marketing, Black School of Business, Pennsylvania State University, Erie, PA, USA

3. College of Business Administration, Cukurova University, Adana, Turkey

Publisher

SAGE Publications

Subject

Marketing,Strategy and Management,Pharmacology, Toxicology and Pharmaceutics (miscellaneous),Medicine (miscellaneous)

Link

http://journals.sagepub.com/doi/pdf/10.1177/1745790413488779

Reference60 articles.

1. Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

2. Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis

3. Salesperson Performance, Pay, and Job Satisfaction: Tests of a Model Using Data Collected in the United States and Japan

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