What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales
Author:
Affiliation:
1. Sales & Marketing Department, University of Bochum, Universitätsstraße 150, Bochum, 44780, Germany;
2. Marketing Group, Warwick Business School, University of Warwick, Scarman Rd, Coventry, CV4 7AL, United Kingdom
Publisher
Informa UK Limited
Subject
Management of Technology and Innovation,Human Factors and Ergonomics
Link
https://www.tandfonline.com/doi/pdf/10.1080/08853134.2019.1642765
Reference31 articles.
1. The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives?
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3. Superstition and belief as inevitable by-products of an adaptive learning strategy
4. Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs
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