A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics

摘要: The Weitz (1981) model of adaptive selling suggests that situational variables will moderate the relationship between behavior and sales performance. In this paper, a path is analyzed supports positive role on performance under “adaptive” conditions. Surprisingly, there also in “nonadaptive” condition. Furthermore, salesperson characteristics such as ability to monitor situation modify self-behaviors strategies within exchange setting are determined be related intention sell adaptively Finally, results study suggest experience affects both contexts, but sources effects differ.