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Adaptive selling: The role of gender, age, sales experience, and education

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  • Levy, Michael
  • Sharma, Arun

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  • Levy, Michael & Sharma, Arun, 1994. "Adaptive selling: The role of gender, age, sales experience, and education," Journal of Business Research, Elsevier, vol. 31(1), pages 39-47, September.
    • Handle: RePEc:eee:jbrese:v:31:y:1994:i:1:p:39-47
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    Cited by:

    1. Nor Azila Mohd Noor & Azilah Kasim & Cezar Scarlat & Azli Muhamad, 2010. "Importance of Organizational Commitment, Job Motivation and Front Liners Self Efficacy Towards the Marketability of Hotel Industry in Kuala Lumpur Malaysia," Academica Turistica - Tourism and Innovation Journal, University of Primorska Press, vol. 3(1-2), pages 64-72.
    2. Schumacher, Stephanie & Peel, Derrell S. & Raper, Kellie Curry, 2013. "Non-Adoption of Best Management Practices: Demographics and Adoption Constraints of Oklahoma Cattle Producers," 2013 Annual Meeting, February 2-5, 2013, Orlando, Florida 143094, Southern Agricultural Economics Association.
    3. Zhimei Zang & Xiaoyan Wang & Hairu Yang & Chuanming Chen, 2022. "“Be myself” or “Be friends”? Exploring the mechanism between self-construal and sales performance," Asian Business & Management, Palgrave Macmillan, vol. 21(1), pages 82-105, February.
    4. Simintiras, Antonis C. & Ifie, Kemefasu & Watkins, Alan & Georgakas, Konstatinos, 2013. "Antecedents of adaptive selling among retail salespeople: A multilevel analysis," Journal of Retailing and Consumer Services, Elsevier, vol. 20(4), pages 419-428.
    5. Homburg, Christian & Rudolph, Bettina, 2001. "Customer satisfaction in industrial markets: dimensional and multiple role issues," Journal of Business Research, Elsevier, vol. 52(1), pages 15-33, April.
    6. Terho, Harri & Kairisto-Mertanen, Liisa & Bellenger, Danny & Johnston, Wesley J., 2013. "Salesperson goal orientations and the selling performance relationship: The critical role of mediation and moderation," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 6(2), pages 70-90.
    7. Gopalakrishna, Srinath & Crecelius, Andrew T. & Patil, Ashutosh, 2022. "Hunting for new customers: Assessing the drivers of effective salesperson prospecting and conversion," Journal of Business Research, Elsevier, vol. 149(C), pages 916-926.
    8. Alavi, Sascha & Wieseke, Jan & Guba, Jan H., 2016. "Saving on Discounts through Accurate Sensing – Salespeople's Estimations of Customer Price Importance and Their Effects on Negotiation Success," Journal of Retailing, Elsevier, vol. 92(1), pages 40-55.
    9. Sharma, Arun, 2001. "Consumer decision-making, salespeople's adaptive selling and retail performance," Journal of Business Research, Elsevier, vol. 54(2), pages 125-129, November.
    10. Leischnig, Alexander & Kasper-Brauer, Kati, 2015. "Employee Adaptive Behavior in Service Enactments," Journal of Business Research, Elsevier, vol. 68(2), pages 273-280.
    11. Locander, David A. & Darrat, Mahmoud A. & Babin, Barry J., 2023. "Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes," Journal of Business Research, Elsevier, vol. 154(C).
    12. Cong Feng & Scott Fay & Kexin Xiang, 2021. "When do we need higher educated salespeople? The role of work experience," Review of Managerial Science, Springer, vol. 15(5), pages 1391-1429, July.
    13. Wu, Chia-Huei & Tian, Amy & Luksyte, Aleksandra & Spitzmueller, Christiane, 2017. "On the association between perceived overqualification and adaptive behavior," LSE Research Online Documents on Economics 66320, London School of Economics and Political Science, LSE Library.
    14. Macintosh, Gerrard & Krush, Michael, 2014. "Examining the link between salesperson networking behaviors, job satisfaction, and organizational commitment: Does gender matter?," Journal of Business Research, Elsevier, vol. 67(12), pages 2628-2635.

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