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The moderating effect of selling situation on the adaptive selling strategy-selling effectiveness relationship

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  • Porter, Stephen S.
  • Wiener, Joshua L.
  • Frankwick, Gary L.

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  • Porter, Stephen S. & Wiener, Joshua L. & Frankwick, Gary L., 2003. "The moderating effect of selling situation on the adaptive selling strategy-selling effectiveness relationship," Journal of Business Research, Elsevier, vol. 56(4), pages 275-281, April.
    • Handle: RePEc:eee:jbrese:v:56:y:2003:i:4:p:275-281
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    References listed on IDEAS

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    1. Behrman, Douglas N. & Perreault, William Jr., 1982. "Measuring the performance of industrial salespersons," Journal of Business Research, Elsevier, vol. 10(3), pages 355-370, September.
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    1. Ohiomah, Alhassan & Andreev, Pavel & Benyoucef, Morad & Hood, David, 2019. "The role of lead management systems in inside sales performance," Journal of Business Research, Elsevier, vol. 102(C), pages 163-177.
    2. Miao, C. Fred & Evans, Kenneth R., 2014. "Motivating industrial salesforce with sales control systems: An interactive perspective," Journal of Business Research, Elsevier, vol. 67(6), pages 1233-1242.
    3. Nour El Houda Ben Amor, 2019. "What Skills Make a Salesperson Effective? An Exploratory Comparative Study among Car Sales Professionals," International Business Research, Canadian Center of Science and Education, vol. 12(11), pages 76-93, November.
    4. Lyngdoh, Teidorlang & Liu, Annie H. & Sridhar, Guda, 2018. "Applying positive psychology to selling behaviors: A moderated–mediation analysis integrating subjective well-being, coping and organizational identity," Journal of Business Research, Elsevier, vol. 92(C), pages 142-153.
    5. Alexander Haas, 2006. "Bestimmungsfaktoren des Beratungserfolges: Eine informationsökonomische Betrachtung und empirische Analyse im Handel," Schmalenbach Journal of Business Research, Springer, vol. 58(5), pages 638-664, August.
    6. 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.

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