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Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction

Author

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  • Kwak, Hyokjin
  • Anderson, Rolph E.
  • Leigh, Thomas W.
  • Bonifield, Scott D.

Abstract

Drawing on the tenants of the adaptive strategy paradigm and configuration theory in the management and marketing literature, a model introducing the concept of salesperson macro-adaptive selling strategy that considers the overall selling environment, as contrasted with micro-adaptive selling tactics tailored to a specific customer, is introduced and investigated empirically within the context of the financial services industry. Using a widely accepted management theory typology—prospector, defender, analyzer—the model places macro-adaptive selling strategy into the sales performance literature as an expanded more holistic understanding of strategies influencing salesperson performance. Findings indicate significant direct and indirect effects on sales performance and job-related incomes, including job involvement, effort, and job satisfaction, for salespeople using different macro-adaptive selling strategies.

Suggested Citation

  • Kwak, Hyokjin & Anderson, Rolph E. & Leigh, Thomas W. & Bonifield, Scott D., 2019. "Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction," Journal of Business Research, Elsevier, vol. 94(C), pages 42-55.
    • Handle: RePEc:eee:jbrese:v:94:y:2019:i:c:p:42-55
    DOI: 10.1016/j.jbusres.2018.09.015
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    References listed on IDEAS

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    Cited by:

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    3. Cagri Gurbuz, Mustafa & Yurt, Oznur & Ozdemir, Sena & Sena, Vania & Yu, Wantao, 2023. "Global supply chains risks and COVID-19: Supply chain structure as a mitigating strategy for small and medium-sized enterprises," Journal of Business Research, Elsevier, vol. 155(PB).
    4. Guochen Pan & Mengqi Liu & Lu-Ming Tseng & Zhixiang Geng, 2023. "Cultural intelligence and sales performance in online insurance marketing: evidence from a Chinese insurance firm," Humanities and Social Sciences Communications, Palgrave Macmillan, vol. 10(1), pages 1-9, December.
    5. Khalid, Adeel & Singh, Sanjay Kumar & Usman, Muhammad & Waqas, Muhammad & Ishizaka, Alessio, 2024. "Managerial latitude and adaptive selling: Important roles of salesperson perceived control and work centrality," Journal of Business Research, Elsevier, vol. 172(C).
    6. 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).
    7. Xiang, Yilin & Chen, Lu & Zhang, Zhenya & Sun, Xinyu, 2024. "Does perceived greenwashing promote or inhibit ethical voice? Effects of moral disengagement and perceived competitive pressure," Journal of Business Research, Elsevier, vol. 182(C).
    8. Locander, David A. & Locander, Jennifer A. & Weinberg, Frankie J., 2020. "How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective," Journal of Business Research, Elsevier, vol. 118(C), pages 452-462.
    9. Cheng-Feng Cheng, 2020. "Revisiting Internal Marketing for the Determinants of Job (Dis)Satisfaction by Using Asymmetric Approach," Sustainability, MDPI, vol. 12(9), pages 1-15, May.
    10. Ross Gilbert, Jonathan & Krush, Michael T. & Trainor, Kevin J. & Wayment, Heidi A., 2022. "The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling," Journal of Business Research, Elsevier, vol. 150(C), pages 326-338.

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