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Consumer decision-making, salespeople's adaptive selling and retail performance

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  • Sharma, Arun

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  • 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.
    • Handle: RePEc:eee:jbrese:v:54:y:2001:i:2:p:125-129
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    References listed on IDEAS

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    1. Dholakia, Ruby Roy & Sternthal, Brian, 1977. "Highly Credible," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 3(4), pages 223-232, March.
    2. Friestad, Marian & Wright, Peter, 1994. "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(1), pages 1-31, June.
    3. Rao, Akshay R & Monroe, Kent B, 1988. "The Moderating Effect of Prior Knowledge on Cue Utilization in Product Evaluations," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 253-264, September.
    4. Nelson, Phillip, 1970. "Information and Consumer Behavior," Journal of Political Economy, University of Chicago Press, vol. 78(2), pages 311-329, March-Apr.
    5. Hoch, Stephen J & Ha, Young-Won, 1986. "Consumer Learning: Advertising and the Ambiguity of Product Experience," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(2), pages 221-233, September.
    6. 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.
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    Cited by:

    1. Scholdra, Thomas P. & Wichmann, Julian R.K. & Reinartz, Werner J., 2023. "Reimagining personalization in the physical store," Journal of Retailing, Elsevier, vol. 99(4), pages 563-579.
    2. H. R., Ganesha & Aithal, Sreeramana, 2020. "Sales Personnel Attrition Control and Retention – An Integrated Framework for Lifestyle Retailers in India (RSPR-LS)," MPRA Paper 102867, University Library of Munich, Germany.
    3. Haas, Alexander & Kenning, Peter, 2014. "Utilitarian and Hedonic Motivators of Shoppers’ Decision to Consult with Salespeople," Journal of Retailing, Elsevier, vol. 90(3), pages 428-441.
    4. Kurata, Hisashi, 2019. "Is the information of customer types and preferences to personal selling worth the investment in innovative technology? A modeling approach," Journal of Retailing and Consumer Services, Elsevier, vol. 49(C), pages 371-379.
    5. 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.
    6. Kadic-Maglajlic, Selma & Micevski, Milena & Arslanagic-Kalajdzic, Maja & Lee, Nick, 2017. "Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions: A multi-level approach," Journal of Business Research, Elsevier, vol. 80(C), pages 53-62.
    7. Granot, Elad & Greene, Henry & Brashear, Thomas G., 2010. "Female consumers: Decision-making in brand-driven retail," Journal of Business Research, Elsevier, vol. 63(8), pages 801-808, August.
    8. Myles Landers, V. & Esmark Jones, Carol L. & Barney, Christian, 2024. "The social influence of employee groups: Understanding the impact of employee groups on customer intentions through intimidation," Journal of Business Research, Elsevier, vol. 170(C).

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