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The effect of working relationship quality on salesperson performance and job satisfaction: Adaptive selling behavior in Korean automobile sales representatives

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  • Park, Jeong Eun
  • Deitz, George D.

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  • Park, Jeong Eun & Deitz, George D., 2006. "The effect of working relationship quality on salesperson performance and job satisfaction: Adaptive selling behavior in Korean automobile sales representatives," Journal of Business Research, Elsevier, vol. 59(2), pages 204-213, February.
    • Handle: RePEc:eee:jbrese:v:59:y:2006:i:2:p:204-213
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    References listed on IDEAS

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    1. Bruce Kogut & Harbir Singh, 1988. "The Effect of National Culture on the Choice of Entry Mode," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 19(3), pages 411-432, September.
    2. Ricks, David A., 2003. "Globalization and the role of the global corporation," Journal of International Management, Elsevier, vol. 9(4), pages 355-359.
    3. Churchill, Gilbert Jr. & Ford, Neil M. & Walker, Orville Jr., 1979. "Personal characteristics of salespeople and the attractiveness of alternative rewards," Journal of Business Research, Elsevier, vol. 7(1), pages 25-50.
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    Cited by:

    1. Yurova, Yuliya & Rippé, Cindy B. & Weisfeld-Spolter, Suri & Sussan, Fiona & Arndt, Aaron, 2017. "Not all adaptive selling to omni-consumers is influential: The moderating effect of product type," Journal of Retailing and Consumer Services, Elsevier, vol. 34(C), pages 271-277.
    2. Kevin J. Shanahan & Christopher D. Hopkins, 2019. "Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent," Journal of Business Ethics, Springer, vol. 159(3), pages 837-848, October.
    3. Rutherford, Brian & Boles, James & Hamwi, G. Alexander & Madupalli, Ramana & Rutherford, Leann, 2009. "The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors," Journal of Business Research, Elsevier, vol. 62(11), pages 1146-1151, November.
    4. Micevski, Milena & Kadic-Maglajlic, Selma & Banerjee, Sourindra & Cadogan, John & Lee, Nick, 2017. "Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring," Journal of Business Research, Elsevier, vol. 80(C), pages 266-276.
    5. Omar S. Itani & Fernando Jaramillo & Larry Chonko, 2019. "Achieving Top Performance While Building Collegiality in Sales: It All Starts with Ethics," Journal of Business Ethics, Springer, vol. 156(2), pages 417-438, May.
    6. Velasco Vizcaíno, Franklin & Martin, Silvia L. & Jaramillo, Fernando, 2023. "The role of i-deals negotiated by small business managers in job satisfaction and firm performance: Do company ethics matter?," Journal of Business Research, Elsevier, vol. 158(C).
    7. Herjanto, Halimin & Franklin, Drew, 2019. "Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons," Australasian marketing journal, Elsevier, vol. 27(2), pages 104-112.
    8. Ida Bagus Nyoman Udayana & Prayekti & Eliya Ardyan, 2019. "Factors That Influence the Relationship Between Customer Information Quality and Salesperson Performance," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 31(2), pages 187-207.
    9. 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.
    10. Itani, Omar S. & Goad, Emily A. & Jaramillo, Fernando, 2019. "Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?," Journal of Business Research, Elsevier, vol. 102(C), pages 120-130.
    11. Sayyed Akbar Nilipour Tabatabei & Farima Takapoo & Ali Leilaeyoun, 2015. "The Effective of Job Satisfaction on Organizational Citizenship Behavior," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 5(1), pages 155-165, January.
    12. Zhou, Jihong & Charoensukmongkol, Peerayuth, 2022. "Cultural intelligence and adaptive selling behaviors in cross-cultural selling: The cognitive resource theory and social role theory perspective," Journal of Business Research, Elsevier, vol. 146(C), pages 477-488.

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