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Antecedents of adaptive selling among retail salespeople: A multilevel analysis

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  • Simintiras, Antonis C.
  • Ifie, Kemefasu
  • Watkins, Alan
  • Georgakas, Konstatinos

Abstract

The literature on adaptive selling behavior has grown rapidly over the years, with heavier emphasis placed on industrial/professional salespeople and less attention given to retail salespeople. This study contributes to addressing this imbalance by examining the effects of two salesperson factors (selling skills and affective commitment) and two company-level variables (empowerment and behavior-based control) on the adaptive selling behavior of retail salespeople. Using data obtained from a two staged sampling procedure (105 companies and 419 salespeople), we employ a multilevel analytical procedure to model the effects of the salesperson and organizational factors on adaptive selling behavior of retail salespeople. The results indicate that selling skills and affective commitment directly influence adaptive selling while empowerment and behavior based control only indirectly influence adaptive selling behavior. Based on the findings of this study, implications for managing retail salespeople as well as limitations and suggestions for future research are presented.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:joreco:v:20:y:2013:i:4:p:419-428
    DOI: 10.1016/j.jretconser.2013.04.004
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    2. Basso, Kenny & dos Santos, Cristiane Pizzutti & Albornoz Gonçalves, Manuela, 2014. "The impact of flattery: The role of negative remarks," Journal of Retailing and Consumer Services, Elsevier, vol. 21(2), pages 185-191.
    3. Li, Yiming & Li, Gang & Tayi, Giri Kumar & Cheng, T.C.E., 2019. "Omni-channel retailing: Do offline retailers benefit from online reviews?," International Journal of Production Economics, Elsevier, vol. 218(C), pages 43-61.
    4. Tuan, Luu Trong & Ngan, Vu Thanh, 2021. "Leading ethically to shape service-oriented organizational citizenship behavior among tourism salespersons: Dual mediation paths and moderating role of service role identity," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    5. Zheng, Yaqin & Liao, Hsin-Yi & Schrock, Wyatt A. & Zheng, Yi & Zang, Zhimei, 2023. "Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance," Journal of Business Research, Elsevier, vol. 155(PA).
    6. 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.
    7. Weidenstedt, Linda, 2017. "Does One Size Fit All? Investigating Different Empowerment Orientations in the Heterogeneous Workforce of the Swedish Retail Sector," Ratio Working Papers 296, The Ratio Institute.
    8. Rippé, Cindy B. & Smith, Brent & Dubinsky, Alan J., 2018. "Lonely consumers and their friend the retail salesperson," Journal of Business Research, Elsevier, vol. 92(C), pages 131-141.

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