Antecedents of adaptive selling among retail salespeople: A multilevel analysis
Author
Abstract
Suggested Citation
DOI: 10.1016/j.jretconser.2013.04.004
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Arnold, Todd J. & Palmatier, Robert W. & Grewal, Dhruv & Sharma, Arun, 2009. "Understanding Retail Managers’ Role in the Sales of Products and Services," Journal of Retailing, Elsevier, vol. 85(2), pages 129-144.
- Fang, Eric & Evans, Kenneth R. & Zou, Shaoming, 2005. "The moderating effect of goal-setting characteristics on the sales control systems-job performance relationship," Journal of Business Research, Elsevier, vol. 58(9), pages 1214-1222, September.
- Jaramillo, Fernando & Mulki, Jay Prakash & Marshall, Greg W., 2005. "A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research," Journal of Business Research, Elsevier, vol. 58(6), pages 705-714, June.
- James A. Eckert, 2006. "Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs," American Journal of Business, Emerald Group Publishing, vol. 21(1), pages 31-39.
- 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.
- 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.
- 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.
- Cravens, David W. & Lassk, Felicia G. & Low, George S. & Marshall, Greg W. & Moncrief, William C., 2004. "Formal and informal management control combinations in sales organizations: The impact on salesperson consequences," Journal of Business Research, Elsevier, vol. 57(3), pages 241-248, March.
- Verbeke, W.J.M.I. & Belschak, F.D. & Bagozzi, R.P., 2004. "The Adaptive Consequences of Pride in Personal Selling," ERIM Report Series Research in Management ERS-2004-012-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Katakam, Bharath Shashanka & Bhukya, Ramulu & Bellamkonda, Raja Shekhar & Samala, Nagaraj, 2021. "Longitudinal analysis versus cross-sectional analysis in assessing the factors influencing shoppers’ impulse purchase behavior – Do the store ambience and salesperson interactions really matter?," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
- 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.
- 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.
- 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).
- 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).
- 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.
- 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.
- 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.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- 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).
- Murtha, Brian R. & Shervani, Tasadduq A. & Challagalla, Goutam N. & Kirkman, Bradley L., 2014. "Control system diversity: Implications for selling centers," Journal of Business Research, Elsevier, vol. 67(9), pages 1870-1876.
- Lukas Isenberg & Susanne Kreiter & Roland Helm & Christian Schmitz, 2022. "Marketing control in international headquarters-subsidiary working relationships of industrial goods firms: the role of environmental context," Journal of Business Economics, Springer, vol. 92(6), pages 1035-1064, August.
- 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.
- Rajesh Srivastava & Thomas Tang, 2015. "Coping Intelligence: Coping Strategies and Organizational Commitment Among Boundary Spanning Employees," Journal of Business Ethics, Springer, vol. 130(3), pages 525-542, September.
- Crittenden, Victoria L. & Crittenden, William F. & Ajjan, Haya, 2020. "Women in sales in developing countries: The value of technology for social impact," Business Horizons, Elsevier, vol. 63(5), pages 619-626.
- Ruvio, Ayalla A. & Shoham, Aviv, 2016. "Consumer arrogance: Scale development and validation," Journal of Business Research, Elsevier, vol. 69(10), pages 3989-3997.
- Tang, Pok Man & Yam, Kai Chi & Koopman, Joel, 2020. "Feeling proud but guilty? Unpacking the paradoxical nature of unethical pro-organizational behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 160(C), pages 68-86.
- Gabriel Aunde Akinbode & Oni Bamikole Fagbohungbe, 2012. "Leadership and Organizational Factors as Predictors of Employees Organisational Commitment in Nigeria: An Empirical Analysis," Business and Management Research, Business and Management Research, Sciedu Press, vol. 1(2), pages 69-87, June.
- Paul, Michael & Hennig-Thurau, Thorsten & Groth, Markus, 2015. "Tightening or loosening the “iron cage”? The impact of formal and informal display controls on service customers," Journal of Business Research, Elsevier, vol. 68(5), pages 1062-1073.
- Nan Wang & Yuxiang Luan & Rui Ma, 2024. "Detecting causal relationships between work motivation and job performance: a meta-analytic review of cross-lagged studies," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-10, December.
- Ashill, Nicholas J. & Rod, Michel, 2011. "Burnout processes in non-clinical health service encounters," Journal of Business Research, Elsevier, vol. 64(10), pages 1116-1127, October.
- Christian Jung-Gehling & Erik Strauss, 2018. "A Contemporary Concept of Organizational Control: Its Dependence on Shared Values and Impact on Motivation," Schmalenbach Business Review, Springer;Schmalenbach-Gesellschaft, vol. 70(4), pages 341-374, November.
- 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.
- Obeng, Efua & Luchs, Ryan & Inman, J. Jeffrey & Hulland, John, 2016. "Survival of The Fittest: How Competitive Service Overlap and Retail Format Impact Incumbents’ Vulnerability to New Entrants," Journal of Retailing, Elsevier, vol. 92(4), pages 383-396.
- Riggle, Robert J. & Edmondson, Diane R. & Hansen, John D., 2009. "A meta-analysis of the relationship between perceived organizational support and job outcomes: 20 years of research," Journal of Business Research, Elsevier, vol. 62(10), pages 1027-1030, October.
- Gelbrich, Katja, 2011. "I Have Paid Less Than You! The Emotional and Behavioral Consequences of Advantaged Price Inequality," Journal of Retailing, Elsevier, vol. 87(2), pages 207-224.
- Paolo Antonetti & Stan Maklan, 2014. "Feelings that Make a Difference: How Guilt and Pride Convince Consumers of the Effectiveness of Sustainable Consumption Choices," Journal of Business Ethics, Springer, vol. 124(1), pages 117-134, September.
- Liang, Xiaoning & Frösén, Johanna, 2020. "Examining the link between marketing controls and firm performance: The mediating effect of market-focused learning capability," Journal of Business Research, Elsevier, vol. 109(C), pages 545-556.
- Nor Azila Mohd Noor & Azilah Kasim & Cezar Scarlat & Azli Muhamad, 2010. "Importance of Organizational Commitment, Job Motivation and Front Liners Self Efficacy Towards the Marketability of Hotel Industry in Kuala Lumpur Malaysia," Academica Turistica - Tourism and Innovation Journal, University of Primorska Press, vol. 3(1-2), pages 64-72.
More about this item
Keywords
Affective commitment; Selling skills; Adaptive selling; Empowerment; Behavior-based control; Multilevel modeling;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joreco:v:20:y:2013:i:4:p:419-428. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.