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Adaptive selling, anxiety and emotional exhaustion among salespeople

Author

Listed:
  • Aditi Sharma

    (Indian Institute of Management, Bodh Gaya)

  • Vaibhav Chawla

    (IIT Madras - Indian Institute of Technology Madras)

  • Sridhar Guda

    (IIMK - Indian Institute of Management Kozhikode [Inde])

  • Deva Rangarajan

    (LEM - Lille économie management - UMR 9221 - UA - Université d'Artois - UCL - Université catholique de Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique)

  • Anjan Kumar Swain

    (IIMK - Indian Institute of Management Kozhikode [Inde])

Abstract

The need to constantly adapt to the changes in the business environment and selling situations places enormous demands on salespeople. Applying the Job Demands-Resources theory, this study examines the negative impact of adaptive selling on salespeople. Using survey data from 384 sales professionals in different industries in an emerging market, we find that adaptive selling directly increases cognitive anxiety among salespeople. Furthermore, our research suggests that cognitive anxiety mediates the relationship between adaptive selling and emotional exhaustion. However, our study did not find support for the direct impact of adaptive selling on emotional exhaustion, suggesting that in some instances, the need to practice adaptive selling by itself might motivate salespeople to get more involved. Our study also demonstrates that salesperson perseverance reduces the negative impact of adaptive selling on cognitive anxiety, suggesting a moderating effect. The study concludes by providing theoretical and practical implications.

Suggested Citation

  • Aditi Sharma & Vaibhav Chawla & Sridhar Guda & Deva Rangarajan & Anjan Kumar Swain, 2024. "Adaptive selling, anxiety and emotional exhaustion among salespeople," Post-Print hal-04552406, HAL.
    • Handle: RePEc:hal:journl:hal-04552406
    DOI: 10.1080/10696679.2024.2328090
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