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Research article

First published 1986-10

Knowledge,Motivation,and Adaptive Behavior: A Framework for Improving Selling Effectiveness

Barton A. Weitz, Harish Sujan, Mita Sujan

Journal of Marketing

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Research article

First published 2013-5

An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market

Ali Kara, Syed Saad Andaleeb, Mehmet Turan [...]

Journal of Medical Marketing: Device,Diagnostic and Pharmaceutical Marketing

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Research article

First published 2006-11

Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis

George R. Franke, Jeong-Eun Park

Journal of Marketing Research

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Research article

First published 2013-11-8

Adaptive to customers: The roles of learning climate and customer knowledge

Mei-Ling Wang

Human Systems Management

Open access

Research article

First published 2025-1

Are Sales Successful Due to Salespeople Expertise and Adaptability? Gender and Age Dynamics in Investment Banking

Leslier Valenzuela-Fernández, Francisco Villegas Pinuer

Sage Open

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Research article

First published 2022-9

Influence of sales force automation on salesperson performance: A study of interpersonal and intrapersonal mediators

Romain Franck, Maud Dampérat

Recherche et Applications en Marketing (English Edition)

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Research article

First published 2015-3

The Impact of Working Relationship Quality on Job Satisfaction and Sales Person Performance: An Adaptive Selling Behaviour

M. Yousaf Raza, Tariq Rafique, M. Manshoor Hussain [...]

Asia-Pacific Journal of Management Research and Innovation

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Other

First published 2004-04

Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China

Eric Fang, Robert W. Palmatier, Kenneth R. Evans

Journal of the Academy of Marketing Science

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Research article

First published 2001-10

Managing Culturally Diverse Buyer-Seller Relationships: The Role of Intercultural Disposition and Adaptive Selling in Developing Intercultural Communication Competence

Victoria D. Bush, Gregory M. Rose, Faye Gilbert [...]

Journal of the Academy of Marketing Science

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Research article

First published 2002-2

Adaptive selling in a call center environment: A qualitative investigation

Daniel M. Eveleth, Linda Morris

Journal of Interactive Marketing

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