2014
DOI: 10.1109/itec-ap.2014.6940915
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Jun Ma, Lin Lin, Wenxia Xu

Abstract: By studing on the antecedents and customer-oriented consequences in adaptive selling behavior model, seven factores are found out to establish a new adaptive selling behavior to meet the special needs of automotive industry. They are intrinsic motivation, customer qualification skill, technic skill, adaptive selling behavior, behavioral performance, customer satisfaction and customer percieved service quality. After empirical analysis, intrinsic motivation, customer qualification skill show high influence on …

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