Adaptive selling behavior model of Chinese automotive salesmen

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 adaptive selling behavior, behavioral performance, customer satisfaction and percieved service quality; adaptive selling behavior shows high influence on behavioral performance, customer satisfaction and customer percieved service quality; but the influence of technic skill, a new antecendent imported according to special needs of automotive industry, is quite limited.