Who Are Your Successful Salespeople?

Lockeman, Bradley D.; Hallaq, John H.

doi:10.1177/009207038201000408

Cited by 1 publication

(1 citation statement)

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“…Accordingly, we will show that Adaptive Selling Confidence (ASC) and Adaptive Selling Behavior (ASB) are theoretically and empirically separable (i.e., they will show discriminant validity). The confidence that salespeople have in their own ability to execute their roles successfully should have a critical influence on their behavior-both the smoothness of the process and the successfulness of the outcomes of their subsequent sales engagement (Feldman and Weitz 1988;Lockeman and Hallag 1982;Milord and Perry 1977). The proposition that a salesperson's confidence should enhance his or her adaptive selling behavior is consistent with most psychological theories and research, namely that the attitudinal component serves as a precursor to the behavioral component.…”

Section: Adaptive Selling Confidence and Behaviormentioning

confidence: 74%

Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers

Román

Iacobucci

2009

J. of the Acad. Mark. Sci.

234

212

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Personal selling is thought to be a very effective marketing vehicle. The notion of adaptive selling suggests that it should work better than any other means of communication because salespeople are able to develop a unique message for each customer. This research proposes a model of key antecedents and consequences of adaptive selling. In particular, we distinguish, measure, and model the attitudinal and behavioral aspects of adaptive selling, something that is encouraged but not thoroughly examined in the literature. Hypotheses are tested using data from 210 salesperson-customer dyads. The results indicate that a salesperson's perception of the firm's customer orientation has an effect on adaptive selling behavior through the salesperson's adaptive selling confidence, role ambiguity, intrinsic motivation and customer-qualification skills. Adaptive selling behavior increases salesperson's outcome performance, customers' evaluations of satisfaction with the product and with the salesperson, which enhance customers' anticipation of future interactions with the salesperson. The implications for management and theory are discussed.

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Section: Adaptive Selling Confidence and Behaviormentioning

confidence: 74%