Antecedents of adaptive selling among retail salespeople: a multilevel analysis

The literature on adaptive selling behavior has grown rapidly over the years, with heavier emphasis placed on industrial/professional salespeople and less attention given to retail salespeople. This study contributes to addressing this imbalance by examining the effects of two salesperson factors (s...

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Bibliographic Details

Main Authors:	Antonis Simintiras, Kemefasu Ifie, Alan Watkins, Konstantinos Georgakas
Format:	Default Article
Published:	2013
Subjects:	Other commerce, management, tourism and services not elsewhere classified Affective commitment Selling skills Adaptive selling Empowerment Behavior-based control Multilevel modeling Business and Management not elsewhere classified
Online Access:	https://hdl.handle.net/2134/19107
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