Construct · 1 fields · 1 citations

adaptive selling: a standalone construct

One name. One construct. A landmark on the map.

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adaptiveselling1 CONSTRUCTAdaptive sellingWEITZ · PERSONAL SELLING

A single standalone construct; nearby constructs are located against it in the Collider. Tap a field for its definition, unit, and measures.

Personal selling

a salesperson's altering of sales behaviors during and across customer interactions based on perceived information about the selling situation.

In personal selling, adaptive selling refers to a salesperson's altering of sales behaviors during and across customer interactions based on perceived information about the selling situation. This meaning comes from Weitz (1986) in Journal of Marketing.[1]

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information4 fields · 5 citationsjingle · one word, four constructs

References

  1. Weitz, B. A., Sujan, H., & Sujan, M. (1986). Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness. Journal of Marketing, 50(4), 174-191. https://doi.org/10.1177/002224298605000404

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