Journal article
Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction
Journal of business research, v 94, pp 42-55
01 Jan 2019
Abstract
Drawing on the tenants of the adaptive strategy paradigm and configuration theory in the management and marketing literature, a model introducing the concept of salesperson macro-adaptive selling strategy that considers the overall selling environment, as contrasted with micro-adaptive selling tactics tailored to a specific customer, is introduced and investigated empirically within the context of the financial services industry. Using a widely accepted management theory typology-prospector, defender, analyzer-the model places macro-adaptive selling strategy into the sales performance literature as an expanded more holistic understanding of strategies influencing salesperson performance. Findings indicate significant direct and indirect effects on sales performance and job-related incomes, including job involvement, effort, and job satisfaction, for salespeople using different macro-adaptive selling strategies.
Metrics
Details
- Title
- Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction
- Creators
- Hyokjin Kwak - Drexel UniversityRolph E. Anderson - Drexel UniversityThomas W. Leigh - University of GeorgiaScott D. Bonifield - University of Georgia
- Publication Details
- Journal of business research, v 94, pp 42-55
- Publisher
- Elsevier
- Number of pages
- 14
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- Marketing
- Web of Science ID
- WOS:000452575200004
- Scopus ID
- 2-s2.0-85053850409
- Other Identifier
- 991019169810104721
InCites Highlights
Data related to this publication, from InCites Benchmarking & Analytics tool:
- Collaboration types
- Domestic collaboration
- Web of Science research areas
- Business