Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler
This paper examines the use of social media by business-to-business (B2B) salespeople to
assist in their job functions. The authors propose that a salesperson's attitude toward social …
assist in their job functions. The authors propose that a salesperson's attitude toward social …
The relationship between emotional intelligence, frontline employee adaptability, job satisfaction and job performance
Adaptable FLE's are an asset for the organization and customer alike as they are an
indispensable part of service experience. They are subjected to pressures which are not …
indispensable part of service experience. They are subjected to pressures which are not …
On the role of empathy in customer-employee interactions
J Wieseke, A Geigenmüller… - Journal of service …, 2012 - journals.sagepub.com
While the service literature repeatedly emphasizes the role of empathy in service
interactions, studies on empathy in customer-employee interactions are nearly absent. This …
interactions, studies on empathy in customer-employee interactions are nearly absent. This …
Not all adaptive selling to omni-consumers is influential: The moderating effect of product type
Computer-mediated technologies have resulted in a proliferation of the omni-channel
consumer (OCC) who shops for products and services using mobile, online, and traditional …
consumer (OCC) who shops for products and services using mobile, online, and traditional …
A contingency approach to adaptive selling behavior and sales performance: Selling situations and salesperson characteristics
RW Giacobbe, DW Jackson Jr, LA Crosby… - Journal of personal …, 2006 - Taylor & Francis
The Weitz (1981) model of adaptive selling suggests that situational variables will moderate
the relationship between adaptive selling behavior and sales performance. In this paper, a …
the relationship between adaptive selling behavior and sales performance. In this paper, a …
Salesperson empathy and listening: Impact on relationship outcomes
P Aggarwal, SB Castleberry, R Ridnour… - Journal of Marketing …, 2005 - Taylor & Francis
This study fills an important gap in the literature by developing a conceptual model that links
salesperson empathy and listening skills to three outcome variables. Responses from a mail …
salesperson empathy and listening skills to three outcome variables. Responses from a mail …
Empathy, nonverbal immediacy, and salesperson performance: the mediating role of adaptive selling behavior
Purpose Previous studies that examined the role of empathy and nonverbal immediacy on
business-to-business (B2B) salesperson performance is limited in scope and yielded …
business-to-business (B2B) salesperson performance is limited in scope and yielded …
The need for speed: Agility selling
In turbulent business times, organizations have sought to become more agile.
Organizational agility has been asserted to require workforce agility, but thus far, little focus …
Organizational agility has been asserted to require workforce agility, but thus far, little focus …
A re‐examination of B2B sales performance
R Zallocco, E Bolman Pullins, ML Mallin - Journal of Business & …, 2009 - emerald.com
Purpose–The purpose of this paper is to contribute to the understanding of sales
performance measurement by developing an organizing framework for classifying sales …
performance measurement by developing an organizing framework for classifying sales …
What does adaptive selling mean to salespeople? An exploratory analysis of practitioners' responses to generic adaptive selling scales
The concept of adaptive selling has been firmly established as a key driver of salespeople's
selling performance. To measure adaptive selling, studies commonly use generic items that …
selling performance. To measure adaptive selling, studies commonly use generic items that …