haku: @journal_id 1343 / yhteensä: 429
viite: 21 / 429
| Tekijä: | Porter, S.S. Wiener, J.L. Frankwick, G.L. |
| Otsikko: | The moderating effect of selling situation on the adaptive selling strategy-selling effectiveness relationship |
| Lehti: | Journal of Business Research
2003 : APR, VOL. 56:4, p. 275-281 |
| Asiasana: | Sales Selling Strategy |
| Kieli: | eng |
| Tiivistelmä: | "One-size-fits-all" selling strategies may not be appropriate for all customers, as sales practitioners and researchers have recognized. In this study, the Weitz (1981) contingency model is employed to investigate the effect of the selling situation encountered by a salesperson on the relationship between selling strategy and sales performance. In particular, the moderating effect that the selling situation has on the adaptive selling strategy-sales performance relationship is investigated. |
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