haku: @author Weitz, B. / yhteensä: 8
viite: 6 / 8
| Tekijä: | Spiro, R. Weitz, B. |
| Otsikko: | Adaptive Selling: Conceptualization, Measurement, and Nomological Validity |
| Lehti: | Journal of Marketing Research
1990 : FEB, VOL, 27, p.61-69 |
| Asiasana: | SALESMEN PERFORMANCE APPRAISAL MANAGEMENT STYLES |
| Kieli: | eng |
| Tiivistelmä: | A 16-item scale is developed to measure the degree to which salespeople practice adaptive selling.A paper-and-pencil, self-report measure of adaptive selling is developed on the basis of a survey of 250 salespeople.The nomological validity of these measures is assessed by examining relationships of the adaptive selling measure to antecedents, consequences, and general personality measures of interpersonal flexibility. |
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