Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs

Working from the expanded model of adaptive selling behavior offered by Eckert and Plank (2004), this paper attempts to add greater depth and specificity to the adaptive output categories making them more useful for research advancement and for both the teaching and execution of an adaptive selling approach. Relevant literature is identified, organized, and offered as theory sources to support and expand the adaptive selling model.

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Year of publication:	2006
Authors:	Eckert, James A.
Published in:	American Journal of Business. - Emerald Group Publishing Limited, ISSN 1935-5181, ZDB-ID 2401319-5. - Vol. 21.2006, 1, p. 31-40
Publisher:	Emerald Group Publishing Limited
Subject:	Adaptive Selling Behaviour \| Research advancement \| Teaching \| Adaptive selling approach

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Type of publication:	Article
Type of publication (narrower categories):	review-article
Language:	English
Other identifiers:	10.1108/19355181200600003 [DOI]
Source:	Other ZBW resources

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