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. - Bureau of Business Research. - Vol. 21.2006, 1, p. 31-39
Publisher:	Bureau of Business Research
Subject:	Marketing \| adaptive selling model

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Extent:	text/html
Type of publication:	Article
Classification:	R00 - Urban, Rural, and Regional Economics. General ; Z0 - Other Special Topics. General
Source:	RePEc - Research Papers in Economics

Persistent link: https://ebvufind01.dmz1.zbw.eu/10005546466