What does adaptive selling mean to salespeople? : an exploratory analysis of practitioners' responses to generic adaptive selling scales
Sascha Alavi, Johannes Habel and Kim Linsenmayer
| Year of publication: |
2019
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|---|---|
| Authors: | Alavi, Sascha ; Habel, Johannes ; Linsenmayer, Kim Tina |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 39.2019, 3, p. 254-263
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| Subject: | adaptive selling | ADAPTS | customer attributes | exploratory research | salesperson behavior | Verkaufspersonal | Salespeople | Verkauf | Selling | Beziehungsmarketing | Relationship marketing | Konsumentenverhalten | Consumer behaviour |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2019.1642765 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012200884