Abstract
In selling research, more often than not, multiple indicators have proven more predictive than single ones. Hence, with mixed results to date for adaptive selling, additional factors-task-related behavior and goal commitment-were added to predict sales performance. Using structural equations modeling, such a model proved, unfortunately, to be no more successful in predicting performance. However, adaptive selling and task-related behavior both were significant in predicting goal commitment. Recommendations for further research are suggested, including an expanded definition of performance that includes more than just measures of meeting sales volume targets.
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Marks, R.B., Badovick, G.J. (2015). The Relationship Between Adaptive Selling, Task-Related Sales Behavior and Commitment to Performance-Some Promising Results. In: Wilson, E., Hair, Jr., J. (eds) Proceedings of the 1997 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13141-2_74
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DOI: https://doi.org/10.1007/978-3-319-13141-2_74
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