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Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia
Kaynak,Erdener1; Kara,Ali2; Chow,Clement S.F.3; Laukkanen,Tommi4
2016-04-02
Source PublicationJournal of Transnational Management
ISSN15475786 15475778
Volume21Issue:2Pages:62-83
AbstractABSTRACT: Adaptive selling and customer orientation have been considered imperative for successful salespeople. Although these topics have been frequently studied in the literature, most studies have been conducted in a developed country environment and such studies are limited in other cultural contexts. Moreover, cross-country/cultural comparison of the role of adaptive selling and customer orientation is even scarcer. Therefore, the objective of the current study is to examine the role of adaptive selling and customer orientation on salesperson performance in two distinct markets of Europe and Asia—namely Finland and Macau. Using personal interviews, data were collected from salespeople operating in both countries. The study results indicate that customer orientation had significant effect on sales performance, customer satisfaction, and adaptive selling behavior of salespersons. Furthermore, salesperson adaptive selling behavior had significant effect on sales performance and customer orientation but not on customer satisfaction.
KeywordAdaptive selling cross-country investigation customer orientation Finland Macau salesperson performance
DOI10.1080/15475778.2016.1166999
URLView the original
Language英语
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Document TypeJournal article
CollectionUniversity of Macau
Corresponding AuthorKaynak,Erdener
Affiliation1.Pennsylvania State University at Harrisburg,,Middletown,United States
2.Pennsylvania State University at York,,York,United States
3.University of Macau,,Tapia,Macao
4.The University of Eastern Finland,,Joensuu,Finland
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GB/T 7714
Kaynak,Erdener,Kara,Ali,Chow,Clement S.F.,et al. Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia[J]. Journal of Transnational Management,2016,21(2):62-83.
APA Kaynak,Erdener,Kara,Ali,Chow,Clement S.F.,&Laukkanen,Tommi.(2016).Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia.Journal of Transnational Management,21(2),62-83.
MLA Kaynak,Erdener,et al."Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia".Journal of Transnational Management 21.2(2016):62-83.
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