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Role of Adaptive Selling and Consumer Orientation on Salesperson Performance: Evidence from Two Distinct Markets of Europe and Asia
Kaynak, E.1; Kara, A1; Chow, C.S.F.2; Laukanen, T.3
2016
Source PublicationJournal of Transnational Management
ISSN1547-5778
Volume21Issue:2Pages:62-83
Abstract

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 Salesperson Performance Finland Customer Orientation Cross-country Investigation Macau
DOIhttps://doi.org/10.1080/15475778.2016.1166999
Language英语
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Document TypeJournal article
CollectionFaculty of Business Administration
DEPARTMENT OF MANAGEMENT AND MARKETING
Corresponding AuthorKaynak, E.
Affiliation1.Pennsylvania State University at Harrisburg, Middletown, Pennsylvania, USA Correspondence
2.University of Macau, Tapia, Macau SAR, China
3.The University of Eastern Finland, Joensuu, Finland
Recommended Citation
GB/T 7714
Kaynak, E.,Kara, A,Chow, C.S.F.,et al. Role of Adaptive Selling and Consumer 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, E.,Kara, A,Chow, C.S.F.,&Laukanen, T..(2016).Role of Adaptive Selling and Consumer Orientation on Salesperson Performance: Evidence from Two Distinct Markets of Europe and Asia.Journal of Transnational Management,21(2),62-83.
MLA Kaynak, E.,et al."Role of Adaptive Selling and Consumer 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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