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Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs

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. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png American Journal of Business Emerald Publishing

Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs

American Journal of Business , Volume 21 (1): 10 – Jan 1, 2006

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References (21)

Publisher
Emerald Publishing
Copyright
Copyright © 2006 Emerald Group Publishing Limited. All rights reserved.
ISSN
1935-5181
DOI
10.1108/19355181200600003
Publisher site
See Article on Publisher Site

Abstract

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.

Journal

American Journal of BusinessEmerald Publishing

Published: Jan 1, 2006

Keywords: Adaptive Selling Behaviour; Research advancement; Teaching; Adaptive selling approach

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