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Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness The authors propose that adaptive selling is influenced by salespeople's knowledge of customer types and sales strategies as well as their motivation to alter the direction of their behavior. Pertinent research in psychology and personal selling is reviewed and specific propositions relating to knowledge, motivation, and adaptive behavior are advanced. On the basis of these propositions, suggestions are made for selecting, training, managing, and compensating salespeople. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Marketing SAGE

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

Journal of Marketing , Volume 50 (4): 18 – Oct 1, 1986

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Publisher
SAGE
Copyright
© 1986 American Marketing Association
ISSN
0022-2429
eISSN
1547-7185
DOI
10.1177/002224298605000404
Publisher site
See Article on Publisher Site

Abstract

The authors propose that adaptive selling is influenced by salespeople's knowledge of customer types and sales strategies as well as their motivation to alter the direction of their behavior. Pertinent research in psychology and personal selling is reviewed and specific propositions relating to knowledge, motivation, and adaptive behavior are advanced. On the basis of these propositions, suggestions are made for selecting, training, managing, and compensating salespeople.

Journal

Journal of MarketingSAGE

Published: Oct 1, 1986

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