Antecedents and consequences of adaptive selling confidence and behavior: A dyadic analysis of salespeople and their customers

Journal of the Academy of Marketing Science

Volumn 38, Issue 3, 2010, Pages 363-382

  Román, Sergio ^a   Iacobucci, Dawn ^b  

^a Marketing Department   (Spain)

^b VANDERBILT UNIVERSITY   (United States)

Author keywords

Adaptive selling behavior; Adaptive selling confidence; Customer retention; Customer satisfaction; Dyadic data; Firm's customer orientation; Intrinsic motivation; Role ambiguity; Salesperson's outcome performance; Salesperson's skills

Indexed keywords

EID: 84872404797     PISSN: 00920703     EISSN: None     Source Type: Journal    
DOI: 10.1007/s11747-009-0166-9     Document Type: Article

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