Online citations, reference lists, and bibliographies.
Please confirm you are human
(Sign Up for free to never see this)
← Back to Search

Knowledge, Motivation, And Adaptive Behavior: A Framework For Improving Selling Effectiveness

Barton A. Weitz, Harish Sujan, Mita Sujan

Save to my Library
Download PDF
Analyze on Scholarcy
Share
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.