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Antecedents of adaptive selling among retail salespeople: a multilevel analysis
journal contribution
posted on 2015-10-23, 14:40 authored by Antonis Simintiras, Kemefasu IfieKemefasu Ifie, Alan Watkins, Konstantinos GeorgakasThe literature on adaptive selling behavior has grown rapidly over the years, with heavier emphasis placed on industrial/professional salespeople and less attention given to retail salespeople. This study contributes to addressing this imbalance by examining the effects of two salesperson factors (selling skills and affective commitment) and two company-level variables (empowerment and behavior-based control) on the adaptive selling behavior of retail salespeople. Using data obtained from a two staged sampling procedure (105 companies and 419 salespeople), we employ a multilevel analytical procedure to model the effects of the salesperson and organizational factors on adaptive selling behavior of retail salespeople. The results indicate that selling skills and affective commitment directly influence adaptive selling while empowerment and behavior based control only indirectly influence adaptive selling behavior. Based on the findings of this study, implications for managing retail salespeople as well as limitations and suggestions for future research are presented.
History
School
- Business and Economics
Department
- Business
Published in
Journal of Retailing and Consumer ServicesVolume
20Issue
4Pages
419 - 428 (10)Citation
SIMINTIRAS, A. ...et al., 2013. Antecedents of adaptive selling among retail salespeople: a multilevel analysis. Journal of Retailing and Consumer Services, 20(4), pp. 419-428.Publisher
© ElsevierVersion
- AM (Accepted Manuscript)
Publisher statement
This work is made available according to the conditions of the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International (CC BY-NC-ND 4.0) licence. Full details of this licence are available at: https://creativecommons.org/licenses/by-nc-nd/4.0/Publication date
2013Notes
This paper was accepted for publication in the journal Journal of Retailing and Consumer Services and the definitive published version is available at http://dx.doi.org/10.1016/j.jretconser.2013.04.004ISSN
1873-1384Publisher version
Language
- en