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Title: Antecedents of adaptive selling among retail salespeople: a multilevel analysis
Authors: Simintiras, Antonis
Ifie, Kemefasu
Watkins, Alan
Georgakas, Konstantinos
Keywords: Affective commitment
Selling skills
Adaptive selling
Empowerment
Behavior-based control
Multilevel modeling
Issue Date: 2013
Publisher: © Elsevier
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.
Abstract: The 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.
Description: 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.2013.04.004
Version: Accepted for publication
DOI: 10.1016/j.jretconser.2013.04.004
URI: https://dspace.lboro.ac.uk/2134/19107
Publisher Link: http://dx.doi.org/10.1016/j.jretconser.2013.04.004
ISSN: 1873-1384
Appears in Collections:Published Articles (Business School)

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