|
|||||
|
|
Antecedents of adaptive selling among retail salespeople: A multilevel analysis |
|
| Authors: | Antonis C. Simintiras Kemefasu Ifie Alan Watkins Konstatinos Georgakas |
| Affiliation: | 1. Eindhoven University of Technology, Department of Industrial Engineering & Innovation Sciences, P.O. Box 513, 5600 MB Eindhoven, The Netherlands;2. Università Commerciale Luigi Bocconi and SDA Bocconi School of Management, Via Roentgen 1, 20136 Milano, Italy;1. College of Business, Florida State University, 821 Academic Way, Tallahassee, 32306-1110 FL USA;2. College of Business Administration, University of Akron, 259 South Broadway Street, Office 306, Akron, OH 44325-4804, USA;3. Harbert College of Business, Auburn University, 247 Lowder Business Building, 415 W. Magnolia Ave., Auburn, AL 36849, USA;1. University of Santiago de Compostela, Facultad de Administración y Dirección de Empresas, Avda. Alfonso X el Sabio, s/n, Lugo 27002, Spain;2. University of País Vasco (UPV/EHU), EU Estudios Empresariales, Comandante Izarduy, 23, Vitoria-Gasteiz 01006, Spain;3. University of Santiago de Compostela, Facultad de CC. Económicas y Empresariales, Avda. Juan XXIII, s/n, Santiago de Compostela 15782, Spain;4. University of Texas at Arlington, College of Business Administration, Box 19469, Arlington, TX 76019-0469, United States |
| 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. |
| Keywords: | Affective commitment Selling skills Adaptive selling Empowerment Behavior-based control Multilevel modeling |
| 本文献已被 ScienceDirect 等数据库收录！ | |