Abstract
Sales researchers and managers have long sought to identify and promote effective selling practices that improve firm performance. One prominent stream of relational sales research has dealt with the concept of adaptive selling behavior (ASB). A meta-analysis of over 31,000 salespeople by Franke and Park (2006) identified antecedents and outcomes of ASB, but focused largely on U.S. salespeople. Thus, relatively little is known about such sales practices in alternative cultural contexts.
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© 2016 Academy of Marketing Science
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Deitz, G., Oakley, J., Fox, A.K., Eun, J. (2016). Cross-Cultural Issues in Sales Behavior Research. In: Obal, M., Krey, N., Bushardt, C. (eds) Let’s Get Engaged! Crossing the Threshold of Marketing’s Engagement Era. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-11815-4_230
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DOI: https://doi.org/10.1007/978-3-319-11815-4_230
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-11814-7
Online ISBN: 978-3-319-11815-4
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