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Journal of Personal Selling & Sales Management Volume 32, 2012 - Issue 2
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Original Articles

An Empirical Study on the Impact of Two Types of Goal Orientation and Salesperson Perceived Obsolescence on Adaptive Selling

Junwu ChaiView further author information
,
Guangzhi ZhaoView further author information
&
Barry J. BabinView further author information
Pages 261-273 | Published online: 23 Sep 2013

Citations (17)

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Read on this site (2)

Cindy B. Rippé, Suri Weisfeld-Spolter, Alan J. Dubinsky, Aaron D. Arndt & Maneesh Thakkar. (2016) Selling in an asymmetric retail world: perspectives from India, Russia, and the US on buyer–seller information differential, perceived adaptive selling, and purchase intention. Journal of Personal Selling & Sales Management 36:4, pages 344-362.
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Guang-Xin Xie & Lynn R. Kahle. (2014) Approach or avoid? The effect of regulatory focus on consumer behavioural responses to personal selling attempts. Journal of Personal Selling & Sales Management 34:4, pages 260-271.
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Articles from other publishers (15)

Harindranath R.M.Bharadhwaj Sivakumaran. (2022) Promotional inputs and selling: evidence from India. Journal of Business & Industrial Marketing 38:5, pages 1000-1014.
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Michele Rigolizzo, Kevin J. Johnson & Jean‐François Harvey. (2022) Disentangling empowerment: Considering the role of employee perceptions in adaptive selling. Journal of Applied Social Psychology 53:1, pages 52-61.
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Abena Emily Ayowa Asante-Asamani, Mohammad Elahee & Jason MacDonald. (2021) Goal orientation and negotiation strategies: an empirical analysis. Review of International Business and Strategy 32:3, pages 437-455.
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Fred Miao, Yi Zheng, Zhimei Zang, Douglas B. Grisaffe & Kenneth Evans. (2021) Managing differential effects of salespersons’ regulatory foci–a dual process model of dominant and supplemental pathways. Journal of the Academy of Marketing Science 50:3, pages 563-585.
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Romain Farellacci & Sandrine Hollet-Haudebert. 2022. Celebrating the Past and Future of Marketing and Discovery with Social Impact. Celebrating the Past and Future of Marketing and Discovery with Social Impact 283 297 .
Tuan Trong Luu. (2020) Can sales leaders with humility create adaptive retail salespersons?. Psychology & Marketing 37:9, pages 1292-1315.
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Wagner Junior Ladeira, Fernando de Oliveira Santini, Janaína Raquel Andrade da Costa & Lucas Endrigo Severo Ribeiro. (2018) Strategic orientation for failure recovery and performance behavior. Marketing Intelligence & Planning 36:6, pages 646-660.
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Reza Rajabi, Thomas Brashear-Alejandro & Cristian Chelariu. (2018) Entrepreneurial motivation as a key salesperson competence: trait antecedents and performance consequences. Journal of Business & Industrial Marketing 33:4, pages 405-416.
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Lauren Skinner Beitelspacher, Thomas L. Baker, Adam Rapp & Dhruv Grewal. (2017) Understanding the long-term implications of retailer returns in business-to-business relationships. Journal of the Academy of Marketing Science 46:2, pages 252-272.
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Omar S. Itani, Raj Agnihotri & Rebecca Dingus. (2017) Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler. Industrial Marketing Management 66, pages 64-79.
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Cindy B. Rippé, Suri Weisfeld-Spolter, Yuliya Yurova, Alan J. Dubinsky & Dena Hale. (2017) Under the sway of a mobile device during an in-store shopping experience. Psychology & Marketing 34:7, pages 733-752.
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Alfred Wong, Ying Liu & Dean Tjosvold. (2015) Service leadership for adaptive selling and effective customer service teams. Industrial Marketing Management 46, pages 122-131.
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Dustin K. JundtMindy K. ShossJason L. Huang. (2015) Individual adaptive performance in organizations: A review. Journal of Organizational Behavior 36:S1, pages S53-S71.
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Shamala KumarHasini Gunawardana. (2014) Succeeding at Sales by Avoiding Failure: Social Achievement Goals in a Collectivist Cultural Context. South Asian Journal of Human Resources Management 1:2, pages 135-151.
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Christian Koof & Marion Büttgen. 2013. Aktuelle Beiträge zur Dienstleistungsforschung. Aktuelle Beiträge zur Dienstleistungsforschung 49 84 .

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