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Sales Success as Predicted by A Process Measure of Adaptability
16 references·4 citing·38 second hop
Sales Success as Predicted by A Process Measure of Adaptability (1994)Sales Success as Predicted by A Process M…Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople (1990)Client Evaluation Cues: A Com…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Interpersonal Processes: New Directions in Communication Research (1987)Interpersonal Processes: New …Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Domineeringness and dominance: Replication and expansion (1979)Domineeringness and dominance…A relational approach to interpersonal communication. (1976)A relational approach to inte…ANALYSIS OF RELATIONAL COMMUNICATION IN DYADS: NEW MEASUREMENT PROCEDURES (1975)ANALYSIS OF RELATIONAL COMMUN…New Procedures for Analyzing Relational Communication (1973)New Procedures for Analyzing …Pragmatics of Human Communication: A Study of Interactional Patterns, Pathologies, and Paradoxes. (1969)Pragmatics of Human Communica…Pragmatics of Human Communication: A Study of Interactional Patterns, Pathologies, and Paradoxes. (1967)Pragmatics of Human Communica…Selling as a Dyadic Relationship – A New Approach (1963)Selling as a Dyadic Relations…Naven (1958)NavenWhat makes a good salesman (1931)What makes a good salesmanNonverbal Communication And Sales Performance: Do High and Low-Performing Sales Students Gesture in the Same Way? (2023)Nonverbal Communication And S…Fail fast, sell well: The contingent impact of failing fast on salesperson performance (2019)Fail fast, sell well: The con…Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia (2016)Role of adaptive selling and …An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market (2013)An examination of the effects…A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. 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(1983)Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes (1997)Implementing the Marketing Concept at the Employee-Customer Interface: The Role of Customer Need Knowledge (2009)Performance Adaptation (2013)Research on the Nature and Determinants of Marital Satisfaction: A Decade in Review (2000)Qualitative content analysis in nursing research: concepts, procedures and measures to achieve trustworthiness (2003)An Integrated Approach to Communication Theory and Research (2014)Communication Style in the Salesperson-Customer Dyad (1985)A Dyadic Study of Interpersonal Information Search (1998)Influence Tactics for Effective Adaptive Selling (2006)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)Hypothesizing, Circularity, and Neutrality Revisited: An Invitation to Curiosity (1987)Interventive Interviewing: Part II. Reflexive Questioning as a Means to Enable Self‐Healing (1987)The Mass Media and American Politics (1989)Methodological Issues and Considerations in Studying Family Businesses (1989)Culture and Organizational Learning (1993)meaning and feeling in the anthropology of emotions (1996)Subjective Uncertainty Reduction through Self-categorization: A Motivational Theory of Social Identity Processes (2000)Uncertainty management by means of fairness judgments (2002)Uncertainty–Identity Theory (2007)
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References

  • 1969Pragmatics of Human Communication: A Study of Interactional Patterns, Pathologies, and Paradoxes.2,273 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1958Naven737 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1967Pragmatics of Human Communication: A Study of Interactional Patterns, Pathologies, and Paradoxes.608 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity519 cited
  • 1987Interpersonal Processes: New Directions in Communication Research451 cited
  • 1963Selling as a Dyadic Relationship – A New Approach321 cited
  • 1975ANALYSIS OF RELATIONAL COMMUNICATION IN DYADS: NEW MEASUREMENT PROCEDURES308 cited
  • 1976A relational approach to interpersonal communication.157 cited
  • 1990Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople130 cited
  • 1973New Procedures for Analyzing Relational Communication122 cited
  • 1979Domineeringness and dominance: Replication and expansion

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113 cited
  • 1931What makes a good salesman106 cited
  • Cited by

    • 2013An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market32 cited
    • 2016Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia29 cited
    • 2019Fail fast, sell well: The contingent impact of failing fast on salesperson performance21 cited
    • 2023Nonverbal Communication And Sales Performance: Do High and Low-Performing Sales Students Gesture in the Same Way?6 cited