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Cognitive Complexity and Salesperson Adaptability: An Exploratory Investigation

43 citations0/0 files storedJournal of Personal Selling and Sales Management

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Employee Performance and Motivation Marketing and Advertising Strategies Cognitive and psychological constructs research

Abstract

An elaborate, complex knowledge structure has been hypothesized to affect a salesperson's predisposition to practice adaptive selling. This study investigates a conceptualization of cognitive complexity, attributional complexity, within the adaptive selling framework. The research findings suggest that an elaborate/cognitive complex knowledge structure will have an influence on a salesperson's predisposition to practice adaptive selling. Implications for research and practice are developed that recognize the importance of understanding the relationship between cognitive complexity and adaptive selling.

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References

1979A Paradigm for Developing Better Measures of Marketing Constructs 1966The Scree Test For The Number Of Factors 1958The psychology of interpersonal relations.1958The Psychology of Interpersonal Relations.2004Handbook of social psychology 1967Attribution theory in social psychology 1965From Acts To Dispositions The Attribution Process In Person Perception 1970Applied factor analysis

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