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Cognitive Complexity and Salesperson Adaptability: An Exploratory Investigation
16 references·7 citing·39 second hop
Cognitive Complexity and Salesperson Adaptability: An Exploratory Investigation (2000)Cognitive Complexity and Salesperson Adap…Handbook of social psychology (2004)Handbook of social psychologyAdaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation (1989)Mapping the Procedural Knowle…Knowledge Structure Differences between More Effective and Less Effective Salespeople (1988)Knowledge Structure Differenc…Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept (1988)Determinants of Selling Effec…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Attributional complexity: An individual differences measure. (1986)Attributional complexity: An …A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Relationship between Salesperson Performance and Understanding of Customer Decision Making (1978)Relationship between Salesper…Applied factor analysis (1970)Applied factor analysisAttribution theory in social psychology (1967)Attribution theory in social …The Scree Test For The Number Of Factors (1966)The Scree Test For The Number…From Acts To Dispositions The Attribution Process In Person Perception (1965)From Acts To Dispositions The…Nebraska Symposium on Motivation, 1961 (1963)Nebraska Symposium on Motivat…The psychology of interpersonal relations. (1958)The psychology of interperson…The Psychology of Interpersonal Relations. (1958)The Psychology of Interperson…The past, present, and future of adaptive selling: Toward an integrative framework (2025)The past, present, and future…How do students develop intercultural competence during international mobility? (2025)How do students develop inter…Can sales leaders with humility create adaptive retail salespersons? (2020)Can sales leaders with humili…The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance (2017)The mediating effects of adap…Does the hierarchical position of the buyer make a difference? The influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context (2014)Does the hierarchical positio…The role of the customer contact person's age in service encounters (2010)The role of the customer cont…Analysis and Recommendations for the Alternative Measures of Adaptive Selling (2004)Analysis and Recommendations …The Principles of Psychology (1891)The Strength of Weak Ties (1973)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Handbook of Positive Psychology (2001)The Concept of Mind (2006)Principles Of Gestalt Psychology (2013)Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)Social perception and phenomenal causality. 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References

  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1966The Scree Test For The Number Of Factors13,549 cited
  • 1958The psychology of interpersonal relations.13,448 cited
  • 1958The Psychology of Interpersonal Relations.11,823 cited
  • 2004Handbook of social psychology4,689 cited
  • 1967Attribution theory in social psychology3,831 cited
  • 1965From Acts To Dispositions The Attribution Process In Person Perception3,423 cited
  • 1970Applied factor analysis2,458 cited
  • 1963Nebraska Symposium on Motivation, 19612,337 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
  • 1986Attributional complexity: An individual differences measure.325 cited
  • 1988Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept279 cited
  • 1988Knowledge Structure Differences between More Effective and Less Effective Salespeople255 cited

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  • 1989Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation179 cited
  • Cited by

    • 2004Analysis and Recommendations for the Alternative Measures of Adaptive Selling33 cited
    • 2014Does the hierarchical position of the buyer make a difference? The influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context32 cited
    • 2010The role of the customer contact person's age in service encounters28 cited
    • 2017The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance27 cited
    • 2020Can sales leaders with humility create adaptive retail salespersons?23 cited
    • 2025How do students develop intercultural competence during international mobility?17 cited
    • 2025The past, present, and future of adaptive selling: Toward an integrative framework14 cited