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How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective
16 references·5 citing·44 second hop
How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective (2020)How salesperson traits and intuitive judg…Common methods variance detection in business research (2015)Common methods variance detec…A Beginner's Guide to Structural Equation Modeling (2015)A Beginner's Guide to Structu…Method Variance and Marker Variables: A Review and Comprehensive CFA Marker Technique (2010)Method Variance and Marker Va…Corporate Social Responsibility: A Process Model of Sensemaking (2008)Corporate Social Responsibili…Exploring Intuition and its Role in Managerial Decision Making (2007)Exploring Intuition and its R…Organizing and the Process of Sensemaking (2005)Organizing and the Process of…Provisional Selves: Experimenting with Image and Identity in Professional Adaptation (1999)Provisional Selves: Experimen…Dual-process theories in social psychology (1999)Dual-process theories in soci…Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)Cutoff criteria for fit index…An Organizational Learning Framework: From Intuition to Institution (1999)An Organizational Learning Fr…Accounting for the effects of accountability. (1999)Accounting for the effects of…The Psychology of Attitudes (1997)The Psychology of AttitudesSensemaking in Organizations (1996)Sensemaking in OrganizationsIndividual differences in intuitive-experiential and analytical-rational thinking styles. (1996)Individual differences in int…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …A multidimensional approach to individual differences in empathy (1980)A multidimensional approach t…The past, present, and future of adaptive selling: Toward an integrative framework (2025)The past, present, and future…Will Intelligent Technologies Replace Humans in the Future? An Exploratory Study for Likelihood of Intelligent Technologies to Replace Humans in the Future (2024)Will Intelligent Technologies…Invigorating the spirit of being adaptive: Examining the role of spiritual leadership in adaptive selling (2024)Invigorating the spirit of be…How salespeople adapt communication of customer value propositions in business markets (2023)How salespeople adapt communi…Salesperson attributes that influence consumer perceptions of sales interactions (2021)Salesperson attributes that i…Significance tests and goodness of fit in the analysis of covariance structures. (1980)Comparative fit indexes in structural models. (1990)Alternative Ways of Assessing Model Fit (1992)Fit indices in covariance structure modeling: Sensitivity to underparameterized model misspecification. 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References

  • 1999Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives108,592 cited
  • 1996Sensemaking in Organizations15,614 cited
  • 1997The Psychology of Attitudes7,143 cited
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  • 1999Accounting for the effects of accountability.2,406 cited
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  • 2007Exploring Intuition and its Role in Managerial Decision Making

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1,511 cited
  • 2008Corporate Social Responsibility: A Process Model of Sensemaking1,350 cited
  • Cited by

    • 2021Salesperson attributes that influence consumer perceptions of sales interactions29 cited
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    • 2024Invigorating the spirit of being adaptive: Examining the role of spiritual leadership in adaptive selling20 cited
    • 2025The past, present, and future of adaptive selling: Toward an integrative framework14 cited
    • 2023How salespeople adapt communication of customer value propositions in business markets13 cited