Adaptive Selling, Buyer-Seller Similarity and Intermediate Sales Goals: A Causal Path Analysis
1988
Loading...
View/Download File
Persistent link to this item
Statistics
View StatisticsJournal Title
Journal ISSN
Volume Title
Title
Adaptive Selling, Buyer-Seller Similarity and Intermediate Sales Goals: A Causal Path Analysis
Authors
Published Date
1988
Publisher
Bureau of Business and Economic Research
Type
Working Paper
Abstract
This paper reports the results of a causal path analysis of a partial model of salesperson performance. The results were obtained by measuring both buyer and seller views of shared trade relationships. Adaptive selling was shown not to be a major influence on performance although it had some effect when mediated by salesperson resources. The links between performance and intermediate sales goals such as perceived similarity, expertise, trust and liking of the seller were significant. Perceived similarity of the seller was shown to be effective only when working through trust and liking. Lastly, buyer-seller similarity in weight, but not height, was strongly linked to sales performance.
Description
The year given (1988) is an estimate.
Related to
Replaces
License
Series/Report Number
Funding information
Isbn identifier
Doi identifier
Previously Published Citation
Suggested citation
Dion, Paul A. (1988). Adaptive Selling, Buyer-Seller Similarity and Intermediate Sales Goals: A Causal Path Analysis. Retrieved from the University Digital Conservancy, https://hdl.handle.net/11299/264680.
Content distributed via the University Digital Conservancy may be subject to additional license and use restrictions applied by the depositor. By using these files, users agree to the Terms of Use. Materials in the UDC may contain content that is disturbing and/or harmful. For more information, please see our statement on harmful content in digital repositories.