IRMA-International.org: Creator of Knowledge
Information Resources Management Association
Advancing the Concepts & Practices of Information Resources Management in Modern Organizations

How Adaptive Selling Behavior Influences Performance: Complementary Roles of Salespeople Skills and Service Leadership

How Adaptive Selling Behavior Influences Performance: Complementary Roles of Salespeople Skills and Service Leadership
View Sample PDF
Author(s): Hsiang-Chih Hu (Asia University, Taiwan), Shu-Hui Chuang (Asia University, Taiwan)and Shinyi Lin (National Taichung University of Education, Taiwan)
Copyright: 2021
Volume: 17
Issue: 1
Pages: 15
Source title: International Journal of Technology and Human Interaction (IJTHI)
Editor(s)-in-Chief: Anabela Mesquita (ISCAP/IPP and Algoritmi Centre, University of Minho, Portugal)and Chia-Wen Tsai (Ming Chuan University, Taiwan)
DOI: 10.4018/IJTHI.2021010105

Purchase


Abstract

Sales behavior is a key criterion for judging the selling performance of salespeople. This study explores how salespeople use social networking sites (SNSs) to improve their selling performance. Accordingly, the authors examine the mediating role of adaptive selling behavior on SNSs and consider the relation between performance and service leadership. In this study, 422 salespeople are brought in direct contact with customers in Taiwan, and it is found that SNS infusion and service leadership are crucial to salespeople's adaptive selling behavior. The results provide strong evidence for the mediating effect of adaptive selling behavior on the relation between each antecedent and SNS infusion.

Related Content

Wadie Nasri. © 2023. 11 pages.
Murugan Pattusamy, Lakshmi Kanth. © 2023. 14 pages.
Mahendar Goli, Anoop Kumar Sahu, Surajit Bag, Pavitra Dhamija. © 2023. 18 pages.
Filip Sever. © 2023. 17 pages.
Yanling Huang, Haohong Zhang, Chiping Yuan, Hongtao Chen, Jialin Chen. © 2023. 26 pages.
Khalid Majrashi. © 2023. 20 pages.
Rex Perez Bringula, Janszen Kiel L. Jose, Arnelle T. Lardizabal, John Raymon D. Lizaso. © 2023. 19 pages.
Body Bottom