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Erschienen in:
2016 | OriginalPaper | Buchkapitel
Cross-Cultural Issues in Sales Behavior Research
verfasst von : George Deitz, Jared Oakley, Alexa K. Fox, Jeong Eun
Erschienen in: Let’s Get Engaged! Crossing the Threshold of Marketing’s Engagement Era
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Abstract
Sales researchers and managers have long sought to identify and promote effective selling practices that improve firm performance. One prominent stream of relational sales research has dealt with the concept of adaptive selling behavior (ASB). A meta-analysis of over 31,000 salespeople by Franke and Park (2006) identified antecedents and outcomes of ASB, but focused largely on U.S. salespeople. Thus, relatively little is known about such sales practices in alternative cultural contexts.