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Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
Barton A. Weitz, Harish Sujan and Mita Sujan
Journal of Marketing
Vol. 50, No. 4 (Oct., 1986), pp. 174-191
Published by: American Marketing Association
Stable URL: http://www.jstor.org/stable/1251294
Page Count: 18
You can always find the topics here!Topics: Sales personnel, Customers, Sales, Marketing, Motivation research, Cognitive psychology, Social psychology, Motivation, Sales strategies, Personal selling
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The authors propose that adaptive selling is influenced by salespeople's knowledge of customer types and sales strategies as well as their motivation to alter the direction of their behavior. Pertinent research in psychology and personal selling is reviewed and specific propositions relating to knowledge, motivation, and adaptive behavior are advanced. On the basis of these propositions, suggestions are made for selecting, training, managing, and compensating salespeople.
Journal of Marketing © 1986 American Marketing Association