Access

You are not currently logged in.

Access your personal account or get JSTOR access through your library or other institution:

login

Log in to your personal account or through your institution.

If You Use a Screen Reader

This content is available through Read Online (Free) program, which relies on page scans. Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.

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
DOI: 10.2307/1251294
Stable URL: http://www.jstor.org/stable/1251294
Page Count: 18
  • Read Online (Free)
  • Download ($24.00)
  • Subscribe ($19.50)
  • Cite this Item
Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
Preview not available

Abstract

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.

Page Thumbnails

  • Thumbnail: Page 
174
    174
  • Thumbnail: Page 
175
    175
  • Thumbnail: Page 
176
    176
  • Thumbnail: Page 
177
    177
  • Thumbnail: Page 
178
    178
  • Thumbnail: Page 
179
    179
  • Thumbnail: Page 
180
    180
  • Thumbnail: Page 
181
    181
  • Thumbnail: Page 
182
    182
  • Thumbnail: Page 
183
    183
  • Thumbnail: Page 
184
    184
  • Thumbnail: Page 
185
    185
  • Thumbnail: Page 
186
    186
  • Thumbnail: Page 
187
    187
  • Thumbnail: Page 
188
    188
  • Thumbnail: Page 
189
    189
  • Thumbnail: Page 
190
    190
  • Thumbnail: Page 
191
    191