A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics

By Ralph W. Giacobbe, Donald w. Jackson, Lawrence Crosby, Claudia M. Bridges. 2006

193 citations recorded by the source corpus.

Subfields: Management Science and Operations Research, Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/29b082f6a5c71f58a5361a0a2b5e35fa2e9ef249

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Management Science and Operations Research

1. Christian Homburg
2. Fernando Jaramillo
3. James A. Roberts
4. L. Chonko
5. J. Wieseke

In Marketing

1. J. Wieseke
2. Florian Kraus
3. A. Geigenmüller
4. Christian Homburg
5. Fernando Jaramillo
6. James A. Roberts
7. E. A. Goad
8. Torsten Bornemann

In Organizational Behavior and Human Resource Management

1. Fernando Jaramillo
2. James A. Roberts
3. J. Wieseke
4. L. Chonko
5. Douglas B. Grisaffe
6. Florian Kraus
7. A. Geigenmüller
8. E. A. Goad

Citations in the corpus

• Does Customer Orientation Impact Objective Sales Performance? Insights from a Longitudinal Model in Direct Selling (2009, background): “Numerous studies have found that adaptive selling is an important driver of salesperson’s performance (e.g., Giacobbe et al. 2006; Jaramillo et al. 2007).”
• Implementing the Marketing Concept at the Employee–Customer Interface: The Role of Customer Need Knowledge (2009, background): “The marketing literature also highlights the potential importance of empathy for successful employee–customer interactions (Aggarwal et al. 2005; Giacobbe et al. 2006) and commonly adopts the conceptualization of cognitive empathy.”
• Examining the Impact of Servant Leadership on Sales Force Performance (2009, background): “In various contexts (e.g., Giacobbe et al. 2006; Rapp et al. 2006), experienced salespeople have been shown to operate differently than inexperienced salespeople from the perspective of simply giving more consideration to more behavioral options, and the like.”
• On the Role of Empathy in Customer-Employee Interactions (2012, background): “From an extensive literature review and in line with more recent studies on the empathy phenomenon (e.g., Devoldre et al. 2010; Giacobbe et al. 2006; Mencl and May 2009), we understand empathy to be the ability to sense and share another’s thoughts, feelings, and experiences and to react to the…”
• The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance (2014, background): “This is critical for training since learning adaptive selling techniques is likely easier (Giacobbe et al. 2006) than changing enduring orientations like SO or CO.”