Getting the Job Done: The Moderating Role of Initiative on the Relationship Between Intrinsic Motivation and Adaptive Selling

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Willingness to communicate and action control (2010, background): “In the mid-1990s, Kuhl (1994a) published Action-control theory (ACT) to account for the process of initiating action.”
Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict (2017, background): “Adaptive selling can also enhance the salesperson’s ability to build quality relationships with buyers (Jaramillo et al. 2007; Speakman and Ryals 2012).”
The Effects of Perceived Supervisor Support, Perceived Organizational Support, and Organizational Justice on Turnover among Salespeople (2009, background): “…and Solomon 2006; Johnston et al. 1988; Lucas et al. 1987; Naumann, Widmier, and Jackson 2000; Walker, Churchill, and Ford 1977) and salesperson performance (e.g., Brown and Peterson 1993; Churchill et al. 1985; Jaramillo et al. 2007; Walker, Churchill, and Ford 1977; Weitz, Sujan, and Sujan 1986).”
The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance (2014, background): “In spite of the SO and CO distinction, research synthesized in previous meta-analyses has focused on the CO aspect of SOCO and overlooked the SO dimension (Franke and Park 2006; Jaramillo et al. 2007a; Zablah et al. 2012).”