@inbook{9b8a80d990264af48de2b36310ca3a9f,
title = "Effects of Adaptive Selling Behavior and Customer Orientation on Performance: An Empirical Analysis of Pharmaceutical Salespeople in an Emerging Market",
abstract = "Salesperson adaptive selling behavior and customer orientation have been the main focus of researchers and practitioners over the past several decades. Adaptive selling enables salespeople to tailor messages to fit customers' needs and preferences (Weitz, Sujan and Sujan, 1986).",
author = "Ali Kara and Mehmet Turan and Serap Cabuk",
note = "Publisher Copyright: {\textcopyright} 2015, Academy of Marketing Science.",
year = "2015",
doi = "10.1007/978-3-319-10864-3_62",
language = "English (US)",
series = "Developments in Marketing Science: Proceedings of the Academy of Marketing Science",
publisher = "Springer Nature",
pages = "110",
booktitle = "Developments in Marketing Science",
address = "United States",
}