Effects of Adaptive Selling Behavior and Customer Orientation on Performance: An Empirical Analysis of Pharmaceutical Salespeople in an Emerging Market

Ali Kara, Mehmet Turan, Serap Cabuk

Research output: Chapter in Book/Report/Conference proceedingChapter

1 Scopus citations

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).

Original languageEnglish (US)
Title of host publicationDevelopments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
PublisherSpringer Nature
Pages110
Number of pages1
DOIs
StatePublished - 2015

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173

All Science Journal Classification (ASJC) codes

  • Strategy and Management
  • Marketing

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