Adaptive Selling: Conceptualization, Measurement, and Nomological Validity
- 1 February 1990
- journal article
- Published by JSTOR in Journal of Marketing Research
- Vol. 27 (1) , 61
- https://doi.org/10.2307/3172551
Abstract
A 16-item scale is developed to measure the degree to which salespeople practice adaptive selling-the degree to which they alter their sales presentation across...Keywords
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