Abstract
Adaptive selling behavior (ASB) is an important factor in salesperson success with customers. Although significant progress has occurred in understanding the ASB concept, a number of conflicting issues remain related to its determinants and outcomes. This paper presents a review of the ASB literature, highlights noteworthy areas of disagreement, and empirically examines the relationships among learning orientation, ASB, sales performance, and job satisfaction with a sample of Korean automobile salespeople. The authors offer a number of implications for research and practice, and suggest directions for future ASB research to further improve our understanding of this topic.
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