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Adaptive Selling
This is an excerpt from the paper...
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tentatively applied mid-1980s theories about
organizational culture to management of the adaptive
sales situation, concluding that organizations that
encouraged employee independence and
experimentation and encouraged long-term employment
would also provide the most supportive environments
for adaptive selling. Building on this framework, later
analysts attempted to develop tools for measuring both
adaptive selling and the varying adaptive selling abilities
of individual salespeople. Some researchers have begun
to examine adaptive selling ability in the light of
demographic factors such as gender, age, sales
experience and education. A later paper by Barton A.
Weitz, writing with another colleague, Rosann L. Spiro,
attempted to build on his earlier research by developing
a 16-item scale that would measure the degree to which
salespeople practice adaptive selling. Initial hypotheses
in this research identified several important factors that
affected salespeople's adaptive selling ability: empathic
ability, self-monitoring, social confidence and the
salespersons' beliefs that their actions can have positive
effects on the rewards they receive, or what Weitz and
Spiro called "the locus of control" (Spiro & Weitz, 1990,
pp. 62-64).