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Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

Barton A. Weitz¹; Harish Sujan²; Mita Sujan²

¹ J. C. Penney Eminent Scholar in Retail Management, University of Florida. · ² The Pennsylvania State University

The authors propose that adaptive selling is influenced by salespeople's knowledge of customer types and sales strategies as well as their motivation to alter the direction of their behavior. Pertinent research in psychology and personal selling is reviewed and specific propositions relating to knowledge, motivation, and adaptive behavior are advanced. On the basis of these propositions, suggestions are made for selecting, training, managing, and compensating salespeople.

DOI

10.1177/002224298605000404

Volume

50 (4)

Pages

174-191

Language

en

Export

BibTeX

Sources

crossref openalex