Sergio Raul Roman Avila

Independent

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Antecedents and Consequences of Adaptive Selling Confidence and Behavior: A Dyadic Analysis of Salespeople and Their Customers

Journal of the Academy Marketing Science (2010) 38:363–382
Number of pages: 20 Posted: 18 Nov 2015 Last Revised: 19 Feb 2016
Sergio Raul Roman Avila, Dawn Iacobucci and Dawn Iacobucci
Independent and Vanderbilt University - MarketingVanderbilt University - Marketing
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Abstract:

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Adaptive selling behavior, Adaptive selling confidence, Salesperson’s outcome performance, Firm’s customer orientation, Salesperson’s skills, Intrinsic motivation, Role ambiguity, Customer satisfaction, Customer retention, Dyadic data