Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs

Abstract

Working from the expanded model of adaptive selling behavior offered by Eckert and Plank (2004), this paper attempts to add greater depth and specificity to the adaptive output categories making them more useful for research advancement and for both the teaching and execution of an adaptive selling approach. Relevant literature is identified, organized, and offered as theory sources to support and expand the adaptive selling model.

Citation

Eckert, J.A. (2006), "Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs", American Journal of Business, Vol. 21 No. 1, pp. 31-40. https://doi.org/10.1108/19355181200600003