Linking improvisational behavior, adaptive selling behavior and sales performance
International Journal of Productivity and Performance Management
ISSN: 1741-0401
Article publication date: 28 August 2020
Issue publication date: 18 October 2021
Abstract
Purpose
This research examined the relationships between improvisational behavior, adaptive selling behavior and sales performance of direct sellers in Thailand. This research also investigated whether these relationships are moderated by the degree of challenge orientation and sellers' knowledge about the products.
Design/methodology/approach
The data were collected through a survey with sellers from a subsidiary of a multinational corporation located in Bangkok, Thailand (n = 172). Partial least squares–structural equation modeling was used to analyze the data.
Findings
Results from data analysis revealed positive relationships between improvisational behavior, adaptive selling behavior and sales performance. The relationship between improvisational behavior and adaptive selling behavior, as well as the relationship between adaptive selling behavior and sales performance, significantly depended on the degree of challenge orientation and the sellers' knowledge about the products.
Research limitations/implications
The data were collected using self-report measures; the sample was sellers from a single sales organization, and cross-sectional data were used for the analysis. Overall, this study is the exploratory research that does not intend to prove the causal effect of improvisational behavior, but rather to provide new insight on some conditional factors that influence its effectiveness.
Practical implications
It is essential for sales organizations to ensure that their sales force has adequate improvisational skills to handle sales adaptations effectively during unexpected sales situations. Some training may be offered to the sales force to develop these imperative improvisational skills.
Originality/value
The results regarding the moderating effect of challenge orientation and product knowledge provided additional insight to prior research about the potential conditions that influence the effectiveness of improvisational behavior and adaptive selling behaviors.
Keywords
Acknowledgements
This research is partially funded by the National Institute of Development Administration.
Citation
Charoensukmongkol, P. and Suthatorn, P. (2021), "Linking improvisational behavior, adaptive selling behavior and sales performance", International Journal of Productivity and Performance Management, Vol. 70 No. 7, pp. 1582-1603. https://doi.org/10.1108/IJPPM-05-2019-0235
Publisher
:Emerald Publishing Limited
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