Cross-Cultural Issues in Sales Behavior Research

George Deitz; Jared Oakley; Alexa K. Fox; Jeong Eun

doi:10.1007/978-3-319-11815-4_230

Cross-Cultural Issues in Sales Behavior Research

George Deitz
, Jared Oakley
, Alexa K. Fox
, Jeong Eun

Research output: Chapter in Book/Report/Conference proceeding › Chapter › peer-review

Abstract

Sales researchers and managers have long sought to identify and promote effective selling practices that improve firm performance. One prominent stream of relational sales research has dealt with the concept of adaptive selling behavior (ASB). A meta-analysis of over 31,000 salespeople by Franke and Park (2006) identified antecedents and outcomes of ASB, but focused largely on U.S. salespeople. Thus, relatively little is known about such sales practices in alternative cultural contexts.

Original language	English
Title of host publication	Developments in Marketing Science
Subtitle of host publication	Proceedings of the Academy of Marketing Science
Publisher	Springer Nature
Pages	789-793
Number of pages	5
DOIs	https://doi.org/10.1007/978-3-319-11815-4_230
State	Published - 2016

Publication series

Name	Developments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)	2363-6165
ISSN (Electronic)	2363-6173

Bibliographical note

Publisher Copyright:
© 2016, Academy of Marketing Science.

Keywords

Adaptive Selling Behavior
Cross-Cultural
Sales Behavior

Access to Document

10.1007/978-3-319-11815-4_230

Cite this

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title = "Cross-Cultural Issues in Sales Behavior Research",

abstract = "Sales researchers and managers have long sought to identify and promote effective selling practices that improve firm performance. One prominent stream of relational sales research has dealt with the concept of adaptive selling behavior (ASB). A meta-analysis of over 31,000 salespeople by Franke and Park (2006) identified antecedents and outcomes of ASB, but focused largely on U.S. salespeople. Thus, relatively little is known about such sales practices in alternative cultural contexts.",

keywords = "Adaptive Selling Behavior, Cross-Cultural, Sales Behavior",

author = "George Deitz and Jared Oakley and Fox, \{Alexa K.\} and Jeong Eun",

note = "Publisher Copyright: {\textcopyright} 2016, Academy of Marketing Science.",

year = "2016",

doi = "10.1007/978-3-319-11815-4\_230",

language = "English",

series = "Developments in Marketing Science: Proceedings of the Academy of Marketing Science",

publisher = "Springer Nature",

pages = "789--793",

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Cross-Cultural Issues in Sales Behavior Research. / Deitz, George; Oakley, Jared; Fox, Alexa K. et al.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer Nature, 2016. p. 789-793 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science).

Research output: Chapter in Book/Report/Conference proceeding › Chapter › peer-review

TY - CHAP

T1 - Cross-Cultural Issues in Sales Behavior Research

AU - Deitz, George

AU - Oakley, Jared

AU - Fox, Alexa K.

AU - Eun, Jeong

PY - 2016

Y1 - 2016

N2 - Sales researchers and managers have long sought to identify and promote effective selling practices that improve firm performance. One prominent stream of relational sales research has dealt with the concept of adaptive selling behavior (ASB). A meta-analysis of over 31,000 salespeople by Franke and Park (2006) identified antecedents and outcomes of ASB, but focused largely on U.S. salespeople. Thus, relatively little is known about such sales practices in alternative cultural contexts.

AB - Sales researchers and managers have long sought to identify and promote effective selling practices that improve firm performance. One prominent stream of relational sales research has dealt with the concept of adaptive selling behavior (ASB). A meta-analysis of over 31,000 salespeople by Franke and Park (2006) identified antecedents and outcomes of ASB, but focused largely on U.S. salespeople. Thus, relatively little is known about such sales practices in alternative cultural contexts.

KW - Adaptive Selling Behavior

KW - Cross-Cultural

KW - Sales Behavior

UR - https://www.scopus.com/pages/publications/85125249777

U2 - 10.1007/978-3-319-11815-4_230

DO - 10.1007/978-3-319-11815-4_230

M3 - Chapter

AN - SCOPUS:85125249777

T3 - Developments in Marketing Science: Proceedings of the Academy of Marketing Science

SP - 789

EP - 793

BT - Developments in Marketing Science

PB - Springer Nature

ER -

Cross-Cultural Issues in Sales Behavior Research

Abstract

Publication series

Bibliographical note

Keywords

Access to Document

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Cite this