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

James A. Eckert
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James A. Eckert: Western Michigan University

American Journal of Business, 2006, vol. 21, issue 1, pages 31-39

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.

Keywords: Marketing; adaptive selling model (search for similar items in EconPapers)
JEL-codes: R00 Z0 (search for similar items in EconPapers)
Date: 2006

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Persistent link: http://EconPapers.repec.org/RePEc:maj:ancoec:v:21:y:2006:i:1:p:31-39

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