How Adaptive Selling Behavior Influences Performance: Complementary Roles of Salespeople Skills and Service Leadership

Hsiang-Chih Hu, Shu-Hui Chuang and Shinyi Lin
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Hsiang-Chih Hu: Asia University, Taiwan
Shu-Hui Chuang: Asia University, Taiwan
Shinyi Lin: National Taichung University of Education, Taiwan

International Journal of Technology and Human Interaction (IJTHI), 2021, vol. 17, issue 1, 75-89

Abstract: Sales behavior is a key criterion for judging the selling performance of salespeople. This study explores how salespeople use social networking sites (SNSs) to improve their selling performance. Accordingly, the authors examine the mediating role of adaptive selling behavior on SNSs and consider the relation between performance and service leadership. In this study, 422 salespeople are brought in direct contact with customers in Taiwan, and it is found that SNS infusion and service leadership are crucial to salespeople's adaptive selling behavior. The results provide strong evidence for the mediating effect of adaptive selling behavior on the relation between each antecedent and SNS infusion.

Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:igg:jthi00:v:17:y:2021:i:1:p:75-89

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