By studying on the antecedents and customer-oriented consequences in adaptive selling behavior model, seven factors are found out to establish a new adaptive selling behavior to meet the special needs of automotive industry. They are intrinsic motivation, customer qualification skill, technic skill, adaptive selling behavior, behavioral performance, customer satisfaction and customer percieved service quality. After empirical analysis, intrinsic motivation, customer qualification skill show high influence on adaptive selling behavior, behavioral performance, customer satisfaction and percieved service quality; adaptive selling behavior shows high influence on behavioral performance, customer satisfaction and customer percieved service quality; but the influence of technic skill, a new antecedent imported according to special needs of automotive industry, is quite limited.


    Access

    Check access

    Check availability in my library

    Order at Subito €


    Export, share and cite



    Title :

    Adaptive selling behavior model of Chinese automotive salesmen


    Contributors:
    Jun Ma (author) / Lin Lin (author) / Wenxia Xu (author)


    Publication date :

    2014-08-01


    Size :

    813529 byte




    Type of media :

    Conference paper


    Type of material :

    Electronic Resource


    Language :

    English



    Greenhouse Patter: Salesmen Par Excellence

    Lewis, T. | British Library Online Contents | 1998


    More salesmen become dealers in automobiles during year

    Peat, L. | Engineering Index Backfile | 1929


    Color -- One of the most effective transportation salesmen

    ST. Croix, J.J. | Engineering Index Backfile | 1931


    Higher pay for car salesmen is management problem

    Gourlie, J.C. | Engineering Index Backfile | 1928