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dc.contributor.authorKara, Ali
dc.contributor.authorAndaleeb, Syed Saad
dc.contributor.authorTuran, Mehmet
dc.contributor.authorÇabuk, Serap
dc.date.accessioned2016-12-01T10:51:16Z
dc.date.available2016-12-01T10:51:16Z
dc.date.issued2013
dc.identifier.citationKara, A., Andaleeb, S. S., Turan, M., & Cabuk, S. (2013). An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market. Journal of Medical Marketing, 13(2), 102-114. doi:10.1177/1745790413488779en_US
dc.identifier.issn17457904
dc.identifier.urihttp://hdl.handle.net/10361/7081
dc.descriptionThis article was published in the Journal of Medical Marketing [©2013 Published by SAGE Journals] and the definite version is available at: http://doi.org/10.1177/1745790413488779 The Article's website is at: http://mmj.sagepub.com/content/13/2/102.abstracten_US
dc.description.abstractThe effects of salespeople's customer orientation and adaptive selling behavior on their performance have been frequently studied in the marketing literature. However, most of the studies were conducted in the developed world. Given the role that different cultural environments may play, the assumed relationships among the constructs need to be studied in different cultural contexts to explain performance. The objective of this study is to examine pharmaceutical salespersons' customer orientation and adaptive selling behavior on their performance in a different cultural environment. Using personal interviews, data were collected from Turkish pharmaceutical salespeople to examine the hypothesized relationships. Results indicate that customer orientation was significant in respect to sales performance, satisfaction, and adaptive selling behavior. Furthermore, adaptive selling behavior was significantly related to sales performance and customer orientation but not to satisfaction.en_US
dc.language.isoenen_US
dc.publisher© 2013 The Author(s), SAGE Journalsen_US
dc.relation.urihttp://mmj.sagepub.com/content/13/2/102.abstract
dc.subjectAdaptive sellingen_US
dc.subjectCustomer orientationen_US
dc.subjectEmerging marketen_US
dc.subjectSalesperson performanceen_US
dc.titleAn examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging marketen_US
dc.typeArticleen_US
dc.description.versionPublished
dc.identifier.doihttp://doi.org/10.1177/1745790413488779


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