... leadership in paving the path for retail salesperson adaptive selling behaviour. Additionally, the study also empirically investigates the moderating role of work centrality to offer critical insights for effective managerial interventions. Design/methodology/approach Drawing upon conservation...

... autonomy. It also discovers that perceived job autonomy improves both customer-directed problem solving and adaptive selling behaviours. Furthermore, the study finds that customer-directed problem solving and adaptive selling behaviours both improve sales performance. Moreover, the study uncovers...

... to enjoy in-store shopping experiences involving personal interactions with salespersons. Further, salespersons’ adaptive selling relates positively to consumers’ predisposition to comply with salesperson input and three outcomes (i.e. trust in salesperson, purchase intention and retail patronage...

...Vaibhav Chawla; Sridhar Guda Purpose The purpose of this paper is to use the perspective of ego to investigate the spirituality of a salesperson and its influence on customer orientation and adaptive selling behavior. Meaningful work is proposed as a mediator. Design/methodology/approach Cross...