Alnakhli, Hayam; Singh, Rakesh; Agnihotri, Raj; Itani, … - In: Journal of Business & Industrial Marketing 35 (2020) 12, pp. 1915-1927
Purpose: This study aims to investigate salespersons’ self-monitoring and its effect on adaptive selling behavior. As salespeople are constantly facing different customers with various needs and want and engaging in a different sales situation, salespeople must deploy their inner capabilities...