Purpose Previous studies that examined the role of empathy and nonverbal immediacy on business-to-business (B2B) salesperson performance is limited in scope and yielded inconclusive evidence. Grounded in framework of salesperson effectiveness, this paper aims to empirically investigate the...

Working from the expanded model of adaptive selling behavior offered by Eckert and Plank (2004), this paper attempts to add greater depth and specificity to the adaptive output categories making them more useful for research advancement and for both the teaching and execution of an adaptive...

Working from the expanded model of adaptive selling behavior offered by Eckert and Plank (2004), this paper attempts to add greater depth and specificity to the adaptive output categories making them more useful for research advancement and for both the teaching and execution of an adaptive...