Getting the Job Done: The Moderating Role of Initiative on the Relationship Between Intrinsic Motivation and Adaptive Selling

Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers

“…Early findings from Spiro and Weitz (1990) revealed that adaptive selling (considered as a unidimensional variable measured with 16 items) and intrinsic motivation were correlated. Only recently, Jaramillo et al (2007) showed that adaptive selling (again measured as a unidimensional variable with five items) was influenced by intrinsic motivation. Miao and Evans (2007) showed the impact of perceived challenge, a cognitive element of intrinsic motivation, to affect salespeople's perceptions of their experienced role conflict, whereas the extent to which they enjoyed their work tasks, deemed a more affective element of intrinsic motivation, was found to affect role ambiguity, and both challenge and task enjoyment contributed to performance behaviors.…”

“…Many studies focus on the characteristics of the salespeople, such as ability and motivation-that is, can and will salespeople perform well (e.g., Boorom et al 1998;Jaramillo et al 2007; Levy and Sharma 1994;Park and Holloway 2003;Spiro and Weitz 1990;Sujan et al 1994;Verbeke et al 2004). Other studies examine characteristics of the firm, such as its sales management policies (e.g., Grant and Cravens 1996;Piercy et al 1998;Rapp et al 2006;Rapp et al 2008).…”

How buyer–seller relationship orientation affects adaptation of sales processes to the buying process

“…Studies on adaptive selling have frequently focused on the characteristics of the salesperson and his or her sales performance or sales effectiveness (e.g., Jaramillo et al, 2007;Levy & Sharma, 1994;Park & Holloway, 2003;Spiro & Weitz, 1990;Sujan, Weitz & Kumar, 1994;Weitz et al, 1986). However, adaptive selling research has not concentrated on adaptation of key processes, such as the sales and buying processes between the selling and buying organizations.…”

The effects of sales supervisor relationships on work meaning: The case of Canadian and Chinese salespersons

“…In the selling environment, self-determination is of great importance because of the need to practice adaptive selling (Franke & Park, 2006) and adjust work boundaries. Favorable consequences of self-determination are documented in the literature, such as job satisfaction (Spreitzer, 1995), psychological well being (Chirkov, Ryan, Kim, & Kaplan, 2003), and sales performance (Jaramillo, Locander, Spector, & Harris, 2007).…”