NDLI: Adaptive selling behavior model of Chinese automotive salesmen

Content Provider	IEEE Xplore Digital Library
Author	Jun Ma Lin Lin Wenxia Xu
Copyright Year	2014
Description	Author affiliation: Sch. of Automotive, Tongji Univ., Shanghai, China (Jun Ma; Lin Lin; Wenxia Xu)
Abstract	By studying on the antecedents and customer-oriented consequences in adaptive selling behavior model, seven factors are found out to establish a new adaptive selling behavior to meet the special needs of automotive industry. They are intrinsic motivation, customer qualification skill, technic skill, adaptive selling behavior, behavioral performance, customer satisfaction and customer percieved service quality. After empirical analysis, intrinsic motivation, customer qualification skill show high influence on adaptive selling behavior, behavioral performance, customer satisfaction and percieved service quality; adaptive selling behavior shows high influence on behavioral performance, customer satisfaction and customer percieved service quality; but the influence of technic skill, a new antecedent imported according to special needs of automotive industry, is quite limited.
Sponsorship	IEEE Power Electron. Soc.
Starting Page	1
Ending Page	6
File Size	813529
Page Count	6
File Format	PDF
e-ISBN	9781479942398
DOI	10.1109/ITEC-AP.2014.6940915
Language	English
Publisher	Institute of Electrical and Electronics Engineers, Inc. (IEEE)
Publisher Date	2014-08-31
Publisher Place	China
Access Restriction	Subscribed
Rights Holder	Institute of Electrical and Electronics Engineers, Inc. (IEEE)
Subject Keyword	Adaptation models Analytical models Customer satisfaction Mathematical model Automobiles Automotive engineering Qualifications
Content Type	Text
Resource Type	Article

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