Adaptive selling, anxiety and emotional ...
Document type :
Compte-rendu et recension critique d'ouvrage
Title :
Adaptive selling, anxiety and emotional exhaustion among salespeople
Author(s) :
Sharma, Aditi [Auteur]
Chawla, Vaibhav [Auteur]
Indian Institute of Technology Madras [IIT Madras]
Guda, Sridhar [Auteur]
Indian Institute of Management Kozhikode [Inde] [IIMK]
Rangarajan, Deva [Auteur]
Lille économie management - UMR 9221 [LEM]
Swain, Anjan Kumar [Auteur]
Indian Institute of Management Kozhikode [Inde] [IIMK]
Chawla, Vaibhav [Auteur]
Indian Institute of Technology Madras [IIT Madras]
Guda, Sridhar [Auteur]
Indian Institute of Management Kozhikode [Inde] [IIMK]
Rangarajan, Deva [Auteur]
Lille économie management - UMR 9221 [LEM]
Swain, Anjan Kumar [Auteur]
Indian Institute of Management Kozhikode [Inde] [IIMK]
Journal title :
Journal of Marketing Theory and Practice
Pages :
1-18
Publisher :
The Association of Marketing Theory and Practice,
Publication date :
2024-03-19
ISSN :
1069-6679
HAL domain(s) :
Sciences de l'Homme et Société/Gestion et management
English abstract : [en]
The need to constantly adapt to the changes in the business environment and selling situations places enormous demands on salespeople. Applying the Job Demands-Resources theory, this study examines the negative impact of ...
Show more >The need to constantly adapt to the changes in the business environment and selling situations places enormous demands on salespeople. Applying the Job Demands-Resources theory, this study examines the negative impact of adaptive selling on salespeople. Using survey data from 384 sales professionals in different industries in an emerging market, we find that adaptive selling directly increases cognitive anxiety among salespeople. Furthermore, our research suggests that cognitive anxiety mediates the relationship between adaptive selling and emotional exhaustion. However, our study did not find support for the direct impact of adaptive selling on emotional exhaustion, suggesting that in some instances, the need to practice adaptive selling by itself might motivate salespeople to get more involved. Our study also demonstrates that salesperson perseverance reduces the negative impact of adaptive selling on cognitive anxiety, suggesting a moderating effect. The study concludes by providing theoretical and practical implications.Show less >
Show more >The need to constantly adapt to the changes in the business environment and selling situations places enormous demands on salespeople. Applying the Job Demands-Resources theory, this study examines the negative impact of adaptive selling on salespeople. Using survey data from 384 sales professionals in different industries in an emerging market, we find that adaptive selling directly increases cognitive anxiety among salespeople. Furthermore, our research suggests that cognitive anxiety mediates the relationship between adaptive selling and emotional exhaustion. However, our study did not find support for the direct impact of adaptive selling on emotional exhaustion, suggesting that in some instances, the need to practice adaptive selling by itself might motivate salespeople to get more involved. Our study also demonstrates that salesperson perseverance reduces the negative impact of adaptive selling on cognitive anxiety, suggesting a moderating effect. The study concludes by providing theoretical and practical implications.Show less >
Language :
Anglais
Popular science :
Non
Collections :
Source :