Relational communication traits and their effect on adaptiveness and sales performance

被引:116
作者
Boorom, ML [1 ]
Goolsby, JR
Ramsey, RP
机构
[1] Calif State Univ San Bernardino, Sch Business & Publ Adm, San Bernardino, CA 92407 USA
[2] Univ S Florida, Tampa, FL 33620 USA
关键词
D O I
10.1177/0092070398261003
中图分类号
F [经济];
学科分类号
02 ;
摘要
Two relational communication traits, communication ap prehension and interaction involvement, are investigated within an adaptive selling framework to assess their impact on salesperson adaptiveness and sales performance. Using a sample of 239 insurance salespeople, results demonstrate that salespeople exhibiting lower levels of communication apprehension are more highly involved in communication interactions, and higher involvement facilitates increased adaptiveness and sales performance. This research highlights the importance of effective communication within sales interactions and offers suggestions to improve salesperson communication skill.
引用
收藏
页码:16 / 30
页数:15
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