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Adaptive Selling Behavior Revisited: An Empirical Examination of Learning Orientation, Sales Performance, and Job Satisfaction

Adaptive selling behavior (ASB) is an important factor in salesperson success with customers. Although significant progress has occurred in understanding the ASB concept, a number of conflicting issues remain related to its determinants and outcomes. This paper presents a review of the ASB literature, highlights noteworthy areas of disagreement, and empirically examines the relationships among learning orientation, ASB, sales performance, and job satisfaction with a sample of Korean automobile salespeople. The authors offer a number of implications for research and practice, and suggest directions for future ASB research to further improve our understanding of this topic.