An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market

This article was published in the Journal of Medical Marketing [©2013 Published by SAGE Journals] and the definite version is available at: http://doi.org/10.1177/1745790413488779 The Article's website is at: http://mmj.sagepub.com/content/13/2/102.abstract

Bibliographic Details
Main Authors:	Kara, Ali, Andaleeb, Syed Saad, Turan, Mehmet, Çabuk, Serap
Format:	Article
Language:	English
Published:	© 2013 The Author(s), SAGE Journals 2016
Subjects:	Adaptive selling Customer orientation Emerging market Salesperson performance
Online Access:	http://hdl.handle.net/10361/7081 http://doi.org/10.1177/1745790413488779

id	10361-7081
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spelling	10361-70812016-12-01T10:52:46Z An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market Kara, Ali Andaleeb, Syed Saad Turan, Mehmet Çabuk, Serap Adaptive selling Customer orientation Emerging market Salesperson performance This article was published in the Journal of Medical Marketing [©2013 Published by SAGE Journals] and the definite version is available at: http://doi.org/10.1177/1745790413488779 The Article's website is at: http://mmj.sagepub.com/content/13/2/102.abstract The effects of salespeople's customer orientation and adaptive selling behavior on their performance have been frequently studied in the marketing literature. However, most of the studies were conducted in the developed world. Given the role that different cultural environments may play, the assumed relationships among the constructs need to be studied in different cultural contexts to explain performance. The objective of this study is to examine pharmaceutical salespersons' customer orientation and adaptive selling behavior on their performance in a different cultural environment. Using personal interviews, data were collected from Turkish pharmaceutical salespeople to examine the hypothesized relationships. Results indicate that customer orientation was significant in respect to sales performance, satisfaction, and adaptive selling behavior. Furthermore, adaptive selling behavior was significantly related to sales performance and customer orientation but not to satisfaction. Published 2016-12-01T10:51:16Z 2016-12-01T10:51:16Z 2013 Article Kara, A., Andaleeb, S. S., Turan, M., & Cabuk, S. (2013). An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market. Journal of Medical Marketing, 13(2), 102-114. doi:10.1177/1745790413488779 17457904 http://hdl.handle.net/10361/7081 http://doi.org/10.1177/1745790413488779 en http://mmj.sagepub.com/content/13/2/102.abstract © 2013 The Author(s), SAGE Journals
institution	Brac University
collection	Institutional Repository
language	English
topic	Adaptive selling Customer orientation Emerging market Salesperson performance
spellingShingle	Adaptive selling Customer orientation Emerging market Salesperson performance Kara, Ali Andaleeb, Syed Saad Turan, Mehmet Çabuk, Serap An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market
description	This article was published in the Journal of Medical Marketing [©2013 Published by SAGE Journals] and the definite version is available at: http://doi.org/10.1177/1745790413488779 The Article's website is at: http://mmj.sagepub.com/content/13/2/102.abstract
format	Article
author	Kara, Ali Andaleeb, Syed Saad Turan, Mehmet Çabuk, Serap
author_facet	Kara, Ali Andaleeb, Syed Saad Turan, Mehmet Çabuk, Serap
author_sort	Kara, Ali
title	An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market
title_short	An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market
title_full	An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market
title_fullStr	An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market
title_full_unstemmed	An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market
title_sort	examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market
publisher	© 2013 The Author(s), SAGE Journals
publishDate	2016
url	http://hdl.handle.net/10361/7081 http://doi.org/10.1177/1745790413488779
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An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market

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