مشخصات پژوهش

عنوان	Adaptive selling behavior in Iran automobile sales representatives
نوع پژوهش	مقاله چاپ‌شده در مجلات علمی
کلیدواژه‌ها	Job satisfaction, adaptive selling behavior, salesman performance, working relationship
چکیده	The adaptive selling behavior (ASB) Concept has been focuses on significant attention in research and practices a like for several decades. However few studies have been investigated this practice in u.s and other countries. Thus , as this research strain continues to take rote significant questions retailing to ASB theory – conceptualization and measurement and generalize ability remain . In this paper authors consider the implications of notional culture on ASB. Next they develop and test a model utilizing a sample of Iran automobile representatives. Salesperson working relationship quality is suggested as mediating the ASB performance relationships and a new outcome job satisfaction , is identified . The result show to clarify previously unclear relationship and also extended our understanding of adaptive selling practices in national culture (park & Deitz .2006)
پژوهشگران	داود فاتحی (نفر چهارم)، جهانگیر میرزاوندی (نفر سوم)، فرزاد صادقی (نفر دوم)، فخرالدین معروفی نقدهی (نفر اول)