Concepedia

Sales Adaptation

Sales Adaptation is a strategic framework within international sales management that modifies sales practices, techniques, and communication approaches to align with the distinct cultural, economic, legal, and market conditions of different countries, distinguishing it from standardized or universal sales approaches.

40

Publications

2.6K

Citations

94

Authors

56

Institutions

Publications per year

2017–2026

9

Parents

Publications

40

The Changing Environment of Selling and Sales Management

Eli Jones, Steven P. Brown, Andris A. Zoltners et al. · Journal of Personal Selling and Sales Management · 2005 · 325 citations · Full text

, , +15

A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics

Ralph W. Giacobbe, Donald W. Jackson, Lawrence A. Crosby et al. · Journal of Personal Selling and Sales Management · 2006 · 187 citations

, , +9

The changing role of sales: viewing sales as a strategic, cross‐functional process

Kaj Storbacka, Lynette Ryals, Iain Davies et al. · European Journal of Marketing · 2009 · 147 citations · Full text

, , +15

The transformation of professional selling: Implications for leading the modern sales organization

Javier Marcos Cuevas · Industrial Marketing Management · 2018 · 136 citations

, , +13

The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness

Wolfgang Ulaga, Ajay K. Kohli · Industrial Marketing Management · 2017 · 131 citations

, , +14

1–5 of 40

Authors

94

  1. AS
    Arun Sharma

    University of Miami, United States

    4 publications · 315 citations

    4

    h-index

  2. TR
    Thomas R. Wotruba

    San Diego State University, United States

    3 publications · 179 citations

    3

    h-index

  3. PV
    Paul Viio

    Hanken School of Economics, Finland

    2 publications · 83 citations

    2

    h-index

  4. JH
    Johannes Habel

    University of Houston, United States

    2 publications · 74 citations

    2

    h-index

  5. LR
    Linda Rochford

    University of Minnesota, Duluth, United States

    2 publications · 94 citations

    2

    h-index

1–5 of 94

Institutions

56

  1. University of Miami

    Coral Gables, United States

    3 h-index

    4 publications

    336 citations

  2. Ruhr University Bochum

    Bochum, Germany

    2 h-index

    4 publications

    148 citations

  3. Hanken School of Economics

    Helsinki, Finland

    2 h-index

    4 publications

    412 citations

  4. Drexel University

    Philadelphia, United States

    2 h-index

    2 publications

    90 citations

  5. Cranfield University

    Cranfield, United Kingdom

    2 h-index

    3 publications

    430 citations

  6. University of Houston

    Houston, United States

    2 h-index

    3 publications

    665 citations

  7. San Diego State University

    San Diego, United States

    2 h-index

    2 publications

    114 citations

  8. Université Paris-Est Créteil

    Créteil, France

    1 h-index

    1 publications

    53 citations

1–8 of 56

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 13 publications · 992 citations

    13

    h-index

  2. Industrial Marketing Management

    5 publications · 433 citations

    5

    h-index

  3. Journal of Business Research

    JBR · 4 publications · 281 citations

    4

    h-index

  4. Business Horizons

    3 publications · 150 citations

    3

    h-index

  5. Journal of Retailing and Consumer Services

    1 publications · 49 citations

    1

    h-index

1–5