In this paper the relationship between adaptive selling and organizational behavior is analysed. Specifically, it is discovered that adaptive behavior is a multifaceted concept which is not linearly related to the organizational characteristics in the way it was operationalized in a former study by Sujan and Weitz. In order to gain a better insight into the functioning of adaptive selling within organizations, a different methodology is suggested. By means of more inductive research more detailed models should be generated, which then can be tested for robustness with a more deductive approach. Concept creation should have a more empirical foundation before concepts are entered into a theoretical network.

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ERIM Article Series (EAS)
Journal of Personal Selling and Sales Management
Erasmus Research Institute of Management

Vink, J., & Verbeke, W. (1992). Adaptive Selling and Organizational Characteristics: Suggestions For Future Research. Journal of Personal Selling and Sales Management, 15–23. Retrieved from