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Purpose This paper aims to assess the effect of adaptive selling behavior on customer outcomes, mutual outcomes and salesperson outcomes. Design/methodology/approach The respondents were salespeople and customers in selected door-to-door cosmetics companies in South Korea. A questionnaire was used to collect the data. Structural equation modeling was used to analyze the data in this study. Findings Findings show that adaptive selling behavior positively affects customer satisfaction, customer loyalty, sales performance, job satisfaction and relationship quality. These findings suggest that adaptive selling is crucial for the firm's survival depending on the industry and the product. Additionally, unlike previous studies, the authors use salespeople's self-reporting responses and customer-reporting of salespeople, which further enhances the richness and uniqueness of the results. Originality/value Studies investigating mutual outcomes of adaptive selling behavior are scarce. The study also emphasizes that adaptive selling behavior enhances salesperson outcomes and customer outcomes and primarily uses dyadic data between door-to-door salespeople and their customers, which is not very common.
Fortune Edem Amenuvor; Ho-Taek Yi; Henry Boateng. Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry. Asia Pacific Journal of Marketing and Logistics 2021, ahead-of-p, 1 .
AMA StyleFortune Edem Amenuvor, Ho-Taek Yi, Henry Boateng. Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry. Asia Pacific Journal of Marketing and Logistics. 2021; ahead-of-p (ahead-of-p):1.
Chicago/Turabian StyleFortune Edem Amenuvor; Ho-Taek Yi; Henry Boateng. 2021. "Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry." Asia Pacific Journal of Marketing and Logistics ahead-of-p, no. ahead-of-p: 1.
Purpose This paper examines the antecedents of adaptive selling behavior empirically from the salespeople's, customers', and firms' perspectives. Design/methodology/approach Survey design was used for this study. Data from 219 salespeople and their visiting customers in selected cosmetics companies in Korea are used to test the conceptual model using structural equation modeling. Findings Findings show that intrinsic motivation, empathy, and product knowledge are germane to adaptive selling behavior among salesperson-level factors. Similarly, among the customer-level factors, the length of the relationship between salespeople and customers positively affects adaptive selling behavior. Also, while supervisory empowerment among the organizational-level factors significantly predicts adaptive selling behavior, supervisory control has a negative effect on adaptive selling behavior. The study finds that emotional intelligence and customer value demandingness do not significantly affect adaptive selling behavior. Originality/value Even though there is extant research on adaptive selling behavior, our research differs from previous research because our research focuses on door-to-door personal selling channels. Furthermore, this study departs from previous research because it uses customer-reporting of the salespeople and salespeople's self-reporting responses.
Fortune Edem Amenuvor; Ho-Taek Yi; Henry Boateng. Antecedents of adaptive selling behaviour: a study of the Korean cosmetic industry. Asia Pacific Journal of Marketing and Logistics 2021, ahead-of-p, 1 .
AMA StyleFortune Edem Amenuvor, Ho-Taek Yi, Henry Boateng. Antecedents of adaptive selling behaviour: a study of the Korean cosmetic industry. Asia Pacific Journal of Marketing and Logistics. 2021; ahead-of-p (ahead-of-p):1.
Chicago/Turabian StyleFortune Edem Amenuvor; Ho-Taek Yi; Henry Boateng. 2021. "Antecedents of adaptive selling behaviour: a study of the Korean cosmetic industry." Asia Pacific Journal of Marketing and Logistics ahead-of-p, no. ahead-of-p: 1.
Purpose The current study aims to empirically examine the impact of formal salesforce control systems on salespeople and customer behavior. Design/methodology/approach Data are collected from 704 salespeople and their respective visiting customers (704) in Ghana. The suggested hypotheses are tested through the structural equation (SEM) modeling technique. Findings The study results show that all three formal control mechanisms have positive and significant effects on customer-directed problem-solving and adaptive selling behaviors. Similarly, the study finds that salespeople's customer-directed problem-solving behavior increases, respectively, customer-directed opportunism and relationship continuity. Adaptive selling behavior also has significant positive effects on both customer-directed opportunism and relationship continuity, respectively. Practical implications The study offers practical and theoretical insights into understanding salesforce control dynamics, customer-directed opportunism, adaptive selling behavior, customer-directed problem-solving behavior and continuity of relationships. The results also have significant consequences for sales organizations as they can help sales managers decide on the best form of salesforce control systems to deploy. Originality/value The current research demonstrates how control mechanisms can influence both adaptive selling and customer-directed problem-solving behaviors and how these could generate both customer-directed opportunism and relationship continuity.
Kwan Soo Shin; Fortune Edem Amenuvor; Henry Boateng; Richard Basilisco. Formal salesforce control mechanisms and behavioral outcomes. Marketing Intelligence & Planning 2021, ahead-of-p, 1 .
AMA StyleKwan Soo Shin, Fortune Edem Amenuvor, Henry Boateng, Richard Basilisco. Formal salesforce control mechanisms and behavioral outcomes. Marketing Intelligence & Planning. 2021; ahead-of-p (ahead-of-p):1.
Chicago/Turabian StyleKwan Soo Shin; Fortune Edem Amenuvor; Henry Boateng; Richard Basilisco. 2021. "Formal salesforce control mechanisms and behavioral outcomes." Marketing Intelligence & Planning ahead-of-p, no. ahead-of-p: 1.
This study empirically analyzes the relationship between customer bonding, customer participation, and customer satisfaction. It uses data from 804 VIP customers of South Korea's commercial banks. The hypotheses are tested using the structural equations modeling technique. The results show that social and structural bonding are the main antecedents of customer participation. Additionally, customer participation positively impacts customer participation value and worth. The findings also show that customer participation, customer participation value, and customer participation worth strongly and positively affect customer satisfaction. Furthermore, it finds that customer participation value and worth are essential mediators between customer participation and satisfaction.
Ho-Taek Yi; Chankoo Yeo; Fortune Edem Amenuvor; Henry Boateng. Examining the relationship between customer bonding, customer participation, and customer satisfaction. Journal of Retailing and Consumer Services 2021, 62, 102598 .
AMA StyleHo-Taek Yi, Chankoo Yeo, Fortune Edem Amenuvor, Henry Boateng. Examining the relationship between customer bonding, customer participation, and customer satisfaction. Journal of Retailing and Consumer Services. 2021; 62 ():102598.
Chicago/Turabian StyleHo-Taek Yi; Chankoo Yeo; Fortune Edem Amenuvor; Henry Boateng. 2021. "Examining the relationship between customer bonding, customer participation, and customer satisfaction." Journal of Retailing and Consumer Services 62, no. : 102598.
This study sets out to assess the effects of sales-related capabilities of personal selling organizations on individual sales capabilities, sales behaviors, and sales performance in cosmetics personal selling channels. Data are collected from 151 salespeople, their sales organizations, and their visiting customers (151) in South Korea. The proposed hypotheses are tested through the structural equation modelling technique. The study finds that both types of sales-related capabilities (salesforce management capabilities and personal selling capabilities) have significant positive effects on the individual sales capabilities, respectively. Further, the individual sales capability of salespeople has a stronger impact on customer-oriented sales behavior than on selling-oriented sales behavior. Similarly, selling-oriented sales behavior has a negative effect on customer satisfaction while customer-oriented sales behavior has a positive effect. The study further finds that customer-oriented sales behavior has a positive effect, while selling-oriented sales behavior has no statistically significant effect on sales performance. The relationship length, the study finds, moderates the relationship between customer-oriented sales behavior and customer satisfaction. The study offers practical and theoretical insights into understanding the nuances of sales-related capabilities of sales organizations and how they affect the individual selling capabilities of salespeople, their selling behaviors and sales performance. The results also have crucial consequences for sales organizations, as they can help sales managers design strategies and develop a culture that focuses on building and enhancing the selling capabilities of the firm and the salesforce. The present study demonstrates how the selling capabilities of the personal selling organization can influence the individual selling capabilities of the salesperson and how these could engender positive selling behaviors and sales performance.
Ho-Taek Yi; Young-Bong Cha; Fortune Amenuvor. Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels. Sustainability 2021, 13, 3937 .
AMA StyleHo-Taek Yi, Young-Bong Cha, Fortune Amenuvor. Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels. Sustainability. 2021; 13 (7):3937.
Chicago/Turabian StyleHo-Taek Yi; Young-Bong Cha; Fortune Amenuvor. 2021. "Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels." Sustainability 13, no. 7: 3937.
The current study aims to empirically examine the effect of entrepreneurial orientation on new product creativity, competitive advantage, and new product performance. Data are collected from 424 Small and Medium-sized Enterprises (SMEs) in South Korea. The suggested hypotheses are tested through the structural equation modeling technique. The analysis outcome shows that entrepreneurial orientation has a significant positive effect on both new product (NP) novelty and new product meaningfulness. The study further finds that both new product novelty and meaningfulness have significant positive impacts on competitive advantage, respectively, while the latter has a significant positive effect on new product performance. Similarly, the study finds that corporate life cycle significantly moderates the relationship between entrepreneurial orientation and new product meaningfulness. The study offers practical and theoretical insights into understanding entrepreneurship dynamics, new product creativity, and new product performance. The research shows that SME managers must adopt an entrepreneurial orientation at an early stage in the life cycle.
Ho-Taek Yi; Fortune Amenuvor; Henry Boateng. The Impact of Entrepreneurial Orientation on New Product Creativity, Competitive Advantage and New Product Performance in SMEs: The Moderating Role of Corporate Life Cycle. Sustainability 2021, 13, 3586 .
AMA StyleHo-Taek Yi, Fortune Amenuvor, Henry Boateng. The Impact of Entrepreneurial Orientation on New Product Creativity, Competitive Advantage and New Product Performance in SMEs: The Moderating Role of Corporate Life Cycle. Sustainability. 2021; 13 (6):3586.
Chicago/Turabian StyleHo-Taek Yi; Fortune Amenuvor; Henry Boateng. 2021. "The Impact of Entrepreneurial Orientation on New Product Creativity, Competitive Advantage and New Product Performance in SMEs: The Moderating Role of Corporate Life Cycle." Sustainability 13, no. 6: 3586.
The overarching aim of this research is to empirically test the effect of customers’ self-determined needs on perceived customer effectiveness and green purchase behavior while assessing the moderating role of price. To achieve this aim, data is collected from 453 consumers in South Korea. The various hypotheses developed to achieve this aim are tested via the structural equations modeling technique. The results of the study reveal that autonomy, competence, and relatedness positively and significantly affect perceived customer effectiveness. Additionally, autonomy and competence positively and significantly influence green purchase behavior. The study further finds that relatedness is negative but significantly related to green purchase behavior. Moreover, the study reveals that perceived customer effectiveness is positive and significantly related to green purchase behavior. Similarly, the study finds support for the moderating effect of price on the relationship between perceived customer effectiveness and green purchase behavior. The current study provides managerial and theoretical insights into understanding green purchase behavior, self-determined needs as well as perceived customer effectiveness.
Fortune Edem Amenuvor; Kwasi Owusu-Antwi; Seong-Chan Bae; Sean Kwan Soo Shin; Richard Basilisco. Green Purchase Behavior: the Predictive Roles of Consumer Self-Determination, Perceived Customer Effectiveness and Perceived Price. International Journal of Scientific Research and Management 2019, 7, 1 .
AMA StyleFortune Edem Amenuvor, Kwasi Owusu-Antwi, Seong-Chan Bae, Sean Kwan Soo Shin, Richard Basilisco. Green Purchase Behavior: the Predictive Roles of Consumer Self-Determination, Perceived Customer Effectiveness and Perceived Price. International Journal of Scientific Research and Management. 2019; 7 (10):1.
Chicago/Turabian StyleFortune Edem Amenuvor; Kwasi Owusu-Antwi; Seong-Chan Bae; Sean Kwan Soo Shin; Richard Basilisco. 2019. "Green Purchase Behavior: the Predictive Roles of Consumer Self-Determination, Perceived Customer Effectiveness and Perceived Price." International Journal of Scientific Research and Management 7, no. 10: 1.
The overarching aim of this research is to empirically test the effect of customer experience on customer perceived value and behavioral intentions while assessing the mediating role of customer perceived value. To achieve this aim, we collect data from 338 customers of restaurants in South Korea. The hypotheses intended to achieve this aim are tested using the structural equations modeling technique. The outcome of the research reveals that customer experience positively and significantly affects behavioral intentions. Additionally, customer experience has a significant positive effect on both hedonic and utilitarian value respectively. Hedonic value positively and significantly predicts behavioral intents while utilitarian value is negative but significantly related to behavioral intentions. The study further finds support for a mediating effect of hedonic value on the relationship between customer experience and behavioral intentions. The current study provides managerial and theoretical insights into understanding customer experience management, customer perceived value, and customer behavioral intentions.
Fortune Edem Amenuvor; Kwasi Owusu-Antwi; Richard Basilisco; Bae Seong-Chan. Customer Experience and Behavioral Intentions: The Mediation Role of Customer Perceived Value. International Journal of Scientific Research and Management 2019, 7, 1 .
AMA StyleFortune Edem Amenuvor, Kwasi Owusu-Antwi, Richard Basilisco, Bae Seong-Chan. Customer Experience and Behavioral Intentions: The Mediation Role of Customer Perceived Value. International Journal of Scientific Research and Management. 2019; 7 (10):1.
Chicago/Turabian StyleFortune Edem Amenuvor; Kwasi Owusu-Antwi; Richard Basilisco; Bae Seong-Chan. 2019. "Customer Experience and Behavioral Intentions: The Mediation Role of Customer Perceived Value." International Journal of Scientific Research and Management 7, no. 10: 1.