December 5, 2025Marketing Management JournalOpen Access

Adaptive Behavior in Selling: A Discriminant Analysis of the Effect of Situational Variables

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Discriminant analysis identifies key situational variables affecting adaptive behavior in salespeople, suggesting targeted training improvements.

Adaptive behavior significantly influences sales performance, with different situational variables identified.
Discriminant analysis revealed critical factors such as sales experience and customer percentage affecting adaptability.
The study utilized empirical data from institutional food distributors to analyze adaptive selling behavior.
Understanding situational influences aids sales managers in developing tailored training and compensation strategies.

Bodkin et al. (1993) studied this question.

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Discriminant analysis identifies key situational variables affecting adaptive behavior in salespeople, suggesting targeted training improvements.