December 5, 2025Marketing Management JournalOpen Access

Antecedents of Salesperson Adaptive Behavior: The Effects of Relational, Self-Consciousness, and Experiential Variables

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Empirical testing reveals that self-consciousness influences adaptive behavior in salespeople, suggesting profiling may enhance outcomes.

Adaptive behavior increased based on self-consciousness and relational factors in sales settings, highlighting psychological influences.
Key evidence shows survey data established links between psychological antecedents and adaptive behavior metrics.
Analysis employed a scenario approach within the institutional food distribution sector to assess salesperson dispositions.
Findings suggest interpersonal dynamics may serve as critical antecedents impacting actual salesperson behavior.

Bodkin et al. (1996) studied this question.

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