Relational communication traits and their effect on adaptiveness and sales performance

Article Abstract:

Two relational communication traits, communication apprehension and interaction involvement, are investigated within an adaptive selling framework to assess their impact on salesperson adaptiveness and sales performance. Using a sample of 239 insurance salespeople, results demonstrate that salespeople exhibiting lower levels of communication apprehension are more highly involved in communication interactions, and higher involvement facilitates increased adaptiveness and sales performance. This research highlights the importance of effective communication with sales interactions and offers suggestions to improve salesperson communication skill. (Reprinted by permission of the publisher.)

Insurance Agencies and Brokerages, Insurance agents, brokers, & service, Insurance Agents & Brokers, Psychological aspects, Research, Insurance industry, Interpersonal communication, Selling, Insurance agents, Adaptability (Psychology)

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Interorganizational teams as boundary spanners between supplier and customer companies

Article Abstract:

Formation of interorganizational teams, for increasing operational efficiency of employees involved in product development, marketing, and sales is described.

Germany, Management dynamics, Alliances, partnerships, Venture Analysis, Management, Business enterprises, Organizational effectiveness, Company business management, Alliances and partnerships

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