Intuition and Adaptive Selling

Abstract

Researchers and practitioners have always been interested in factors that provide richer explanations of variances in salespersons’ effectiveness and performance. In the extant research, most of the focus has been on issues such as motivation, personality, job involvement, commitment and job satisfaction. It is interesting to note that purely cognitive approaches have not addressed a fundamental aspect of what potentially makes one salesperson highly successful and another not so – gut feeling.