Double-Loop Sales Adaptation: A Conceptual Model and an Empirical Investigation

Paul Viio, Fredrik Nordin

Research output: Contribution to journalArticleScientificpeer-review

Abstract

Purpose: The purpose of this article is to conceptualize and discuss the phenomenon of a double-loop sales adaptation in sales and its practical application. The resultant framework is developed from existing academic literature on adaptation in sales and marketing and inspired by the concept of double-loop learning.

Methodology/approach: The study adopted an abductive approach, iterating between the empirical world of two service firms and the theoretical world. The developed framework is refined with interview-based feedback from key informants in business-to-business organizations.

Findings: This article develops a framework for double-loop sales adaptation, which combines adaptations of selling behavior with a sales mindset.

Contribution: Although previous research recognizes adaptation as a central aspect of relationships, the link between adaptation and sales mindset has arguably been inadequate in the literature. Accordingly, this study focuses on sales adaptation occurring at the two levels of behavior and mindset.

Implications for practice: The proposed framework provides sales practitioners with a model for adaptation in their customer relationships. By distinguishing between two sorts of adaptation, managers can optimize resource allocation to both benefit the company and strengthen the relationship among parties.
Original languageEnglish
Peer-reviewed scientific journalJournal of Business-to-Business Marketing
Volume24
Issue number2
Pages (from-to)123-137
Number of pages15
ISSN1051-712X
DOIs
Publication statusPublished - 24.05.2017
MoE publication typeA1 Journal article - refereed

Keywords

  • 512 Business and Management
  • business-to-business
  • double-loop adaptation
  • sales adaptation
  • sales management
  • sales mindset
  • selling behavior

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