Indian Journal of Science and Technology

Abstract

Background/Objectives: This study investigates the relationship between the salesperson's adaptive selling behavior, rapport, job satisfaction, and organizational commitment in the distribution channel. Methods/Statistical analysis: The salespeople working at a distributor of a food-related manufacturer were asked to complete a survey questionnaire. The participants were asked to answer the questionnaire from the perspective of a salesperson. The reliability and the validity were tested. This study tested the hypotheses through Structural Equation Modeling analysis. Findings: This study attempted to examine the relationship between salespersons' adaptive selling behavior, rapport, job satisfaction, and organizational commitment in the distribution channel. The results of hypotheses testing indicated that hypothesis 1, which stated that adaptive selling behavior of salespeople has positive effects on rapport, was supported. In addition, hypotheses 2 and 3, which stated that rapport has positive influence on job satisfaction and organizational commitment, were supported. Finally, hypothesis 4, which stated that job satisfaction of salesperson has a positive influence on organizational commitment, was also supported. Improvements/Applications: By substantiating the relationship between adaptive selling behavior, rapport, job satisfaction, and organizational commitment, the process of adaptive selling behavior influencing job satisfaction and organizational commitment was identified.
Keywords: Adaptive Selling Behavior, Distribution Channel, Job Satisfaction, Organizational Commitment, Rapport