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• W2500253627 abstract "ABSTRACTPurpose: 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 o..." @default.
• W2500253627 created "2016-08-23" @default.
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• W2500253627 date "2017-04-03" @default.
• W2500253627 modified "2023-09-23" @default.
• W2500253627 title "Double-Loop Sales Adaptation: A Conceptual Model and an Empirical Investigation" @default.
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• W2500253627 doi "https://doi.org/10.1080/1051712x.2017.1313673" @default.
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