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Adaptive selling has been seen to increase sales performance and influence tactics provide means to exercise it. However, adaptive selling has only been studied in single-channel contexts. Multi-channel contexts offer particular opportunities to improve adaptive selling by providing information about customers' information processing styles in one channel that can be fed into another channel. In a...
This research applied the information processing theory to evaluate the risks that are associated with B2B systems of book supply chain. Hypotheses were proposed to examine the relationships between the risks of information processing needs and the performance of B2B systems. Understanding these relationships can help companies to prioritize their task of risk reduction in a performance-driven environment...
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