Document Type
Article
Publication Date
5-1-2008
Abstract
This research seeks to explore the use of Kolb's experiential learning theory as a framework for understanding salesperson success in relationship selling. Augmenting previous research, we investigate the influence of advisor learning styles and advisor adaptive flexibility on sales performance. Building on David Kolb's (Kolb, 1976, 1977, 1985) and Richard Boyatzis' (Boyatzis & Kolb, 1993) previous experiential learning research, we selected the Learning Style Inventory and Adaptive Style Inventory as the instruments to gather this data. The results of this research suggest that relationship sales success is influenced by flexibility, regardless of learning style preference.
Keywords
sales management, customer relations--management, experiential learning theory, learning style, adaptive flexibility, relationship sales, sales performance, financial advisor
Rights
© The Author(s). Kelvin Smith Library provides access for non-commercial, personal, or research use only. All other use, including but not limited to commercial or scholarly reproductions, redistribution, publication or transmission, whether by electronic means or otherwise, without prior written permission is strictly prohibited.
Department/Center
Design & Innovation
Recommended Citation
Moon, Betty A., "Learning Style Influence on Relationship Sales Success" (2008). Student Scholarship. 283.
https://commons.case.edu/studentworks/283