An Analysis of Relationship between Salesperson's Behavior and Customer's Purchasing Decision Making Factors

Abstract

This study focused on how the changes in the business environment associated with the advancement of information technology have affected the interaction between customers and firms, especially salesperson, and explored how this impact is reflected in customer's purchase decision factors. While we were able to verify that the traditional sales approach in adaptive selling is helpful in determining the adaptability of salesperson in terms of satisfying customer needs at a high level, we also found that in terms of purchase decision-making factors, the "time responsiveness" and "organizational business drive" to customers are also important.