{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,3,19]],"date-time":"2025-03-19T13:57:25Z","timestamp":1742392645210},"reference-count":0,"publisher":"IGI Global","issue":"1","content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2021,1]]},"abstract":"Sales behavior is a key criterion for judging the selling performance of salespeople. This study explores how salespeople use social networking sites (SNSs) to improve their selling performance. Accordingly, the authors examine the mediating role of adaptive selling behavior on SNSs and consider the relation between performance and service leadership. In this study, 422 salespeople are brought in direct contact with customers in Taiwan, and it is found that SNS infusion and service leadership are crucial to salespeople's adaptive selling behavior. The results provide strong evidence for the mediating effect of adaptive selling behavior on the relation between each antecedent and SNS infusion.<\/jats:p>","DOI":"10.4018\/ijthi.2021010105","type":"journal-article","created":{"date-parts":[[2020,11,9]],"date-time":"2020-11-09T14:36:11Z","timestamp":1604932571000},"page":"75-89","source":"Crossref","is-referenced-by-count":5,"title":["How Adaptive Selling Behavior Influences Performance"],"prefix":"10.4018","volume":"17","author":[{"ORCID":"http:\/\/orcid.org\/0000-0001-7735-0146","authenticated-orcid":true,"given":"Hsiang-Chih","family":"Hu","sequence":"first","affiliation":[{"name":"Asia University, Taiwan"}]},{"given":"Shu-Hui","family":"Chuang","sequence":"additional","affiliation":[{"name":"Asia University, Taiwan"}]},{"given":"Shinyi","family":"Lin","sequence":"additional","affiliation":[{"name":"National Taichung University of Education, Taiwan"}]}],"member":"2432","container-title":["International Journal of Technology and Human Interaction"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/www.igi-global.com\/viewtitle.aspx?TitleId=266424","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2022,5,5]],"date-time":"2022-05-05T21:48:01Z","timestamp":1651787281000},"score":1,"resource":{"primary":{"URL":"http:\/\/services.igi-global.com\/resolvedoi\/resolve.aspx?doi=10.4018\/IJTHI.2021010105"}},"subtitle":["Complementary Roles of Salespeople Skills and Service Leadership"],"short-title":[],"issued":{"date-parts":[[2021,1]]},"references-count":0,"journal-issue":{"issue":"1"},"URL":"https:\/\/doi.org\/10.4018\/ijthi.2021010105","relation":{},"ISSN":["1548-3908","1548-3916"],"issn-type":[{"value":"1548-3908","type":"print"},{"value":"1548-3916","type":"electronic"}],"subject":[],"published":{"date-parts":[[2021,1]]}}}