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Rentz, J.O., Shepherd, D., Tashchian, A., Dabholkar, P.A. and Ladd, R.T. (2002) A Measure of Selling Skill: Scale Development and Validation. Journal of Personal Selling & Sales Management, 22, 13-21.

has been cited by the following article:

• TITLE: Adaptive Selling Behavior Based on Psychological Capital, Transformational Leadership and Job Satisfaction

  AUTHORS: Rostiana

  KEYWORDS: Adaptive Selling, Psychological Capital, Transformational Leadership, Job Satisfaction

  JOURNAL NAME: Open Journal of Social Sciences, Vol.3 No.9, September 18, 2015

  ABSTRACT: The aim of this study is to describe adaptive selling of life insurance agents that are in charge of marketing their products directly to the customers . Adaptive selling behavior will be assessed according to their association with individual and organizational factors. Organizational factors in question are job satisfaction and transformational leadership, whereas individual factors in question is psycho- logical capital. Data were collected through self-report questionnaires to 205 life insurance agents of several insurance companies in Jakarta. Further data were processed statistically using ANOVA and regression techniques SPSS to examine the effect of transformational leadership, job satisfaction, and psychological capital on adaptive selling behavior. The results showed that all three independent variables significantly influenced adaptive selling behavior (F = 76.483, p