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Frontline bank staff’s social capital, adaptive selling behaviors and sales performance

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This study makes several significant contributions. First, we contribute to the social capital literature by identifying adaptive selling as a positive outcome of frontline employees’ social capital. Second, we complement the extant literature on adaptive selling by suggesting social capital as one of its important antecedents.

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Nội dung Text: Frontline bank staff’s social capital, adaptive selling behaviors and sales performance

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