Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance

The advancement of theory of mind in general, and development of interpersonal mentalizing (IM) skills measure in particular, has opened new avenues for sales research and practice. To further explore and validate this critical measure, we examine the impact of interpersonal mentalizing through the parallel as well as serial mechanisms of self-efficacy and adaptive selling. Modeling these constructs in an input-process-output framework as well...