The y axis represents responsiveness, which is how a person responds to requests or demands (how quickly you follow-up, for example) and is considered the sociability axis (Social styles, 2020). In the matrix below, the x axis is assertiveness, which indicates the degree to which a person wants to dominate or want something from someone else (control the conversation or insist on a sale for example). It plots social behavior based on two dimensions: assertiveness and responsiveness. The social style matrix is based on patterns of communication behavior identified by David Merrill and Roger Reid back in 1999. What makes people so different in their style, perceptions, and approaches to things is defined in the social style matrix. Understanding the social style matrix provides insight to adaptive selling as you adjust your communications to meet the social style of your customer.
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