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Articles (36)

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1-10 of 36 results for customer-oriented selling

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Select article: An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market

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Research article

First published 2013-5

An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market

Ali Kara, Syed Saad Andaleeb, Mehmet Turan [...]

Journal of Medical Marketing: Device,Diagnostic and Pharmaceutical Marketing

Select article: Psychological Climate,Empowerment,Leadership Style,and Customer-Oriented Selling: An Analysis of the Sales Manager–Salesperson Dyad

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First published 2006-07

Psychological Climate,Empowerment,Leadership Style,and Customer-Oriented Selling: An Analysis of the Sales Manager–Salesperson Dyad

Craig A. Martin, Alan J. Bush

Journal of the Academy of Marketing Science

Select article: Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis

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First published 2006-11

Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis

George R. Franke, Jeong-Eun Park

Journal of Marketing Research

Select article: When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters

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First published 2011-3

When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters

Christian Homburg, Michael Müller, Martin Klarmann

Journal of Marketing

Select article: Is There a Dark Side of Ambidexterity? Implications of Dueling Sales and Service Orientations

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First published 2017-11

Is There a Dark Side of Ambidexterity? Implications of Dueling Sales and Service Orientations

Colin B. Gabler, Jessica L. Ogilvie, Adam Rapp [...]

Journal of Service Research

Select article: The SOCO Scale: A Measure of the Customer Orientation of Salespeople

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Research article

First published 1982-8

The SOCO Scale: A Measure of the Customer Orientation of Salespeople

Robert Saxe, Barton A. Weitz

Journal of Marketing Research

Select article: Business Orientation of Indian Consumer Banking

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First published 2012-10

Business Orientation of Indian Consumer Banking

Gurjeet Kaur, Shruti Gupta

Global Business Review

Select article: Re-examining Salesperson Goal Orientations: Personality Influencers,Customer Orientation,and Work Satisfaction

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Research article

First published 2005-01

Re-examining Salesperson Goal Orientations: Personality Influencers,Customer Orientation,and Work Satisfaction

Eric G. Harris, John C. Mowen, Tom J. Brown

Journal of the Academy of Marketing Science

Select article: The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions

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First published 2015-5

The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions

Zachary R. Hall, Michael Ahearne, Harish Sujan

Journal of Marketing

Select article: Understanding Sales Volume Antecedents: Measuring the Role of Consumer-oriented Selling and Sales Promotion in Iran FMCG Industry

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Research article

First published 2016-11

Understanding Sales Volume Antecedents: Measuring the Role of Consumer-oriented Selling and Sales Promotion in Iran FMCG Industry

Saeed Soltani, Khashayar Ghajar Davanloo

Journal of Creating Value

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