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Research article

First published 2014-1

Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership

Jeffrey P. Boichuk, Willy Bolander, Zachary R. Hall [...]

Journal of Marketing

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Research article

First published 1994-2

The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes

Judy A. Siguaw, Gene Brown, Robert E. Widing

Journal of Marketing Research

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Research article

First published 2013-9

Investigating the Impact of Locus of Control on Customer Orientation Behaviour of Sales Personnel in Services Sector

Debasis Bhattacharya, Shuvendu Dey, Dipak Saha

Asia-Pacific Journal of Management Research and Innovation

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Research article

First published 2024

The Role of Sales Personnel Empathy and Customer-oriented Behaviour on Female Consumers’ Emotions and Satisfaction: An Empirical Analysis

Sivakumari Supramaniam, Surej P John, Sanjaya Singh Gaur

FIIB Business Review

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Research article

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

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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

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Research article

First published 2012-1

Generating Sales While Providing Service: A Study of Customer Service Representatives' Ambidextrous Behavior

Claudia Jasmand, Vera Blazevic, Ko de Ruyter

Journal of Marketing

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Research article

First published 1994-7

Learning Orientation,Working Smart,and Effective Selling

Harish Sujan, Barton A. Weitz, Nirmalya Kumar

Journal of Marketing

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Research article

First published 2002-4

Relations of Machiavellian Behavior with Sales Performance of Stockbrokers

Abdul Aziz, Kim May, John C. Crotts

Psychological Reports

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Research article

First published 2017-8

Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education

Duleep Delpechitre, David S. Baker

Journal of Marketing Education

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