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Robert E. Widing

19 works· latest 2014· 5 institutionscluster: provisional

h-index18

i1018

Citations1,743

Works here19

Most cited in this library

The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes1994 · 413 citations
The Antecedents and Consequences of Market Orientation in Australia2000 · 213 citations
Marketing planning, market orientation and business performance2003 · 147 citations
Customer Evaluation of Retail Salespeople Utilizing the SOCO Scale: A Replication, Extension, and Application1991 · 119 citations
What Occurs Once Consumers Complain? A Theoretical Model for Understanding Satisfaction/ Dissatisfaction Outcomes of Complaint Responses1991 · 107 citations

Works

19 shown

Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing

Journal of Personal Selling and Sales Management·2014·3 authors

65citations

Distinguishing Between the Roles of Customer-Oriented Selling and Adaptive Selling in Managing Dysfunctional Conflict in Buyer–Seller Relationships

Journal of Personal Selling and Sales Management·2013·3 authors

52citations

Technological turbulence, supplier market orientation, and buyer satisfaction

Journal of Business Research·2010·4 authors

66citations

The Effects of Perceived Customer Dependence on Salesperson Influence Strategies

Journal of Personal Selling and Sales Management·2010·3 authors

33citations

Salesperson learning, organizational learning, and retail store performance

Journal of the Academy of Marketing Science·2009·3 authors

105citations

Buyer satisfaction with relational exchange across the relationship lifecycle

European Journal of Marketing·2007·3 authors

Analysis and Recommendations for the Alternative Measures of Adaptive Selling

Journal of Personal Selling and Sales Management·2004·3 authors·Open access

33citations

Marketing planning, market orientation and business performance

European Journal of Marketing·2003·3 authors

147citations

Exploring the sales manager’s feedback to a failed sales effort

Journal of Business and Industrial Marketing·2002·3 authors

52citations

The Antecedents and Consequences of Market Orientation in Australia

Australian Journal of Management·2000·3 authors

213citations

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

Journal of Marketing Research·1994·3 authors

413citations

Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers

Journal of Personal Selling and Sales Management·1993·4 authors·Open access

26citations

Customer Evaluation of Retail Salespeople Utilizing the SOCO Scale: A Replication, Extension, and Application

Journal of the Academy of Marketing Science·1991·3 authors

119citations

Computer-assisted and static information provision formats : comparisons on reactions, time, and decision quality

OhioLink ETD Center (Ohio Library and Information Network)·1986·1 author·Open access

2citations