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Customer-Oriented Selling: A Review, Extension, and Directions for Future Research
16 references·16 citing·39 second hopsampled
Customer-Oriented Selling: A Review, Extension, and Directions for Future Research (2003)Customer-Oriented Selling: A Review, Exte…A meta-analytic examination of the correlates of the three dimensions of job burnout. (1996)A meta-analytic examination o…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…The Changing Role of Marketing in the Corporation (1992)The Changing Role of Marketin…PEOPLE AND ORGANIZATIONAL CULTURE: A PROFILE COMPARISON APPROACH TO ASSESSING PERSON-ORGANIZATION FIT (1991)PEOPLE AND ORGANIZATIONAL CUL…Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model (1991)Ethical Decision Making by In…A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990. (1991)A Theory of Goal Setting and …The Effect of a Market Orientation on Business Profitability (1990)The Effect of a Market Orient…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment. (1990)A review and meta-analysis of…Organizational Culture and Marketing: Defining the Research Agenda (1989)Organizational Culture and Ma…Improving Interactional Organizational Research: A Model of Person-Organization Fit (1989)Improving Interactional Organ…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…The measurement of experienced burnout (1981)The measurement of experience…A Conceptual Framework for the Design of Organizational Control Mechanisms (1979)A Conceptual Framework for th…The nature of human values (1973)The nature of human valuesInternal marketing, employee customer‐oriented behaviors, and customer behavioral responses (2018)Internal marketing, employee …Is There a Dark Side of Ambidexterity? Implications of Dueling Sales and Service Orientations (2017)Is There a Dark Side of Ambid…The impact of salesperson customer orientation on the evaluation of a salesperson’s ethical treatment, trust in the salesperson, and intentions to purchase (2015)The impact of salesperson cus…The impact of salesperson customer orientation on sales performance via mediating mechanism (2015)The impact of salesperson cus…Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting: Conceptual framework and research propositions (2014)Corporate entrepreneurship, c…The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience (2013)The impact of job satisfactio…The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction (2013)The curvilinear and condition…Workplace Spirituality as a Precursor to Relationship-Oriented Selling Characteristics (2012)Workplace Spirituality as a P…Does salesperson's customer orientation create value in B2B relationships? Empirical evidence from India (2010)Does salesperson's customer o…The employee‐customer relationship quality (2009)The employee‐customer relatio…Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts (2009)Exploratory navigation and sa…Customer-directed selling behaviors and performance: a comparison of existing perspectives (2009)Customer-directed selling beh…The impact of strategic account managers' behaviors on relational outcomes: An empirical study (2008)The impact of strategic accou…SOCO's impact on individual sales performance: The integration of selling skills as a missing link (2008)SOCO's impact on individual s…How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions (2007)How sales controls affect job…Future Themes in Sales and Sales Management: Complexity, Collaboration, and Accountability (2004)Future Themes in Sales and Sa…Markets and Hierarchies: Analysis and Antitrust Implications. 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(1990)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Staff Burn‐Out (1974)Development of the Job Diagnostic Survey. (1975)Development and validation of work-family conflict and family-work conflict scales. (1996)Job Burnout (2001)The Measurement of Engagement and Burnout: A Two Sample Confirmatory Factor Analytic Approach (2002)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)External Control of Organizations: Resource Dependence Perspective (2011)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Self‐determination theory and work motivation (2005)The Power of Feedback (2007)Universals in the Content and Structure of Values: Theoretical Advances and Empirical Tests in 20 Countries (1992)Framing Processes and Social Movements: An Overview and Assessment (2000)
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References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1981The measurement of experienced burnout14,480 cited
  • 1973The nature of human values10,141 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1990The Effect of a Market Orientation on Business Profitability7,973 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1990A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment.6,114 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1991PEOPLE AND ORGANIZATIONAL CULTURE: A PROFILE COMPARISON APPROACH TO ASSESSING PERSON-ORGANIZATION FIT4,520 cited
  • 1991A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990.4,145 cited
  • 1991Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model4,134 cited
  • 1979A Conceptual Framework for the Design of Organizational Control Mechanisms3,692 cited
  • 1996A meta-analytic examination of the correlates of the three dimensions of job burnout.3,258 cited
  • 1992The Changing Role of Marketing in the Corporation2,773 cited

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  • 1989Improving Interactional Organizational Research: A Model of Person-Organization Fit2,055 cited
  • 1989Organizational Culture and Marketing: Defining the Research Agenda1,802 cited
  • Cited by

    • 2007How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions144 cited
    • 2008SOCO's impact on individual sales performance: The integration of selling skills as a missing link140 cited
    • 2013The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience129 cited
    • 2009Customer-directed selling behaviors and performance: a comparison of existing perspectives116 cited
    • 2018Internal marketing, employee customer‐oriented behaviors, and customer behavioral responses115 cited
    • 2008The impact of strategic account managers' behaviors on relational outcomes: An empirical study105 cited
    • 2017Is There a Dark Side of Ambidexterity? Implications of Dueling Sales and Service Orientations103 cited
    • 2015The impact of salesperson customer orientation on sales performance via mediating mechanism96 cited
    • 2010Does salesperson's customer orientation create value in B2B relationships? Empirical evidence from India93 cited
    • 2015The impact of salesperson customer orientation on the evaluation of a salesperson’s ethical treatment, trust in the salesperson, and intentions to purchase92 cited
    • 2009The employee‐customer relationship quality89 cited
    • 2004Future Themes in Sales and Sales Management: Complexity, Collaboration, and Accountability83 cited
    • 2014Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting: Conceptual framework and research propositions83 cited
    • 2013The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction82 cited
    • 2012Workplace Spirituality as a Precursor to Relationship-Oriented Selling Characteristics81 cited
    • 2009Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts80 cited