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The Influence of Personal Variables on Salesperson Selling Orientation

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References

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1971

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An Empirical Analysis of Organizational Identification

363 cited

1985Communication Style in the Salesperson-Customer Dyad318 cited

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2002Customer Mind-Set of Employees throughout the Organization153 cited
2004Customer‐oriented selling: Exploring the roles of emotional intelligence and organizational commitment153 cited
2008SOCO's impact on individual sales performance: The integration of selling skills as a missing link140 cited
2000Relationship‐oriented characteristics and individual salesperson performance138 cited
2013The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience129 cited
2005Relationships among customer orientation, service orientation and job satisfaction in financial services128 cited
1998The influence of salespersons’ customer orientation on buyer‐seller relationship development128 cited
2007Does Salesperson Perception of the Importance of Sales Skills Improve Sales Performance, Customer Orientation, Job Satisfaction, and Organizational Commitment, and Reduce Turnover?126 cited
1999Organizational Values and Role Stress as Determinants of Customer-Oriented Selling Performance116 cited
2008Effects of tour leader's service quality on agency's reputation and customers' word-of-mouth111 cited