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The Selling Orientation–Customer Orientation (Soco) Scale: Cross-Validation of the Revised Version

16 references·16 citing·49 second hopsampled

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References

1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
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1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
2002The Customer Orientation of Service Workers: Personality Trait Effects on Self-and Supervisor Performance Ratings1,092 cited
2002The Effects of Entrepreneurial Proclivity and Market Orientation on Business Performance1,011 cited
2000The Effects of Strategy Type on the Market Orientation–Performance Relationship651 cited
1999Structural Equation Modeling in Practice592 cited
1992Developing Customer Orientation among Service Employees589 cited
2001How critical is internal customer orientation to market orientation?427 cited
1994The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes413 cited
1951I. Problems and Designs of Cross-Validation 1319 cited
2003Interfirm Cooperation and Customer Orientation307 cited
1994The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes302 cited
2001The Selling Orientation-Customer Orientation (S.O.C.O.) Scale: A Proposed Short Form252 cited
2003

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Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer–seller relationships

243 cited

2003On the Trait Antecedents and Outcomes of Service Worker Job Resourcefulness: A Hierarchical Model Approach198 cited

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