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Customer orientation, social consensus and insurance salespeople's tolerance of customer insurance frauds
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References

  • 1991Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model4,134 cited
  • 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
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,055 cited
  • 1997The Impact of Natural Culture and Economic Ideology on Managerial Work Values: A Study of the United States, Russia, Japan, and China878 cited
  • 2006Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis705 cited
  • 2004Customer orientation of service employees630 cited
  • 2000Moral Awareness in Business Organizations: Influences of Issue-Related and Social Context Factors508 cited
  • 1996Moral intensity and ethical decision-making of marketing professionals437 cited
  • 1999Social Identity Salience and the Emergence of Stereotype Consensus405 cited
  • 2010Proactive customer orientation and its role for creating customer value in global markets393 cited
  • 2008When the customer is wrong: A review of research on aggression and sexual harassment in service encounters345 cited
  • 2002Understanding consumer ethical decision making with respect to purchase of pirated software333 cited
  • 2003Implementing a Customer Orientation: Extension of Theory and Application

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286 cited
  • 2010Hybrid car purchase intentions: a cross‐cultural analysis268 cited
  • 2008The effects of customer justice perception and affect on customer citizenship behavior and customer dysfunctional behavior267 cited
  • Cited by

    • 2016Causes, effects and deterrence of insurance fraud: evidence from Ghana68 cited
    • 2023Does brand attachment protect consumer–brand relationships after brand misconduct in retail banking?36 cited
    • 2018Relationship orientation in banking and insurance services – a review of the evidence28 cited
    • 2016Moral intensity, moral awareness and ethical predispositions: The case of insurance fraud23 cited
    • 2022To be or not to be: a review of the (un)ethical salespeople literature16 cited
    • 2015The profile of unethical insurance customers: a European perspective16 cited