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The effects of incentives and personality on salesperson's customer orientation · Study

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ArticleThe effects of incentives and personality on salesperson's customer orientation

Scott M. Widmier2002

Article2002

The effects of incentives and personality on salesperson's customer orientation

Scott M. Widmier

95 citations·0/0 files stored·Industrial Marketing Management

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Employee Performance and Motivation Customer Service Quality and Loyalty Job Satisfaction and Organizational Behavior

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References

1994The Commitment-Trust Theory of Relationship Marketing 1977Estimating Nonresponse Bias in Mail Surveys 1983Measuring individual differences in empathy: Evidence for a multidimensional approach.1980A multidimensional approach to individual differences in empathy 1974Self-monitoring of expressive behavior.1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople 1984Revision of the Self-Monitoring Scale.1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

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2004The Selling Orientation–Customer Orientation (Soco) Scale: Cross-Validation of the Revised Version 2011Organizational Drivers of Salespeople’s Customer Orientation and Selling Orientation 2012Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness 2020How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective 2012Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India

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Year2002

Typearticle

Published2002-10-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations95

Files0 public / 0

ShelfEmployee Performance and Motivation

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doi10.1016/s0019-8501(02)00181-5

openalex_workW1995727587

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