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

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References

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1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,055 cited
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1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
1996

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Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction

527 cited

1991AN EXPLORATORY EXAMINATION OF PERSON‐ORGANIZATION FIT: ORGANIZATIONAL GOAL CONGRUENCE455 cited

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2004The Selling Orientation–Customer Orientation (Soco) Scale: Cross-Validation of the Revised Version91 cited
2011Organizational Drivers of Salespeople’s Customer Orientation and Selling Orientation78 cited
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2017Perceived justice, emotions, and behavioral intentions in the Taiwanese food and beverage industry48 cited
2018The importance of customer’s perception of salesperson’s empathy in selling48 cited
2015Implications of a changing workforce and workplace for justice perceptions and expectations41 cited
2013Knowledge sharing behaviors of industrial salespeople35 cited
2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers35 cited
2021The effect of honest and humble leadership on salesperson customer orientation32 cited
2018Toward an agent-system contingency theory for behavioral supply chain and industrial marketing research31 cited
2013Delusive perception—antecedents and consequences of salespeople’s misperception of customer commitment31 cited
2009Service failure and consumer switching behaviors: Evidence from the insurance industry31 cited
2016Workplace spirituality governance: impact on customer orientation and salesperson performance30 cited
2021CEO narcissism and myopic management30 cited