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Does Salesperson Perception of the Importance of Sales Skills Improve Sales Performance, Customer Orientation, Job Satisfaction, and Organizational Commitment, and Reduce Turnover?
16 references·16 citing·48 second hopsampled
Does Salesperson Perception of the Importance of Sales Skills Improve Sales Performance, Customer Orientation, Job Satisfaction, and Organizational Commitment, and Reduce Turnover? (2007)Does Salesperson Perception of the Import…Re-examining Salesperson Goal Orientations: Personality Influencers, Customer Orientation, and Work Satisfaction (2004)Re-examining Salesperson Goal…Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors (2003)Internal Benefits of Service-…A Measure of Selling Skill: Scale Development and Validation (2002)A Measure of Selling Skill: S…The Selling Orientation-Customer Orientation (S.O.C.O.) Scale: A Proposed Short Form (2001)The Selling Orientation-Custo…An Examination of the Relationships between Retail Work Environments, Salesperson Selling Orientation-Customer Orientation and Job Performance (2001)An Examination of the Relatio…Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction (1996)Dimensions and Types of Super…The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes (1994)The Influence of the Market O…Learning Orientation, Working Smart, and Effective Selling (1994)Learning Orientation, Working…The Antecedents and Consequences of Customer Satisfaction for Firms (1993)The Antecedents and Consequen…Customer satisfaction, customer retention, and market share (1993)Customer satisfaction, custom…Developing Customer Orientation among Service Employees (1992)Developing Customer Orientati…Employee Turnover: A Meta-Analysis and Review with Implications for Research (1986)Employee Turnover: A Meta-Ana…Employee-Organization Linkages: The Psychology of Commitment, Absenteeism, and Turnover. (1984)Employee-Organization Linkage…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Measuring the performance of industrial salespersons (1982)Measuring the performance of …Essentials of Psychological Testing (1960)Essentials of Psychological T…Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory (2021)Operationalizing salesperson …Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…Thought self-leadership strategies and sales performance: integrating selling skills and adaptive selling behavior as missing links (2017)Thought self-leadership strat…A review of service quality and service delivery (2017)A review of service quality a…The Role of Emotions on Frontline Employee Turnover Intentions (2016)The Role of Emotions on Front…An emotional labor perspective on the relationship between customer orientation and job satisfaction (2016)An emotional labor perspectiv…The impact of salesperson customer orientation on sales performance via mediating mechanism (2015)The impact of salesperson cus…The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance (2014)The good, the bad and the eff…A Parsimonious Instrument for Predicting Students’ Intent to Pursue a Sales Career (2014)A Parsimonious Instrument for…Situational Strength as a Moderator of the Relationship Between Job Satisfaction and Job Performance: A Meta-Analytic Examination (2013)Situational Strength as a Mod…Antecedents of adaptive selling among retail salespeople: A multilevel analysis (2013)Antecedents of adaptive selli…Sales Quotas: Unintended Consequences on Trust in Organization, Customer-Oriented Selling, and Sales Performance (2012)Sales Quotas: Unintended Cons…Sales Force Turnover and Retention: A Research Agenda (2012)Sales Force Turnover and Rete…Does Customer Orientation Impact Objective Sales Performance? Insights from a Longitudinal Model in Direct Selling (2009)Does Customer Orientation Imp…Customer-directed selling behaviors and performance: a comparison of existing perspectives (2009)Customer-directed selling beh…An exploratory study of the influence of firm market orientation on salesperson adaptive selling, customer orientation, interpersonal listening in personal selling and salesperson consulting behaviors (2009)An exploratory study of the i…A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Prospect theory: An analysis of decision under risk (1988)Whence Consumer Loyalty? 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(2002)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)The Commitment-Trust Theory of Relationship Marketing (1994)Customer orientation of service employees (2004)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)When consumers doubt, Watch out! The role of CSR skepticism (2013)Coefficient Alpha and the Internal Structure of Tests (1951)Handbook of Industrial and Organizational Psychology. (1977)Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Strategic Orientation of the Firm and New Product Performance (1997)The C-OAR-SE procedure for scale development in marketing (2002)PSYCHOLOGICAL CONDITIONS OF PERSONAL ENGAGEMENT AND DISENGAGEMENT AT WORK. 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References

  • 1984Employee-Organization Linkages: The Psychology of Commitment, Absenteeism, and Turnover.4,653 cited
  • 1993The Antecedents and Consequences of Customer Satisfaction for Firms4,607 cited
  • 1960Essentials of Psychological Testing4,513 cited
  • 1993Customer satisfaction, customer retention, and market share2,151 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1986Employee Turnover: A Meta-Analysis and Review with Implications for Research1,493 cited
  • 1994Learning Orientation, Working Smart, and Effective Selling1,172 cited
  • 2003Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors882 cited
  • 1982Measuring the performance of industrial salespersons646 cited
  • 1992Developing Customer Orientation among Service Employees589 cited
  • 1996Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction527 cited
  • 1994The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes413 cited
  • 2001The Selling Orientation-Customer Orientation (S.O.C.O.) Scale: A Proposed Short Form252 cited
  • 2004Re-examining Salesperson Goal Orientations: Personality Influencers, Customer Orientation, and Work Satisfaction

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240 cited
  • 2001An Examination of the Relationships between Retail Work Environments, Salesperson Selling Orientation-Customer Orientation and Job Performance236 cited
  • 2002A Measure of Selling Skill: Scale Development and Validation218 cited
  • Cited by

    • 2016An emotional labor perspective on the relationship between customer orientation and job satisfaction121 cited
    • 2009Customer-directed selling behaviors and performance: a comparison of existing perspectives116 cited
    • 2009Does Customer Orientation Impact Objective Sales Performance? Insights from a Longitudinal Model in Direct Selling112 cited
    • 2014The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance110 cited
    • 2013Situational Strength as a Moderator of the Relationship Between Job Satisfaction and Job Performance: A Meta-Analytic Examination109 cited
    • 2012Sales Force Turnover and Retention: A Research Agenda98 cited
    • 2021Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory98 cited
    • 2015The impact of salesperson customer orientation on sales performance via mediating mechanism96 cited
    • 2017Thought self-leadership strategies and sales performance: integrating selling skills and adaptive selling behavior as missing links81 cited
    • 2017A review of service quality and service delivery70 cited
    • 2012Sales Quotas: Unintended Consequences on Trust in Organization, Customer-Oriented Selling, and Sales Performance59 cited
    • 2016The Role of Emotions on Frontline Employee Turnover Intentions58 cited
    • 2013Antecedents of adaptive selling among retail salespeople: A multilevel analysis54 cited
    • 2014A Parsimonious Instrument for Predicting Students’ Intent to Pursue a Sales Career53 cited
    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 2009An exploratory study of the influence of firm market orientation on salesperson adaptive selling, customer orientation, interpersonal listening in personal selling and salesperson consulting behaviors41 cited