SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
Measuring customer orientation of a salesperson: Modifications of the soco scale
16 references·8 citing·38 second hop
Measuring customer orientation of a salesperson: Modifications of the soco scale (1995)Measuring customer orientation of a sales…Marketing management: analysis. planning. implementation and control (2000)Marketing management: analysi…Business marketing management (1998)Business marketing managementAn Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment (1988)An Updated Paradigm for Scale…Methodology Review: Assessing Unidimensionality of Tests and ltenls (1985)Methodology Review: Assessing…Measuring Customer Orientation of Salespeople: A Replication with Industrial Buyers (1985)Measuring Customer Orientatio…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Some Methods for Respecifying Measurement Models to Obtain Unidimensional Construct Measurement (1982)Some Methods for Respecifying…Correlation and causality (1979)Correlation and causalityThe Handbook of Industrial and Organizational Psychology. (1978)The Handbook of Industrial an…Organizational role conflict: Its antecedents and consequences (1976)Organizational role conflict:…Role Clarity and the Salesman (1975)Role Clarity and the SalesmanThe Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior (1974)The Effect of Salesman Simila…Measuring the Job Satisfaction of Industrial Salesmen (1974)Measuring the Job Satisfactio…Experimental Study of Industrial Buyer Behavior (1971)Experimental Study of Industr…Industrial buying and creative marketing (1967)Industrial buying and creativ…Selling as a Dyadic Relationship – A New Approach (1963)Selling as a Dyadic Relations…Salesperson attributes that influence consumer perceptions of sales interactions (2021)Salesperson attributes that i…The Ability of Corporate Blog Communication to Enhance CSR Effectiveness: The Role of Prior Company Reputation and Blog Responsiveness (2013)The Ability of Corporate Blog…The relationship between employee satisfaction with organizational communication and customer orientation (2010)The relationship between empl…Conceptualising and measuring defensive marketing orientation (DMO): some inaugural thoughts on assessing marketing's place in ‘society's doghouse’ (2009)Conceptualising and measuring…Theme park employee satisfaction and customer orientation (2008)Theme park employee satisfact…Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions (2004)Measuring buyers’ perceptions…Kundenorientierung auf individueller Ebene: Das Einstellungs-Verhaltens-Modell (2004)Kundenorientierung auf indivi…Gender Issues in Buyer‐Seller Relationships: Does Gender Matter in Purchasing? (2004)Gender Issues in Buyer‐Seller…Coefficient Alpha and the Internal Structure of Tests (1951)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Social desirability bias: A neglected aspect of validity testing (2000)The C-OAR-SE procedure for scale development in marketing (2002)Customer-based corporate reputation of a service firm: scale development and validation (2007)Significance tests and goodness of fit in the analysis of covariance structures. (1980)Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics (1981)Predicting the performance of measures in a confirmatory factor analysis with a pretest assessment of their substantive validities. (1991)Examining the structural relationships of destination image, tourist satisfaction and destination loyalty: An integrated approach (2007)The impact of personal dispositions on information sensitivity, privacy concern and trust in disclosing health information online (2010)Structural equation modeling in practice: A review and recommended two-step approach. (1988)A Brief Tutorial on the Development of Measures for Use in Survey Questionnaires (1998)Structural Equation Modeling and Regression: Guidelines for Research Practice (2000)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)A Rationale and Test for the Number of Factors in Factor Analysis (1965)Statistical Theories of Mental Test Scores (1969)Assessing the unidimensionality of measurement: a paradigm and illustration within the context of information systems research (1997)Handbook on Constructing Composite Indicators (2005)Item Parceling in Structural Equation Modeling: A Primer (2008)The measurement of satisfaction in work and retirement: A strategy for the study of attitudes. (1969)Research Design Effects on the Reliability of Rating Scales: A Meta-Analysis (1984)Behavioral and Psychological Consequences of Boundary Spanning Burnout for Customer Service Representatives (1994)Distributed leadership in teams: The network of leadership perceptions and team performance (2006)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Customer Loyalty: Toward an Integrated Conceptual Framework (1994)Evolving to a New Dominant Logic for Marketing (2003)Optimism, coping, and health: Assessment and implications of generalized outcome expectancies. (1985)The nature of phonological processing and its causal role in the acquisition of reading skills. (1987)Does changing behavioral intentions engender behavior change? A meta-analysis of the experimental evidence. (2006)Communication Style in the Salesperson-Customer Dyad (1985)A Dyadic Study of Interpersonal Information Search (1998)Influence Tactics for Effective Adaptive Selling (2006)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Antecedents and consequences of trust and satisfaction in buyer‐seller relationships (1998)A review of methods supporting supplier selection (2001)CEO Charismatic Leadership: Levels-of-Management and Levels-of-Analysis Effects (1999)Assessment of Adult Psychopathology: Meta-Analyses and Implications of Cross-Informant Correlations. (2005)A Tale of Passion: Linking Job Passion and Cognitive Engagement to Employee Work Performance (2009)
this work references cited by second hop

References

  • 2000Marketing management: analysis. planning. implementation and control6,649 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
  • 1979Correlation and causality1,449 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,055 cited
  • 1985Methodology Review: Assessing Unidimensionality of Tests and ltenls1,014 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1982Some Methods for Respecifying Measurement Models to Obtain Unidimensional Construct Measurement973 cited
  • 1974Measuring the Job Satisfaction of Industrial Salesmen615 cited
  • 1978The Handbook of Industrial and Organizational Psychology.472 cited
  • 1963Selling as a Dyadic Relationship – A New Approach321 cited
  • 1974The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior282 cited
  • 1976Organizational role conflict: Its antecedents and consequences247 cited
  • 1975Role Clarity and the Salesman196 cited
  • 1985Measuring Customer Orientation of Salespeople: A Replication with Industrial Buyers193 cited
  • 1998Business marketing management173 cited

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

  • 1971Experimental Study of Industrial Buyer Behavior134 cited
  • Cited by

    • 2013The Ability of Corporate Blog Communication to Enhance CSR Effectiveness: The Role of Prior Company Reputation and Blog Responsiveness57 cited
    • 2004Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions46 cited
    • 2004Gender Issues in Buyer‐Seller Relationships: Does Gender Matter in Purchasing?36 cited
    • 2021Salesperson attributes that influence consumer perceptions of sales interactions29 cited
    • 2008Theme park employee satisfaction and customer orientation27 cited
    • 2004Kundenorientierung auf individueller Ebene: Das Einstellungs-Verhaltens-Modell26 cited
    • 2010The relationship between employee satisfaction with organizational communication and customer orientation21 cited
    • 2009Conceptualising and measuring defensive marketing orientation (DMO): some inaugural thoughts on assessing marketing's place in ‘society's doghouse’11 cited