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Customer Evaluation of Retail Salespeople Utilizing the SOCO Scale: A Replication, Extension, and Application

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References

1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
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1985Measuring Customer Orientation of Salespeople: A Replication with Industrial Buyers193 cited
1986A Model of Sales Supervisor Leadership Behavior and Retail Salespeople's Job-Related Outcomes136 cited

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2010Does salesperson's customer orientation create value in B2B relationships? Empirical evidence from India93 cited
2004The Selling Orientation–Customer Orientation (Soco) Scale: Cross-Validation of the Revised Version

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1997A dual perspective of customer orientation: a modification, extension and application of the SOCO scale82 cited

2000Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships79 cited

2002Proactive behavior and industrial salesforce performance71 cited

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1996Personal selling constructs and measures: emic versus etic approaches to cross‐national research55 cited

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2016Impact of the Number of Scale Points on Data Characteristics and Respondents’ Evaluations: An Experimental Design Approach Using 5-Point and 7-Point Likert-type Scales48 cited