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An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market
16 references·2 citing·43 second hop
An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market (2013)An examination of the effects of adaptive…Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis (2006)Salesperson Adaptive Selling …The Customer Orientation of Service Workers: Personality Trait Effects on Self-and Supervisor Performance Ratings (2002)The Customer Orientation of S…Some New Thoughts on Conceptualizing Perceived Service Quality: A Hierarchical Approach (2001)Some New Thoughts on Conceptu…A Cross-National Investigation into the Individual and National Cultural Antecedents of Consumer Innovativeness (1999)A Cross-National Investigatio…Learning Orientation, Working Smart, and Effective Selling (1994)Learning Orientation, Working…Gender differences in personality: A meta-analysis. (1994)Gender differences in persona…The Influence of Global Marketing Standardization on Performance (1992)The Influence of Global Marke…Zero defections: quality comes to services. (1990)Zero defections: quality come…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel (1984)An Empirical Investigation of…Culture's Consequences: International Differences in Work-Related Values. (1983)Culture's Consequences: Inter…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Culture's Consequences: International Differences in Work-Related Values (1981)Culture's Consequences: Inter…The Customer Orientation of Salesperson for Performance in Korean Market Case: A Relationship between Customer Orientation and Adaptive Selling (2019)The Customer Orientation of S…Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia (2016)Role of adaptive selling and …Distinguishing Coupon Proneness from Value Consciousness: An Acquisition-Transaction Utility Theory Perspective (1990)Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors (2003)Customer-based corporate reputation of a service firm: scale development and validation (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)Advances in Consumer Research (2025)Statistical Methods for Meta-Analysis (1988)Happiness is everything, or is it? 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References

  • 1981Culture's Consequences: International Differences in Work-Related Values20,532 cited
  • 1983Culture's Consequences: International Differences in Work-Related Values.15,062 cited
  • 1990Zero defections: quality comes to services.5,373 cited
  • 2001Some New Thoughts on Conceptualizing Perceived Service Quality: A Hierarchical Approach3,537 cited
  • 1994Gender differences in personality: A meta-analysis.2,232 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1999A Cross-National Investigation into the Individual and National Cultural Antecedents of Consumer Innovativeness1,281 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1994Learning Orientation, Working Smart, and Effective Selling1,172 cited
  • 2002The Customer Orientation of Service Workers: Personality Trait Effects on Self-and Supervisor Performance Ratings1,092 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,055 cited
  • 1984An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel985 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1992The Influence of Global Marketing Standardization on Performance

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792 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 2006Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis705 cited
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    • 2016Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia29 cited
    • 2019The Customer Orientation of Salesperson for Performance in Korean Market Case: A Relationship between Customer Orientation and Adaptive Selling27 cited