Article1982

The SOCO Scale: A Measure of the Customer Orientation of Salespeople

1,547 citations0/0 files storedJournal of Marketing Research

No readable copy stored yet — this record is metadata only.

Customer Service Quality and Loyalty Marketing and Advertising Strategies Employee Performance and Motivation

Abstract

The concept of customer orientation in salespeople is defined, a scale is developed to measure the degree to which salespeople engage in customer-oriented selling, and the properties of the scale are reported. A test of the nomological validity indicates the use of customer-oriented selling is related to the ability of the salespeople to help their customers and the quality of the customer-salesperson relationship.

Citations in this library

Stored only when both papers are in the corpus — 1,547 citations exist upstream.

References

1951Coefficient Alpha and the Internal Structure of Tests 1979A Paradigm for Developing Better Measures of Marketing Constructs 1977Handbook of Industrial and Organizational Psychology.1970Studies in Machiavellianism 1973Marketing Management: Analysis, Planning and Control

Cited by

2002The C-OAR-SE procedure for scale development in marketing 1997Strategic Orientation of the Firm and New Product Performance 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness 2002The Customer Orientation of Service Workers: Personality Trait Effects on Self-and Supervisor Performance Ratings 2000Social desirability bias: A neglected aspect of validity testing 1997Strategic Orientation of the Firm and New Product Performance 2007Customer-based corporate reputation of a service firm: scale development and validation 2003Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors

Imported from OpenAlex (CC0) — nothing here is generated.