Jaramillo, Fernando; Ladik, Daniel M.; Marshall, Greg W.; … - In: Journal of Business & Industrial Marketing 22 (2007) 5, pp. 302-310
Purpose – In the years since Saxe and Weitz developed a scale to measure the selling orientation and customer orientation (SOCO) of a salesperson, research findings on the effect of SOCO on salesperson job performance have shown mixed results. This article aims to synthesize the findings from...