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Facing a role that is dominated by stressful customer engagements, and chasing sales quotas, salespeople are likely to be guided by their own personal values and organizational environment, and in the long term are likely to develop spiritual thoughts that allow them to view their work with a...
Persistent link: https://www.econbiz.de/10014194125
The vast majority of the extant literature on Corporate Social Responsibility (CSR) has focused on the macro (firm) level of analysis by examining the linkage between CSR and firm-level outcomes. As such, very few studies have focused on the micro (individual) level of analysis. Against this...
Persistent link: https://www.econbiz.de/10014194582
This study critically examines the existing domains, conceptualizations and operationalizations of the salesperson's customer orientation constructs present in the literature. The widely used Salesperson orientation-Customer orientation (SOCO) construct (its domain, definition and scale) is...
Persistent link: https://www.econbiz.de/10014217456
This case is written at a time when organized retailing in India was booming, opening up opportunities for numerous big indigenous and foreign players. Also, with the rising disposable incomes of the Indian middle class and their changing tastes and preferences, they were becoming more and more...
Persistent link: https://www.econbiz.de/10013141999
The primary purpose of this study is to enhance the understanding of the impact of distribution channel conflicts on the channel efficiency, which has hitherto received little attention in distribution channel literature. Although ‘channel conflict’ as a construct is fairly well researched...
Persistent link: https://www.econbiz.de/10008801201
This study critically examines the existing domains, conceptualizations and operationalizations of the salesperson’s customer orientation constructs present in the literature. The widely used Salesperson orientation-Customer orientation (SOCO) construct (its domain, definition and scale) is...
Persistent link: https://www.econbiz.de/10008801531