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Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions : a multi-level approach
Kadic-Maglajlic, Selma; Micevski, Milena; … - In: Journal of business research : JBR 80 (2017), pp. 53-62
Persistent link: https://www.econbiz.de/10011771437
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Single versus multiple salesforce go-to-market strategy : the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity
Anaza, Nwamaka A.; Rutherford, Brian N.; Wu, Gavin Jiayun; … - In: The journal of business & industrial marketing 38 (2023) 3, pp. 680-697
Persistent link: https://www.econbiz.de/10013539371
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Better to be the same or different? : paired customer and selling orientations and their impact on the exploitation of relationship-specific investments (RSIs) in dyads
Zerbini, Fabrizio; Miceli, Gaetano; De Carlo, Manuela - In: European management journal 42 (2024) 3, pp. 385-396
Persistent link: https://www.econbiz.de/10015053178
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Panacea or paradox? : the moderating role of ethical climate
Tanner, Emily C.; Tanner, John F.; Wakefield, Kirk - In: The journal of personal selling & sales management : JPSSM 35 (2015) 2, pp. 175-190
Persistent link: https://www.econbiz.de/10010527058
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The good, the bad and the effective : a meta-analytic examination of selling orientation and customer orientation on sales performance
Goad, Emily A.; Jaramillo, Fernando - In: The journal of personal selling & sales management : JPSSM 34 (2014) 4, pp. 285-301
Persistent link: https://www.econbiz.de/10010431569
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The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo; DeLuca, Luigi M.; Spiro, Rosann L. - In: The journal of business & industrial marketing 31 (2016) 4, pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
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Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions
DeCarlo, Thomas E.; Hansen, John D. - In: Industrial marketing management : the international … 102 (2022), pp. 35-44
Persistent link: https://www.econbiz.de/10013259003
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Salesperson moral identity and value co-creation
Itani, Omar S.; Chonko, Lawrence B.; Agnihotri, Raj - In: European journal of marketing 56 (2022) 2, pp. 500-531
Persistent link: https://www.econbiz.de/10013173438
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How does a salesperson improve their performance? : the importance role of customer smart response capability
Aqmala, Diana; Ardyan, Elia - In: Gadjah Mada international journal of business 21 (2019) 2, pp. 223-241
Persistent link: https://www.econbiz.de/10012106904
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Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes
Locander, David A.; Darrat, Mahmoud A.; Babin, Barry J. - In: Journal of business research : JBR 154 (2023), pp. 1-14
Persistent link: https://www.econbiz.de/10013468966