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Journal of Personal Selling & Sales Management Volume 16, 1996 - Issue 4
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Original Articles

Exploring Salespersons' Customer Orientation as a Mediator of Organizational Culture's Influence on Buyer-Seller Relationships

Michael R. WilliamsMichael R. Williams received his Ph.D. fromOklahoma State University. He is currently Assistant Professor of Marketing at Illinois State University. Previous to entering academe, Mike accumulated an extensive background in business-to-business selling and sales management and continues to be active as a consultant and trainer to a variety of industry clients. Dr. Williams has published in the Journal of Personal Selling and Sales Management, Journal of Global Competitiveness, Journal of Marketing Theory and Practice, Simulation and Gaming: An International Journal of Theory, Design, and Research, and numerous national and international conference proceedings.
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Jill S. AttawayJill S. Attaway received her Ph.D. from Louisiana State University. She is currently Associate Professor of Marketing at Illinois State University. Her work experience includes several years in retail management with a major department store chain and work as a consultant for the Small Business Administration and retail accounts. Dr. Attaway has published in the Journal of Nonprofit and Social Sector Marketing, Journal of Satisfaction, Dissatisfaction and Complaining Behavior, Developments in Marketing Science, Advances in Consumer Research, and several national and international conference proceedings.
Pages 33-52 | Published online: 24 Oct 2013

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Megan C. Good & Charles H. Schwepker$suffix/text()$suffix/text(). (2022) Stop making excuses: reducing unethical behavior and improving performance and relationship quality. Journal of Business-to-Business Marketing 29:2, pages 177-196.
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Mahesh Srinivasan, Prashant Srivastava & Karthik N. S. Iyer. (2020) An empirical model of salesperson competence, buyer-seller trust and collaboration: the moderating role of technological turbulence and product complexity. Journal of Marketing Theory and Practice 28:4, pages 447-459.
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Duleep Delpechitre, Aditya Gupta, Arash H. Zadeh, Joon Ho Lim & Steven A. Taylor. (2020) Toward a new perspective on salesperson success and motivation: a trifocal framework. Journal of Personal Selling & Sales Management 40:4, pages 267-288.
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Tom W Reader, Alex Gillespie, Julie Hald & Megan Patterson. (2020) Unobtrusive indicators of culture for organizations: a systematic review. European Journal of Work and Organizational Psychology 29:5, pages 633-649.
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Jong Hee Park & Thi Bich Hanh Tran. (2020) From internal marketing to customer- perceived relationship quality: evidence of Vietnamese banking firms. Total Quality Management & Business Excellence 31:7-8, pages 777-799.
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Ruturaj Baber, Rahul Pratap Singh Kaurav & Justin Paul. (2020) Impact of individual market orientation on selling and customer orientation. Journal of Strategic Marketing 28:4, pages 288-303.
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Hasan Köşker, Kamil Unur & Dogan Gursoy. (2019) The effect of basic personality traits on service orientation and tendency to work in the hospitality and tourism industry. Journal of Teaching in Travel & Tourism 19:2, pages 140-162.
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Yating Pan, Ivonne M. Torres & Miguel Angel Zúñiga. (2019) Social Media Communications and Marketing Strategy: A Taxonomical Review of Potential Explanatory Approaches. Journal of Internet Commerce 18:1, pages 73-90.
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Jessica Ogilvie, Adam Rapp, Daniel G. Bachrach, Ryan Mullins & Jaron Harvey. (2017) Do sales and service compete? The impact of multiple psychological climates on frontline employee performance. Journal of Personal Selling & Sales Management 37:1, pages 11-26.
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Scott B. Friend & Jeff S. Johnson. (2017) Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships. Journal of Personal Selling & Sales Management 37:1, pages 42-60.
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Erdener Kaynak, Ali Kara, Clement S. F. Chow & Tommi Laukkanen. (2016) Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia. Journal of Transnational Management 21:2, pages 62-83.
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Florin Mihoc, Timothy J. Wilkinson & Craig Hinnenkamp. (2016) What Sells in Romania: Performance or Relationships?. Journal of East-West Business 22:2, pages 77-96.
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Despina A. Karayanni. (2015) A Model of Interorganizational Networking Antecedents, Consequences and Business Performance. Journal of Business-to-Business Marketing 22:4, pages 293-312.
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Sergio Román. (2014) Salesperson's listening in buyer–seller service relationships. The Service Industries Journal 34:7, pages 630-644.
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Subhra Chakrabarty, Robert E. Widing$suffix/text()$suffix/text() & Gene Brown. (2014) Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing. Journal of Personal Selling & Sales Management 34:2, pages 112-122.
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Carlos M. P. Sousa & Filipe Coelho. (2013) Exploring the relationship between individual values and the customer orientation of front-line employees. Journal of Marketing Management 29:15-16, pages 1653-1679.
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MichaelA. Humphreys, MichaelR. Williams & DanielJ. Goebel. (2008) Toward an Enhanced Definition and Measurement of Purchasing's Strategic Role in Buyer–Supplier Relationships. Journal of Business-to-Business Marketing 15:3, pages 323-353.
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Ching-I Teng, Kuei-Wen Huang & I-Ling Tsai. (2007) Effects of Personality on Service Quality in Business Transactions. The Service Industries Journal 27:7, pages 849-863.
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NeilR. Abramson. (2005) Building and Maintaining Effective Buyer-Seller Relationships. Journal of Promotion Management 12:1, pages 129-150.
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Charles E. Pettijohn, Linda S. Pettijohn & Albert J. Taylor. (2004) The Relationships Between Food Service Wait Staff Skills, Satisfaction, Commitment and Their Levels of Customer Orientation. International Journal of Hospitality & Tourism Administration 5:2, pages 43-59.
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James S. Boles, Barry J. Babin, Thomas G. Brashear & Charles Brooks. (2001) An Examination of the Relationships between Retail Work Environments, Salesperson Selling Orientation-Customer Orientation and Job Performance. Journal of Marketing Theory and Practice 9:3, pages 1-13.
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Rick E. Ridnour, Felicia G. Lassk & C. David Shepherd. (2001) An Exploratory Assessment of Sales Culture Variables: Strategic Implications Within the Banking Industry. Journal of Personal Selling & Sales Management 21:3, pages 247-254.
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Gary L. Frankwick, Stephen S. Porter & Lawrence A. Crosby. (2001) Dynamics of Relationship Selling: A Longitudinal Examination of Changes in Salesperson-customer Relationship Status. Journal of Personal Selling & Sales Management 21:2, pages 135-146.
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Julie T. Johnson, Hiram C. Barksdale$suffix/text()$suffix/text() & James S. Boles. (2001) The Strategic Role of the Salesperson in Reducing Customer Defection in Business Relationships. Journal of Personal Selling & Sales Management 21:2, pages 123-134.
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Eli Jones, James A. Roberts & Lawrence B. Chonko. (2000) Motivating Sales Entrepreneurs to Change: A Conceptual Framework of Factors Leading to Successful Change Management Initiatives in Sales Organizations. Journal of Marketing Theory and Practice 8:2, pages 37-49.
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