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Journal of Personal Selling & Sales Management Volume 19, 1999 - Issue 2
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Original Articles

Organizational Values and Role Stress as Determinants of Customer-Oriented Selling Performance

Theresa B. FlahertyTheresa B. Flaherty (Ph.D., University of Kentucky) is an Assistant Professor of Marketing at Old Dominion University. She has published articles in Industrial Marketing Management and numerous national and regional conference proceedings. Her areas of research interest include salesperson performance, internet marketing strategy, and gender issues.
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Robert DahlstromRobert Dahlstrom (Ph.D., University of Cincinnati) is an Associate Professor in the School of Management at the University of Kentucky. His research has been published in Journal of Marketing Research, Journal of Retailing, Marketing Letters, and other journals and conference proceedings.
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Steven J. SkinnerSteven J. Skinner (D.B.A., University of Kentucky) is the Rosenthal Professor in the School of Management at the University of Kentucky. His research has been published in Journal of Marketing Research, Academy of Management Journal, Journal of Retailing, and other journals.
Pages 1-18 | Published online: 24 Oct 2013

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Lisa L. Beeler, Nawar N. Chaker, Prachi Gala & Alex R. Zablah. (2020) The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context. Journal of Personal Selling & Sales Management 40:2, pages 95-113.
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Paolo Guenzi, Deva Rangarajan, Nawar N. Chaker & Laszlo Sajtos. (2019) It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress. Journal of Personal Selling & Sales Management 39:4, pages 352-369.
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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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Raj Agnihotri, Colin B. Gabler, Omar S. Itani, Fernando Jaramillo & Michael T. Krush. (2017) Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict. Journal of Personal Selling & Sales Management 37:1, pages 27-41.
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Christine Jaushyuam Lai. (2016) The Effect of Individual Market Orientation on Sales Performance: An Integrated Framework for Assessing the Role of Formal and Informal Communications. Journal of Marketing Theory and Practice 24:3, pages 328-343.
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Zahra Fallah Ebrahimi, Chong Chin Wei & Reza Hosseini Rad. (2015) The impact of the conceptual total quality management model on role stressors. Total Quality Management & Business Excellence 26:7-8, pages 762-777.
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Colin B. Gabler & Ronald Paul Hill. (2015) Abusive supervision, distributive justice, and work-life balance: perspectives from salespeople and managers. Journal of Personal Selling & Sales Management 35:3, pages 247-261.
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Pei-Lee Teh, Chen-Chen Yong & Binshan Lin. (2014) Multidimensional and mediating relationships between TQM, role conflict and role ambiguity: A role theory perspective. Total Quality Management & Business Excellence 25:11-12, pages 1365-1381.
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Nor Azila Mohd Noor, Azilah Kasim, Cezar Scarlat & Azli Muhamad. (2012) The Role of Individual Differences in Promoting Front Liners to Become Customer-Oriented: A Case of the Hotel Industry in Malaysia. Journal of Quality Assurance in Hospitality & Tourism 13:1, pages 61-79.
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Manuel Carlos Vallejo-Martos. (2011) The organizational culture of family firms as a key factor of competitiveness. Journal of Business Economics and Management 12:3, pages 451-481.
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Filipe Jorge Coelho, Mário Gomes Augusto, Arnaldo Fernandes Coelho & Patrícia Moura Sá. (2010) Climate perceptions and the customer orientation of frontline service employees. The Service Industries Journal 30:8, pages 1343-1357.
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AlfredM. Pelham & Pamela Kravitz. (2008) An Exploratory Study of the Influence of Sales Training Content and Salesperson Evaluation on Salesperson Adaptive Selling, Customer Orientation, Listening, and Consulting Behaviors. Journal of Strategic Marketing 16:5, pages 413-435.
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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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AlanJ. Dubinsky, LawrenceB. Chonko, EliP. Jones & JamesA. Roberts. (2002) Development of a Relationship Selling Mindset: Organizational Influencers. Journal of Business-to-Business Marketing 10:1, pages 1-30.
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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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