Citations (49)
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Earth Chandrruangphen, Nuttapol Assarut & Sukree Sinthupinyo. (2022) The effects of live streaming attributes on consumer trust and shopping intentions for fashion clothing. Cogent Business & Management 9:1.
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Nils M. Høgevold, Rocio Rodriguez, Göran Svensson & Mornay Roberts-Lombard. (2022) Validating the Sequential Logic of Quality Constructs in Seller-customer Business Relationships – Antecedents, Mediator and Outcomes. Journal of Business-to-Business Marketing 29:1, pages 43-67.
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Adam Rapp, Colin Gabler & Jessica Ogilvie. (2020) A holistic perspective of sales research: areas of consideration to develop more comprehensive conceptual and empirical frameworks. Journal of Personal Selling & Sales Management 40:4, pages 227-233.
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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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Dayle R. N. Childs, Nick Lee, Belinda Dewsnap & John W. Cadogan. (2019) A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions. Journal of Personal Selling & Sales Management 39:4, pages 386-399.
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Albert Jing-Fuh Yang, Yenming J. Chen & Yung-Chin Huang. (2017) Enhancing customer loyalty in tourism services: the role of customer-company identification and customer participation. Asia Pacific Journal of Tourism Research 22:7, pages 735-746.
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Michael L. Mallin & Charles B. Ragland. (2017) Power-Base Effects on Salesperson Motivation and Performance: A Contingency View. Journal of Business-to-Business Marketing 24:2, pages 99-121.
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Gisela I. Gerlach, Kai Rödiger, Ruth Maria Stock & Nicolas A. Zacharias. (2016) Salespersons’ empathy as a missing link in the customer orientation–loyalty chain: an investigation of drivers and age differences as a contingency. Journal of Personal Selling & Sales Management 36:3, pages 221-239.
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John D. Hansen, Donald J. Lund & Thomas E. DeCarlo. (2016) A process model of buyer responses to salesperson transgressions and recovery efforts: the impact of salesperson orientation. Journal of Personal Selling & Sales Management 36:1, pages 59-73.
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Articles from other publishers (39)
Pablo Ruiz-Palomino, Jorge Linuesa-Langreo, Rosa María Rincón-Ornelas & M. Pilar Martinez-Ruiz. (2023) Putting the customer at the center: does store managers' ethical leadership make a difference in authentic customer orientation?. Academia Revista Latinoamericana de Administración 36:2, pages 269-288.
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Basharat Raza, Sylvie St-Onge & Muhammad Ali. (2023) Frontline employees' performance in the financial services industry: the significance of trust, empathy and consumer orientation. International Journal of Bank Marketing 41:3, pages 527-549.
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Jamil Razmak, Joseph William Pitzel, Charles Belanger & Wejdan Farhan. (2022) Brushing up on time-honored sales skills to excel in tomorrow’s environment. Journal of Business & Industrial Marketing 38:4, pages 701-723.
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Muhammad Waqas, Sarmad Jan Mian & Nabila Nazir. (2021) The role of religious advertising and personal selling in enhancing mutual fund purchase intention and sales in Pakistan: a managerial perspective. Journal of Islamic Marketing 14:1, pages 43-60.
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M. Husnus Syawab, Sri Harini, Cahyo Crysdian, Eva Yustina, Ihsan Bagus Fahad Arafat, Muhammad Aji Permana, Setiyaris, Lia Wahyuliningtyas & Nur Hasyim Asyari. 2023. Proceedings of the 12th International Conference on Green Technology (ICGT 2022). Proceedings of the 12th International Conference on Green Technology (ICGT 2022)
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Chee Wei Cheah, Kian Yeik Koay & KeHeng Xiang. (2023) Uncovering the Voices of Marginalized Minorities in Public Policy Research - A Critical Review of the Image and Text-Based Vignette Method. International Journal of Qualitative Methods 22, pages 160940692311634.
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Beni Halvorsen, Timothy Bartram, Narges Kia & Jillian Cavanagh. (2022) Meeting customer needs through ethical leadership and training: examining Australian bank employees. Asia Pacific Journal of Human Resources 61:1, pages 79-100.
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Ni Zhu & Kyeong-Ran Kim. (2022) The Effect of Chinese Beauty Influencer Characteristics and Marketing Strategies on the Purchase Intention of Luxury Brand Cosmetics Among Women in Their 20s to 50s. Journal of the Korean Society of Cosmetology 28:6, pages 1264-1274.
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Stefan Ledinger. (2022) Sales Process as a Service (SPAS): Development and Validation of an Extension to the Shortened Selling Orientation – Customer Orientation (SOCO) Score (SOCO-SPAS). Naše gospodarstvo/Our economy 68:4, pages 28-42.
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Rajeev Kumra & Praveen Kumar Sharma. (2022) Mediating role of trust in the impact of perceived empathy and customer orientation on intention to continue relationship in Indian banks. Journal of Financial Services Marketing 27:4, pages 372-386.
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Wilson K.S. Leung, Man Kit Chang, Man Lai Cheung & Si Shi. (2022) Understanding consumers' post-consumption behaviors in C2C social commerce: the role of functional and relational customer orientation. Internet Research 32:4, pages 1131-1167.
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A. Lynn Matthews & Meike Eilert. (2021) Signaling authenticity for frontline service employees. Journal of Services Marketing 36:3, pages 416-431.
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Hua Fan, Bing Han & Wei Gao. (2022) (Im)Balanced customer-oriented behaviors and AI chatbots' Efficiency–Flexibility performance: The moderating role of customers’ rational choices. Journal of Retailing and Consumer Services 66, pages 102937.
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Hyun Young Cho, Sue Hyun Lee & Ritesh Saini. (2021) What makes products look premium? The impact of product convenience on premiumness perception. Psychology & Marketing 39:5, pages 875-891.
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Erlinde F. I. Cornelis, Andrew M. Baker & Mujtaba Ahsan. (2021) Mitigating a crisis of confidence: The effect of crisis response strategies on reward‐based crowdfunding success. Strategic Entrepreneurship Journal 16:1, pages 67-96.
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Pradeep Kumar Mohanty & Archana Patro. (2020) Analyzing repurchase behavior and benchmarking brands: implications for salespersons in a personal selling context. Journal of Agribusiness in Developing and Emerging Economies 12:1, pages 56-74.
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Zhimei Zang, Xiaoyan Wang, Hairu Yang & Chuanming Chen. (2020) “Be myself” or “Be friends”? Exploring the mechanism between self-construal and sales performance. Asian Business & Management 21:1, pages 82-105.
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Megan C. Good & Charles H. SchwepkerJr.Jr.. (2022) Business-to-business salespeople and political skill: Relationship building, deviance, and performance. Journal of Business Research 139, pages 32-43.
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Shobha Mishra & Vibhuti Tripathi. 2022. Handbook of Research on Ethnic, Racial, and Religious Conflicts and Their Impact on State and Social Security. Handbook of Research on Ethnic, Racial, and Religious Conflicts and Their Impact on State and Social Security
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J. Ricky Fergurson, John T. Gironda & Maria Petrescu. (2021) Salesperson attributes that influence consumer perceptions of sales interactions. Journal of Consumer Marketing 38:6, pages 652-663.
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Zahra Seyedghorban, Dayna Simpson & Margaret Jekanyika Matanda. (2020) The role of brand representatives in predicting trust in early buyer–supplier relationships. Journal of Business & Industrial Marketing 36:7, pages 1130-1146.
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Jarkko Niemi & Ellen Bolman Pullins. (2020) Tell me more: how salespeople encourage customer disclosure. Journal of Business & Industrial Marketing 36:5, pages 717-728.
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Ramendra Pratap Singh, Ramendra Singh & Prashant Mishra. (2021) Does managing customer accounts receivable impact customer relationships, and sales performance? An empirical investigation. Journal of Retailing and Consumer Services 60, pages 102460.
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Connie R. Bateman & Sean R. Valentine. (2019) Consumers’ Personality Characteristics, Judgment of Salesperson Ethical Treatment, and Nature of Purchase Involvement. Journal of Business Ethics 169:2, pages 309-331.
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Scott B. Friend, Fernando Jaramillo & Jeff S. Johnson. (2020) Ethical Climate at the Frontline: A Meta-Analytic Evaluation. Journal of Service Research 23:2, pages 116-138.
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Leff Bonney, Bryan Hochstein, Brett Christenson & Ellis Chefor. (2020) Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing. Industrial Marketing Management 85, pages 152-166.
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Syadiyah Abdul Shukor. (2020) Trust in takaful agents: antecedents and consequences. Journal of Islamic Accounting and Business Research 11:6, pages 1161-1174.
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Zhimei Zang, Dong Liu, Yaqin Zheng & Chuanming Chen. (2020) How do the combinations of sales control systems influence sales performance? The mediating roles of distinct customer-oriented behaviors. Industrial Marketing Management 84, pages 287-297.
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Yi Liu, Xue Li & Maggie Chuoyan Dong. (2019) The role of customer orientation in key account managers’ performance: a client network perspective. Journal of Business & Industrial Marketing 34:7, pages 1592-1605.
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Preeti Narwal & Jogendra Kumar Nayak. (2019) How consumers respond to social norms: an evidence from pay-what-you-want (PWYW) pricing. Journal of Consumer Marketing 36:4, pages 494-505.
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Selma Kadic-Maglajlic, Milena Micevski, Nick Lee, Nathaniel Boso & Irena Vida. (2017) Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions. Journal of Business Ethics 156:2, pages 377-397.
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Duleep Delpechitre, Brian Nicholas Rutherford & Lucette B. Comer. (2019) The importance of customer’s perception of salesperson’s empathy in selling. Journal of Business & Industrial Marketing 34:2, pages 374-388.
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Brent Smith, Cindy B. Rippé & Alan J. Dubinsky. (2018) India’s lonely and isolated consumers shopping for an in-store social experience. Marketing Intelligence & Planning 36:7, pages 722-736.
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Scott B. Friend, Jeff S. Johnson & Ravipreet S. Sohi. (2018) Propensity to trust salespeople: A contingent multilevel-multisource examination. Journal of Business Research 83, pages 1-9.
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Willy Bolander, William J. Zahn, Terry W. Loe & Melissa Clark. (2015) Managing New Salespeople’s Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts. Journal of Business Ethics 144:3, pages 519-532.
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Donald P. AddisonIIII, Tony Lingham, Can Uslay & Olivia F. Lee. (2017) An entrepreneurial relationship marketing approach to B2B selling. Journal of Research in Marketing and Entrepreneurship 19:1, pages 2-25.
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Nhat Quang Le & Magne Supphellen. (2017) Determinants of repurchase intentions of real estate agent services: Direct and indirect effects of perceived ethicality. Journal of Retailing and Consumer Services 35, pages 84-90.
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