Systematic review of determinants of sales performance: Verbeke et al.'s (2011) classification extended
Purpose Considering recent changes in sales practices, such as the sales role becoming
more strategic, increased reliance on technology for sales activities, increased stress from …
more strategic, increased reliance on technology for sales activities, increased stress from …
Export market orientation: An integrative review and directions for future research
I Ipek, N Bıçakcıoğlu-Peynirci - International Business Review, 2020 - Elsevier
A firm's export market orientation has long been interest of several scholars and has
received theoretical and empirical research attention in the international business literature …
received theoretical and empirical research attention in the international business literature …
How and when does customer orientation influence frontline employee job outcomes? A meta-analytic evaluation
Previous research has conceptualized and modeled customer orientation (CO) in one of two
ways: as a psychological phenomenon antecedent to critical job states (ie, stress and …
ways: as a psychological phenomenon antecedent to critical job states (ie, stress and …
When does salespeople's customer orientation lead to customer loyalty? The differential effects of relational and functional customer orientation
C Homburg, M Müller, M Klarmann - Journal of the Academy of marketing …, 2011 - Springer
Is a customer orientation universally effective for salespeople? Or does its effectiveness
depend on the selling situation? While previous research has largely neglected this …
depend on the selling situation? While previous research has largely neglected this …
When do customers perceive customer centricity? The role of a firm's and salespeople's customer orientation
The concept of customer centricity is frequently debated by sales and marketing researchers
and practitioners. However, to date no validated scale exists that measures to what extent …
and practitioners. However, to date no validated scale exists that measures to what extent …
Examining the mechanisms linking transformational leadership, employee customer orientation, and service performance: The mediating roles of perceived supervisor …
Purpose The aim of this study is to test whether store-level transformational leadership
influences service employees' customer orientation via two different mechanisms …
influences service employees' customer orientation via two different mechanisms …
Speaking to the hearts of the customers! The mediating effect of customer loyalty on customer orientation, technology orientation and business performance
IJ Ismail - Technological Sustainability, 2023 - emerald.com
Purpose This paper examined mediating effect of customer loyalty on the influence of
customer orientation and technology orientation on the performance of small and medium …
customer orientation and technology orientation on the performance of small and medium …
The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience
Purpose–The purpose of this paper is to investigate the moderating effects of selling
experience on the relationship between job satisfaction and sales performance, customer …
experience on the relationship between job satisfaction and sales performance, customer …
Effects of employees' social exchange and the mediating role of customer orientation in the restaurant industry
H Kim, H Qu - International Journal of Hospitality Management, 2020 - Elsevier
This study aims to investigate the consequences of customer-employee exchage at work
based on the social exchange theory. Moreover, it is to understand how the social exchange …
based on the social exchange theory. Moreover, it is to understand how the social exchange …
Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting: Conceptual …
RG Javalgi, KD Hall, ST Cavusgil - International Business Review, 2014 - Elsevier
In the international business-to-business (B2B) setting, a firm's salespeople often have more
direct, prolonged, and intimate contact with the customer and market environments than any …
direct, prolonged, and intimate contact with the customer and market environments than any …