This study was conducted to propose dan test a conceptual model for solving a research
gap on the influence of customer orientation on marketing performance through a strategic …

Purpose This research aims to apply the contingency approach to explore the effectiveness
of the improvisational behavior of salespeople on their sales performance by considering …

Purpose This study aims to examine the contribution of cultural intelligence (CQ) to the level
of adaptive selling behavior and customer-oriented selling behavior of salespeople in a …

Consumers share the physical environment with other consumers in various service
settings. The presence of other consumers is a critical part of the service experience and can …

Business exist because of customer. Organization that customer oriented will put high
priority to meet customer needs and wants. That is why, organization served customer as the …

Purpose-The aim of this paper is to examine the impact of Big Five Factor of personality traits
on salespeople's' performance, taking into consideration the mediating role of customer …

This study investigates the ability of winery tasting rooms to create brand awareness and
build long-term brand loyalty. Specifically, we test the conjecture that if tasting rooms create …

Purpose–The purpose of this paper is to determine if transformational leadership has an
effect on business‐to‐business salespeople's trust in the organization, whether trust in the …

Purpose Drawing on the need–supply fit perspective, this study aims to examine how (mis)
alignment between customer orientation (CO) and the service climate (SC) influences the …

Abstract Service advisors are a crucial contributor to the profit and loss of an automotive
dealership. It is thus crucial that their performances are continuously evaluated to make …