...Sinh Hoang Nguyen Purpose This study investigates the impact of emotional intelligence (EI) on customer orientation and sales performance among sales representatives. It emphasizes the importance of a customer-oriented approach in achieving sustainable profitability, contrasted with immediate...

..., with customer orientation having a greater impact on performance. It was also found that centralised decision-making and pressure for results do not undermine the relationship between managerial coaching and performance, and they even reinforce the positive impact of results orientation on performance...

... various factors influencing NPD performance. Over the last decades, the role of customer orientation in NPD has attracted more and more attention from both the industrial circle and academia (Hillebrand et al., 2011). Customer orientation refers to the degree to which the firm utilizes...

... impossible to make accurate forecasts. Another output of the research was the development of an “integrated customer orientation” (ICO) model. Research limitations/implications The research in this paper used a single site action research investigation so should be interpreted within the specific company...

... before such expenditure is made, and advocates the adoption of more customer‐based systems. © MCB UP Limited 1997 Customer orientation Just‐in‐time Kaizen Mass customization MRP MRP II Production planning Change is a very fickle mistress. No sooner has one fresh new idea swept...