... with customers or even they possess a specific resource they can rely on (innovative character, skills, values) to go beyond ordinary customer orientation. The typology should be a useful tool for SIRs interested in competitive strategies and for municipalities looking for new insights to succeed...

...Darrell Goudge; Megan C. Good; Michael R. Hyman; Grant Aguirre The purpose of this paper is to develop, test, and validate a model in a specialty retail environment to assess the influence of a salesperson’s sales- or customer-orientation and customer characteristics related to buy/no-buy...

... these firms can provide enhanced offers to their upscale, high‐margin customers, other value‐oriented retailers that emphasize variations of everyday low prices must develop their loyalty programs in line with the constraints imposed by a low‐margin, high‐turnover operation. Being customer oriented has...

...Dee K. Knight; Hae‐Jung Kim; Christy Crutsinger Purpose The purpose of this paper is to examine causal relationships between role stress, customer orientation, selling orientation, and job performance of retail salespeople. Design/methodology/approach The sample (n=259...

... the following criteria: Retailers Customer orientation Brand awareness Branding has become a major strategic parameter in the minds of decision‐makers not only in manufacturing businesses, but also in service industries including retailing (De Chernatony and Riley, 1998). In food retailing...

... at: leeh@bgnet.bgsu.edu © Emerald Group Publishing Limited 2006 Attitudes Retailers Shopping Customer orientation Electronic commerce Interactivity has been considered a critical concept and a primary advantage of the internet (Morris and Ogan, 1996 ; Pavlik, 1996 ; Rafaeli...