... leveraged different types of organizational resources – innovativeness (capability), customer orientation (knowledge) and relationship-specific investment (resource) – to build industrial brand equity and improve relationship performance with industrial customers. This study’s research model was tested...

... through turnover intentions, unethical selling behaviors and a reduction in customer orientation. In addition, the mediation analysis shows that envy drives the relationship between organizational disruption and unethical selling, turnover intentions and customer orientation through fully mediated...

...Korhan Arun; Saniye Yildirim Ozmutlu Purpose Customer orientation (CO) means meeting customers’ needs better than competitors. Competitor orientation means using and acting upon the knowledge of competitors. Thus, the main aim of this study is to analyze the effects of environmental...

... salespersons with high customer orientation and adaptive selling and train them hone these further. The present research also crucially suggests that pharma firms may allocate CME sponsorship and drug samples to salespeople low on adaptive selling. Originality/value This could be the first study...

... and summary Scaling Salesperson’s SOCO Selling orientation Customer orientation Selling orientation involves the practice of using a host of manipulative and deceptive sales tactics focused on closing the deal rather than satisfying the buyer (Saxe and Weitz, 1982...

... 03 2020 31 03 2020 02 04 2020 © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Competitor orientation Customer orientation Scale development Marketing–operations alignment Even though marketing and operations functions may...

.... They identified market orientation as a cultural construct consisting of five dimensions, namely, customer orientation, competitor orientation, inter-functional coordination, long-term focus and a profit objective. Shared values by employees also support a market-oriented organizational culture (Homburg...

...Wanxing Jiang; Ji Li; Haifeng Yan; Hao Li; Mengyuan Chen Purpose The purpose of this paper is to investigate whether, when and how customer orientation may contribute to success in introduction of new products (SINP). Design/methodology/approach With a multi-phase and multi-source data...

... finding is that EM has a positive relationship to firm performance. Originality/value This study’s findings could likely persuade SMEs and policymakers to more proactively engage in EM. It also contributes to offer evidence that customer orientation plays an important role in SMEs’ implementation...

...Harindranath R.M.; Bharadhwaj Sivakumaran; Jayanth Jacob Purpose The principal purpose of this study is to examine the moderating influence of selling experience on the following two relationships – adaptive selling and job satisfaction and customer orientation and job satisfaction – using...

...’ (KAMs’) customer orientation affect customers’ repurchase intention and how do tie strength and structural holes in KAMs’ client networks moderate these linkages. Paired data of 208 dyadic relationships between KAMs and customers in several Chinese industries are subjected to multiple linear...

...Tore Strandvik; Kristina Heinonen; Sanna Vollmer Value Service marketing Logic Customer orientation Business-to-business marketing Tore Strandvik can be contacted at: tore.strandvik@hanken.fi 02 11 2017 09 04 2018 21 06 2018 27 06 2018 © Emerald...

...Cheol Park; Jongkun Jun; Thaemin Lee; Heejung Lee Purpose This study aims to examine several antecedents of employee satisfaction (ES) and turnover intention (TI), including customer orientation (CO) and employee orientation (EO). The purposes are to investigate the effect of EO and CO...

...Civilai Leckie; Robert E. Widing, II; Gregory J. Whitwell Purpose The purpose of this paper is to test the impact of manifest conflict on performance outcomes. In particular, this paper aims to examine the moderating effect of the supplier’s customer orientation (CO) as perceived by the buyer...

...., 2001), this paper develops and tests a model that examines the relationships among ethical leadership, customer orientation, commitment to providing superior customer value and job stress in the salesforce. Design/methodology/approach The sample includes 408 business-to-business salespeople...

...Sanja Pekovic; Sylvie Rolland; Hubert Gatignon Purpose This study aims to investigates the effect of three customer orientation components – customer information-processing, responsiveness and values and norms – on a firm’s decision to adopt environmental management practices. Consistent...

... of organizational structural factors, such as control and reward systems, as antecedents of psychological experiences of workplace spirituality in salespeople. These experiences are then proposed to result in salespeople’s increased customer orientation and objective performance, with organizational commitment...

...Rakesh Singh; Pingali Venugopal Purpose – This study aims to address the need to study salesperson’s customer orientation and its effectiveness to explain the efficacy of predispositions and skills at individual level. This study is set in the Indian context and, therefore, offers a detailed...

...Ramendra Singh; Gopal Das 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 orientation and sales performance, and adaptive selling behaviors and sales performance, taking...

... demonstrate that RMC has a significant and positive influence on NPS. The results on customer orientation support previous findings and the research offers interesting insights with respect to the role of customer orientation in NPD. While results from SEM analysis reject the hypothesized direct effect...