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An Attitude-Behavior Model of Salespeople's Customer Orientation
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Outgoing claims: the papers this work cites, builds on, or argues with.
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Does the salesperson like customers? A conceptual and empirical examination of the persuasive effect of perceptions of the salesperson's affect toward customers
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Determinants of performance in an innovative organizational setting: A longitudinal analysis
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Measuring customer orientation of a salesperson: Modifications of the soco scale
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On the Evaluation of Structural Equation Models
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Customer Evaluation of Retail Salespeople Utilizing the SOCO Scale: A Replication, Extension, and Application
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Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes
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An examination of gender differences in selling behaviors and job attitudes
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The influence of the market orientation of the firm on sales force behavior and attitudes: Further empirical results
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Differential engagement of self-reactive influences in cognitive motivation
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The theory of planned behavior
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Empirical validation of affect, behavior, and cognition as distinct components of attitude.
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Stress, affiliation, and emotional contagion.
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Autonomy as a moderator of the relationships between the Big Five personality dimensions and job performance.
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Congruence in sales force evaluations: Relation to sales force perceptions of conflict and ambiguity
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The Influence of Personal Variables on Salesperson Selling Orientation
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The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework
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Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers
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Effective Interpersonal Listening and Personal Selling
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Active Empathetic Listening and Selling Success: A Conceptual Framework
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The Selling Orientation-Customer Orientation (S.O.C.O.) Scale: A Proposed Short Form
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The antecedents of employee commitment to customer service: evidence from a UK
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An Examination of the Relationships between Retail Work Environments, Salesperson Selling Orientation-Customer Orientation and Job Performance
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The Dimensionality of Consumption Emotion Patterns and Consumer Satisfaction
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Assessing Measurement Invariance in Cross‐National Consumer Research
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Emotional Contagion Effects on Product Attitudes: Figure 1
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A Conceptual Model of Service Quality
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Delivering Customer‐Oriented Behaviour through Empowerment: An Empirical Test of HRM Assumptions
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Does Information That a Suicide Victim Was Psychiatrically Disturbed Reduce the Likelihood of Contagion?1
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EMPLOYEE ATTITUDES AND CUSTOMER SATISFACTION: MAKING THEORETICAL AND EMPIRICAL CONNECTIONS
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Categorization of Natural Objects
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Measuring Service Quality: A Reexamination and Extension
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Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis
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The Effect of Effort on Sales Performance and Job Satisfaction
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Issues in Marketing's Use of Multi-Attribute Attitude Models
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A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role Clarity
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Evaluating Structural Equation Models with Unobservable Variables and Measurement Error
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Measuring Customer Orientation of Salespeople: A Replication with Industrial Buyers
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Product/Consumption-Based Affective Responses and Postpurchase Processes
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Effects of Relationship Marketing on Satisfaction, Retention, and Prices in the Life Insurance Industry
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An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment
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A Dynamic Process Model of Service Quality: From Expectations to Behavioral Intentions
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The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes
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Buyer-Seller Relationships in Business Markets
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The Effects of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and Performance
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The Link Between Salespeople’s Job Satisfaction and Customer Satisfaction in a Business-to-Business Context: A Dyadic Analysis
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The Dynamics of Long-Term Business-to-Business Exchange Relationships
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Relational Communication Traitsand Their Effect on Adaptiveness and Sales Performance
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An Exploratory Analysis of the Impact of Salesperson Customer-Orientation on Sales Force Productivity
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Corridors of Influence in the Dissemination of Customer-Oriented Strategy to Customer Contact Service Employees
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Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors
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The Customer Orientation of Service Workers: Personality Trait Effects on Self-and Supervisor Performance Ratings
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Interfirm Cooperation and Customer Orientation
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SERVICE WITH A SMILE: EMOTIONAL CONTAGION IN THE SERVICE ENCOUNTER.
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The Ripple Effect: Emotional Contagion and its Influence on Group Behavior
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The SOCO Scale: A Measure of the Customer Orientation of Salespeople
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Comparing Projective with Self-Rating Measurement Scales: An Application to Customer-Orientation Measures
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SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality
What points at this work
Incoming claims: where this work appears in other papers’ reference lists and arguments.
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Salesperson's Customer Orientation: A Reconceptualization and a New Definition
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Salesperson Customer Orientation as an Antecedent to Customer Loyalty: An Exploratory Study
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Attribute-Level Satisfaction, Overall Customer Satisfaction, and Performance Outcomes in Business-to-Business Firms
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Electronic Word-of-Mouth Response
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A Behavioral Study of Pricing Decisions for Professional Services: A Focus on Gender
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Who is fit to serve? Person–job/organization fit, emotional labor, and customer service performance
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Antecedents and outcomes of contingent workers' attitudes toward their temporary help services firm: A unit level longitudinal investigation
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A dual‐sequence framework for B2C relationship formation: Moderating effects of employee communication style in online group chat
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Exploring the Role of Productivity Propensity in Frontline Employee Performance: Its Relationship with Customer Orientation and Important Outcomes
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The Impact of Service Scripts on Customer Citizenship Behavior and the Moderating Role of Employee Customer Orientation
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Internal marketing, employee customer‐oriented behaviors, and customer behavioral responses
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Can sales leaders with humility create adaptive retail salespersons?
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The effectiveness of role autonomy in influencing job pursuit intentions of customer‐oriented frontline job seekers
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Möglichkeiten und Grenzen von Mitarbeiterbefragungen bei Kundenkontakt-Mitarbeitern
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Salespeople’s self-management: knowledge, emotions and behaviours
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Behavioral Competencies in New Product Development Teams
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Service Orientation of Information Technology Professionals: The Effect of Personal and Environmental Factors
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Antecedents of Customer Satisfaction with Insurance Companies
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Möglichkeiten und Grenzen von Mitarbeiterbefragungen bei Kundenkontakt-Mitarbeitern
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Kundenorientierung im persönlichen Verkauf
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Kundenorientierte Mitarbeiter als Schlüssel zur Kundenzufriedenheit
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Dimension 2: Customer-centric Transformation
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Kundenorientierung im persönlichen Verkauf
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Die emotionale Erfahrung des Asyls
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Kundenorientierung, Kundenzentrierung und Customer-Dominant Logic – Welche Beiträge leisten die Konzepte für die kundenorientierte Unternehmensführung?
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Literaturservice: Wissenschaftliche Beiträge zur Unternehmensführung aus der Kundenperspektive
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Von der Customer-Dominant Logic zum Kundendominanten Management
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Literature Service: Academic Contributions to Corporate Management from the Customer Perspective
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From Customer-Dominant Logic to Customer-Dominant Management
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Kundenorientiertes Personalmanagement als Schlüssel zur Kundenbindung
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Fairness als Determinante des Serviceerlebnisses – ein theoretischer Überblick
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Personalmanagement im Vertrieb: Herausforderungen und Lösungen
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Kundenorientierte Mitarbeiter als Schlüssel zur Kundenzufriedenheit
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Serviceorientierung im Unternehmen – Eine Einführung in die theoretischen und praktischen Problemstellungen
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Hierarchieübergreifende Umsetzung von Serviceorientierung – Eine handlungsbezogene Betrachtung aller Unternehmensebenen
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Das Stressoren-Ressourcen-Modell der Dienstleistungsinteraktion – Eine theoretische Betrachtung
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How Does Perceived CSR Toward Employees Influence Customer Orientation Behavior: The Moderating Role of Internal Communication
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Bestimmungsfaktoren des Beratungserfolges: Eine informationsökonomische Betrachtung und empirische Analyse im Handel
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Trickle Effects of Cross-Sector Social Partnerships
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The Influence of Consumers’ Cognitive and Psychographic Traits on Perceived Deception: A Comparison Between Online and Offline Retailing Contexts
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How does the Perceived Ethicality of Corporate Services Brands Influence Loyalty and Positive Word-of-Mouth? Analyzing the Roles of Empathy, Affective Commitment, and Perceived Quality
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Examining the Mechanisms Linking Transformational Leadership, Employee Customer Orientation, and Service Performance: The Mediating Roles of Perceived Supervisor and Coworker Support
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Kundenorientierung von Mitarbeitern: Forschungsstand und -perspektiven
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Kann zu viel Kundenorientierung nachteilig sein? Eine Analyse der Wirkung der Kundenorientierung von Verkäufern auf die Kaufentscheidung
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Auf dem Weg zu Service Centricity
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Exploring satisfaction in business-to-business services: a path-analytic approach
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Customer-directed selling behaviors and performance: a comparison of existing perspectives
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Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers
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How does product program innovativeness affect customer satisfaction? A comparison of goods and services
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When does salespeople’s customer orientation lead to customer loyalty? The differential effects of relational and functional customer orientation
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Patterns and performance outcomes of innovation orientation
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Genetic and neurological foundations of customer orientation: field and experimental evidence
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As they sow, so shall they reap: customers’ influence on customer satisfaction at the customer interface
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Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance
inferred← citeshttps://doi.org/10.1007/s11747-019-00715-0openalex-snapshot
Toward a theory of spirals: the dynamic relationship between organizational pride and customer-oriented behavior
inferred← citeshttps://doi.org/10.1007/s11747-022-00846-xopenalex-snapshot
Customer-oriented salespeople’s value creation and claiming in price negotiations
inferred← citeshttps://doi.org/10.1007/s11747-025-01114-4openalex-snapshot
The role of empathy in providers’ online customer complaints management
inferred← citeshttps://doi.org/10.1007/s11747-025-01140-2openalex-snapshot
Using latent profile analysis to advance job demands–resources theory: An empirical demonstration in the sales context
inferred← citeshttps://doi.org/10.1007/s11846-020-00385-1openalex-snapshot
Re-designing adaptive selling strategies: the role of different types of shopping companions
inferred← citeshttps://doi.org/10.1007/s12369-021-00778-6openalex-snapshot
Survey of Emotions in Human–Robot Interactions: Perspectives from Robotic Psychology on 20 Years of Research
inferred← citeshttps://doi.org/10.1007/s12369-023-01091-0openalex-snapshot
The Effects of Robot Managers’ Reward-Punishment Behaviours on Human–Robot Trust and Job Performance
inferred← citeshttps://doi.org/10.1007/s13162-011-0008-zopenalex-snapshot
Relationships among time orientation, consumer innovativeness, and innovative behavior: the moderating role of product characteristics
inferred← citeshttps://doi.org/10.1007/s13162-011-0009-yopenalex-snapshot
Erratum to: Relationships among time orientation, consumer innovativeness, and innovative behavior: the moderating role of product characteristics
inferred← citeshttps://doi.org/10.1007/s13162-026-00330-7openalex-snapshot
Untangling the market orientation and customer orientation continuum: Proposing independent conceptualizations
inferred← citeshttps://doi.org/10.1007/s42087-021-00266-3openalex-snapshot
A Narrative Study into the Experience of a Mother Using Child Art Therapy Services for an Extended Time
inferred← citeshttps://doi.org/10.1016/j.eswa.2008.01.090openalex-snapshot
Separating the wheat from the chaff: An intelligent sales recruitment and benchmarking system
inferred← citeshttps://doi.org/10.1016/j.ibusrev.2014.04.003openalex-snapshot
Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting: Conceptual framework and research propositions
inferred← citeshttps://doi.org/10.1016/j.ijhm.2013.02.003openalex-snapshot
Do employees’ satisfied customers respond with an satisfactory relationship? The effects of employees’ satisfaction on customers’ satisfaction and loyalty in a family restaurant
inferred← citeshttps://doi.org/10.1016/j.ijhm.2013.03.004openalex-snapshot
The influence of service brand orientation on hotel employees’ attitude and behaviors in China
inferred← citeshttps://doi.org/10.1016/j.ijhm.2014.05.015openalex-snapshot
Attitudinal dimensions of professionalism and service quality efficacy of frontline employees in hotels
inferred← citeshttps://doi.org/10.1016/j.ijhm.2016.01.008openalex-snapshot
An emotional labor perspective on the relationship between customer orientation and job satisfaction
inferred← citeshttps://doi.org/10.1016/j.ijhm.2017.04.004openalex-snapshot
Workplace ostracism and proactive customer service performance: A conservation of resources perspective
inferred← citeshttps://doi.org/10.1016/j.ijhm.2020.102577openalex-snapshot
Effects of employees’ social exchange and the mediating role of customer orientation in the restaurant industry
inferred← citeshttps://doi.org/10.1016/j.ijinfomgt.2008.11.005openalex-snapshot
Going beyond technology: Knowledge sharing as a tool for enhancing customer-oriented attitudes
inferred← citeshttps://doi.org/10.1016/j.indmarman.2011.11.011openalex-snapshot
‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets
inferred← citeshttps://doi.org/10.1016/j.indmarman.2011.12.002openalex-snapshot
When 3+3 does not equal 5+1—New insights into the measurement of industrial customer satisfaction
inferred← citeshttps://doi.org/10.1016/j.indmarman.2012.06.012openalex-snapshot
A multi-nation study of sales manager effectiveness with global implications
inferred← citeshttps://doi.org/10.1016/j.indmarman.2013.08.006openalex-snapshot
Transitioning from product to service-led growth in manufacturing firms: Emergent challenges in selecting and managing the industrial sales force
inferred← citeshttps://doi.org/10.1016/j.indmarman.2014.04.014openalex-snapshot
The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
inferred← citeshttps://doi.org/10.1016/j.indmarman.2015.06.003openalex-snapshot
The impact of service worker personal resources on relationship quality in business solutions
inferred← citeshttps://doi.org/10.1016/j.indmarman.2018.03.007openalex-snapshot
Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training
inferred← citeshttps://doi.org/10.1016/j.indmarman.2018.08.012openalex-snapshot
B2B relationships on the fast track: An empirical investigation into the outcomes of solution provision
inferred← citeshttps://doi.org/10.1016/j.indmarman.2019.01.007openalex-snapshot
Fail fast, sell well: The contingent impact of failing fast on salesperson performance
inferred← citeshttps://doi.org/10.1016/j.indmarman.2019.07.015openalex-snapshot
How do the combinations of sales control systems influence sales performance? The mediating roles of distinct customer-oriented behaviors
inferred← citeshttps://doi.org/10.1016/j.indmarman.2021.07.003openalex-snapshot
Navigating the demands of increasing customer participation through firm and individual job resources
inferred← citeshttps://doi.org/10.1016/j.indmarman.2023.02.016openalex-snapshot
The impact of performance measurement diversity on customer-oriented selling behavior
inferred← citeshttps://doi.org/10.1016/j.jbusres.2011.09.023openalex-snapshot
Customer orientation dissimilarity, sales unit identification, and customer-directed extra-role behaviors: Understanding the contingency role of coworker support
inferred← citeshttps://doi.org/10.1016/j.jbusres.2013.11.012openalex-snapshot
Salesperson CLV orientation's effect on performance
inferred← citeshttps://doi.org/10.1016/j.jbusres.2014.06.005openalex-snapshot
The impact of perceived customer delight on the frontline employee
inferred← citeshttps://doi.org/10.1016/j.jbusres.2016.02.037openalex-snapshot
Understanding the relationship between frontline employee boreout and customer orientation
inferred← citeshttps://doi.org/10.1016/j.jbusres.2018.05.007openalex-snapshot
Customer value co-creation behavior: A dyadic exploration of the influence of salesperson emotional intelligence on customer participation and citizenship behavior
inferred← citeshttps://doi.org/10.1016/j.jbusres.2018.05.043openalex-snapshot
How does sensory brand experience influence brand equity? Considering the roles of customer satisfaction, customer affective commitment, and employee empathy
inferred← citeshttps://doi.org/10.1016/j.jbusres.2019.05.020openalex-snapshot
Combating the negative effects of showrooming: Successful salesperson tactics for converting showroomers into buyers
inferred← citeshttps://doi.org/10.1016/j.jbusres.2020.09.025openalex-snapshot
Service Failure and Recovery in B2B Markets – A Morphological Analysis
inferred← citeshttps://doi.org/10.1016/j.jbusres.2021.03.021openalex-snapshot
The effect of honest and humble leadership on salesperson customer orientation
inferred← citeshttps://doi.org/10.1016/j.jbusres.2023.113911openalex-snapshot
Integrating digital platform dynamics into customer orientation research: A systematic review and research agenda
inferred← citeshttps://doi.org/10.1016/j.jbusres.2024.114566openalex-snapshot
Empathic voice assistants: Enhancing consumer responses in voice commerce
inferred← citeshttps://doi.org/10.1016/j.jbusres.2025.115233openalex-snapshot
Empowering salespeople in complex negotiations: autonomy and leeway in preparation and concession-making
inferred← citeshttps://doi.org/10.1016/j.jdmm.2015.11.004openalex-snapshot
An investigation of the formation of rapport between players and dealers in the casino industry
inferred← citeshttps://doi.org/10.1016/j.jhlste.2013.07.003openalex-snapshot
Developing and evaluating a hospitality skill module for enhancing performance of undergraduate hospitality students
inferred← citeshttps://doi.org/10.1016/j.jhtm.2016.10.006openalex-snapshot
Implementation of delightful services: From the perspective of frontline service employees
inferred← citeshttps://doi.org/10.1016/j.jhtm.2020.07.014openalex-snapshot
Inspiring good soldiers cross-culturally through the lens of the theory of planned behavior—which works best, norms or behavioral control?
inferred← citeshttps://doi.org/10.1016/j.joep.2011.03.017openalex-snapshot
The impact of mimicry on sales – Evidence from field and lab experiments
inferred← citeshttps://doi.org/10.1016/j.jretai.2008.11.003openalex-snapshot
Customer Experience Management in Retailing: Understanding the Buying Process
inferred← citeshttps://doi.org/10.1016/j.jretai.2009.07.001openalex-snapshot
The Role of Customer Orientation as a Moderator of the Job Demand–Burnout–Performance Relationship: A Surface-Level Trait Perspective
inferred← citeshttps://doi.org/10.1016/j.jretai.2012.02.002openalex-snapshot
The Language of Marketplace Rituals: Implications for Customer Experience Management
inferred← citeshttps://doi.org/10.1016/j.jretai.2026.03.004openalex-snapshot
Challenging the customer
inferred← citeshttps://doi.org/10.1016/j.jretconser.2012.03.009openalex-snapshot
Is it better for salespeople to have the highest customer orientation or a strong fit with their group's customer orientation? Findings from automobile dealerships
inferred← citeshttps://doi.org/10.1016/j.jretconser.2012.10.006openalex-snapshot
A model of retail job characteristics, employee role ambiguity, external customer mind-set, and sales performance
inferred← citeshttps://doi.org/10.1016/j.jretconser.2020.102141openalex-snapshot
It takes two to tango: The role of customer empathy and resources to improve the efficacy of frontline employee empathy
inferred← citeshttps://doi.org/10.1016/j.jretconser.2021.102460openalex-snapshot
Does managing customer accounts receivable impact customer relationships, and sales performance? An empirical investigation
inferred← citeshttps://doi.org/10.1016/j.jretconser.2022.103240openalex-snapshot
What motivates users' viewing and purchasing behavior motivations in live streaming: A stream-streamer-viewer perspective
inferred← citeshttps://doi.org/10.1016/j.obhdp.2008.11.004openalex-snapshot
Gender differences in the pricing of professional services: Implications for income and customer relationships
inferred← citeshttps://doi.org/10.1016/j.sbspro.2012.03.228openalex-snapshot
A Review on the Market Orientation Evolution
inferred← citeshttps://doi.org/10.1016/j.sbspro.2014.03.048openalex-snapshot
The Effect of Customer Focus Competence on Construction Project Performance
inferred← citeshttps://doi.org/10.1016/j.sbspro.2016.05.412openalex-snapshot
Moderating Role of Customer Orientation on the Link between Market Oriented Behaviors and Proactive Service Performance among Relationship Managers in the Business Banking Industry
inferred← citeshttps://doi.org/10.1016/j.techfore.2016.12.014openalex-snapshot
Salespeople knowledge search behavior and sales performance: An investigation of printing equipment industry
inferred← citeshttps://doi.org/10.1016/j.techfore.2025.124509openalex-snapshot
Sustainable consumption of wearable healthcare devices and its relevance to the net-zero agenda: Evidence from senior citizens
inferred← citeshttps://doi.org/10.1016/j.techfore.2026.124622openalex-snapshot
Enhancing apology sincerity in AI bots: The role of anthropomorphic cues, perceived experience, and AI literacy
inferred← citeshttps://doi.org/10.1016/j.tele.2014.10.006openalex-snapshot
Use and gratifications of mobile SNSs: Facebook and KakaoTalk in Korea
inferred← citeshttps://doi.org/10.1016/j.tourman.2016.07.010openalex-snapshot
Managing customer citizenship behaviour: The moderating roles of employee responsiveness and organizational reassurance
inferred← citeshttps://doi.org/10.1016/j.tourman.2025.105378openalex-snapshot
When helping helps or hurts: Leadership responses to pro-customer deviance and their divergent effects on service innovation
inferred← citeshttps://doi.org/10.1016/s1135-2523(12)60122-1openalex-snapshot
INFLUENCIA DE LOS COMPORTAMIENTOS RELACIONALES DEL VENDEDOR INDIVIDUAL SOBRE LA SATISFACCIÓN, CONFIANZA Y LEALTAD DEL COMPRADOR EN UN CONTEXTO DE PYMES INDUSTRIALES1 1El presente trabajo ha contado con la financiación de la Cátedra de Cajamurcia para su realización.
inferred← citeshttps://doi.org/10.1017/jmo.2013.13openalex-snapshot
Outsourcing frontline functions and implications on customer-oriented behaviors: A case of a telecommunications company and its partners in South Korea
inferred← citeshttps://doi.org/10.1037/0021-9010.92.4.1177openalex-snapshot
An examination of the role of perceived support and employee commitment in employee-customer encounters.
inferred← citeshttps://doi.org/10.1037/0021-9010.93.2.317openalex-snapshot
Employee customer orientation in manufacturing organizations: Joint influences of customer proximity and the senior leadership team.
inferred← citeshttps://doi.org/10.1037/a0016404openalex-snapshot
Employee customer orientation in context: How the environment moderates the influence of customer orientation on performance outcomes.
inferred← citeshttps://doi.org/10.1051/shsconf/20219201029openalex-snapshot
Customer Behaviour and Sentiment Due to The COVID-19 Global Pandemic
inferred← citeshttps://doi.org/10.1057/s41264-021-00137-6openalex-snapshot
Mediating role of trust in the impact of perceived empathy and customer orientation on intention to continue relationship in Indian banks
inferred← citeshttps://doi.org/10.1057/s41299-023-00175-xopenalex-snapshot
Examining the Impact of Sensory Brand Experience on Brand Loyalty
inferred← citeshttps://doi.org/10.1080/02642069.2014.886195openalex-snapshot
Salesperson's listening in buyer–seller service relationships
inferred← citeshttps://doi.org/10.1080/02642069.2014.886197openalex-snapshot
Customer orientation of frontline employees and organizational commitment
inferred← citeshttps://doi.org/10.1080/02642069.2014.915953openalex-snapshot
Improving customer website involvement through experiential marketing
inferred← citeshttps://doi.org/10.1080/02642069.2014.942653openalex-snapshot
Customer orientation, engagement, and developing positive emotional labor
inferred← citeshttps://doi.org/10.1080/02642069.2016.1219722openalex-snapshot
Achieving favourable customer outcomes through employee deviance
inferred← citeshttps://doi.org/10.1080/02642069.2016.1219723openalex-snapshot
Using work design to motivate customer-oriented behaviors
inferred← citeshttps://doi.org/10.1080/0267257x.2013.766631openalex-snapshot
The value of knowing what customers really want: The impact of salesperson ability to read non-verbal cues of affect on service quality
inferred← citeshttps://doi.org/10.1080/0267257x.2013.798674openalex-snapshot
Exploring the relationship between individual values and the customer orientation of front-line employees
inferred← citeshttps://doi.org/10.1080/0267257x.2014.909513openalex-snapshot
Balancing the act: the implications of jointly pursuing internal customer orientation and external customer orientation
inferred← citeshttps://doi.org/10.1080/07421222.2018.1523604openalex-snapshot
Using Perspective-Taking to De-escalate Launch Date Commitment for Products with Known Software Defects
inferred← citeshttps://doi.org/10.1080/08853134.2016.1205446openalex-snapshot
Salespersons’ empathy as a missing link in the customer orientation–loyalty chain: an investigation of drivers and age differences as a contingency
inferred← citeshttps://doi.org/10.1080/08853134.2017.1398658openalex-snapshot
All autonomy is not created equal: the countervailing effects of salesperson autonomy on burnout
inferred← citeshttps://doi.org/10.1080/08853134.2022.2033624openalex-snapshot
The impact of salespeople’s social media adoption on customer acquisition performance – a contextual perspective
inferred← citeshttps://doi.org/10.1080/08853134.2022.2116334openalex-snapshot
Relationship conflict in stores: a longitudinal study of intra-store conflict on salespeople’s helping, customer-oriented behavior, and customer purchase behavior
inferred← citeshttps://doi.org/10.1080/08853134.2023.2284638openalex-snapshot
Is authenticity needed in service-sales ambidexterity? Examination of employees and customers’ responses
inferred← citeshttps://doi.org/10.1080/09585192.2011.599945openalex-snapshot
Some insights into customer orientation: an investigation of salespeople in Taiwan
inferred← citeshttps://doi.org/10.1080/09585192.2018.1449762openalex-snapshot
Achieving employee efficiency–flexibility ambidexterity
inferred← citeshttps://doi.org/10.1080/09585192.2019.1683049openalex-snapshot
HRM and work outcomes: the role of basic need satisfaction and age
inferred← citeshttps://doi.org/10.1080/09585192.2026.2688178openalex-snapshot
A multi-country person-centered approach to work preferences: insights for segment-based employer branding
inferred← citeshttps://doi.org/10.1080/09652540802480837openalex-snapshot
An Exploratory Study of the Influence of Sales Training Content and Salesperson Evaluation on Salesperson Adaptive Selling, Customer Orientation, Listening, and Consulting Behaviors
inferred← citeshttps://doi.org/10.1080/0965254x.2013.876077openalex-snapshot
The impact of frontline employees' perceptions of internal marketing on employee outcomes
inferred← citeshttps://doi.org/10.1080/0965254x.2020.1844785openalex-snapshot
A generational study of employees’ customer orientation: a motivational viewpoint in pandemic time
inferred← citeshttps://doi.org/10.1080/10517120802484551openalex-snapshot
The Convergence of Mirroring and Empathy: Communications Training in Business-to-Business Personal Selling Persuasion Efforts
inferred← citeshttps://doi.org/10.1080/1051712x.2014.903455openalex-snapshot
The Effects of Relationship Marketing on Share of Business: A Synthesis and Comparison of Models
inferred← citeshttps://doi.org/10.1080/10528008.2015.999595openalex-snapshot
Show and Sell: Teaching Sales Through Hands-on Selling
inferred← citeshttps://doi.org/10.1080/10580530.2021.1883776openalex-snapshot
How Relationship Quality, Service Quality, and Value Affect the Intention to Purchase IT/IS Outsourcing Services
inferred← citeshttps://doi.org/10.1080/10696679.2022.2080712openalex-snapshot
How, when, and why do stores’ humor climates affect retail customer purchase?
inferred← citeshttps://doi.org/10.1080/10696679.2022.2123348openalex-snapshot
How engaged are your employees?: enhancing engagement through autonomy and skill discretion in today’s changing environment
inferred← citeshttps://doi.org/10.1080/10941665.2017.1319398openalex-snapshot
Enhancing customer loyalty in tourism services: the role of customer-company identification and customer participation
inferred← citeshttps://doi.org/10.1080/10963758.2018.1480377openalex-snapshot
How Hospitality and Tourism Students Choose Careers: Influences of Employer Branding and Applicants’ Customer Orientation
inferred← citeshttps://doi.org/10.1080/13527266.2014.888575openalex-snapshot
Promotion mix management: A consumer focused Islamic perspective †
inferred← citeshttps://doi.org/10.1080/13606710802200944openalex-snapshot
Theme park employee satisfaction and customer orientation
inferred← citeshttps://doi.org/10.1080/14783363.2018.1446754openalex-snapshot
From internal marketing to customer- perceived relationship quality: evidence of Vietnamese banking firms
inferred← citeshttps://doi.org/10.1080/15228916.2023.2230415openalex-snapshot
Salesforce Social Media Use, Adaptive Selling Behaviour and Consumer Outcomes in Consumer Electronics: An Emerging Market Perspective
inferred← citeshttps://doi.org/10.1080/15256480.2021.2025191openalex-snapshot
The Impact of Employees’ Perceived Customer Citizenship Behaviors on Organizational Citizenship Behaviors: The Mediating Roles of Employee Customer-orientation Attitude
inferred← citeshttps://doi.org/10.1080/15256480801909089openalex-snapshot
Mediated Effects of Customer Orientation on Customer Relationship Management Performance
inferred← citeshttps://doi.org/10.1080/1528008x.2024.2394953openalex-snapshot
Customer-Oriented Behavior in Full-Service Restaurants: A Moderated-Mediation Model of Emotional Intelligence, Work Engagement, and Customer-Oriented Attitude
inferred← citeshttps://doi.org/10.1080/15332667.2011.596471openalex-snapshot
Trust-Building Mechanisms and Relationship Capital
inferred← citeshttps://doi.org/10.1080/15332667.2019.1688598openalex-snapshot
Investigating the Effect of Employee Empathy on Service Loyalty: The Mediating Role of Trust in and Satisfaction with a Service Employee
inferred← citeshttps://doi.org/10.1080/15332667.2024.2301902openalex-snapshot
Empathy and Grit Enhance Customer Oriented Selling
inferred← citeshttps://doi.org/10.1080/15332667.2025.2462882openalex-snapshot
Effects of Supplier Customer Orientation on Buyer Loyalty: A Contingent Process Model Based on Self-Determination Theory
inferred← citeshttps://doi.org/10.1080/15332667.2025.2471666openalex-snapshot
Enhancing Customer-Salesperson Relationships: The Role of Salesperson Behavioral Traits and Relational Cohesion in the Banking Sector
inferred← citeshttps://doi.org/10.1080/15378020.2012.706490openalex-snapshot
Service Employees' Organizational Citizenship Behaviors and Customer-Oriented Behaviors: An Accountability Theory Perpective
inferred← citeshttps://doi.org/10.1080/15475778.2016.1166999openalex-snapshot
Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia
inferred← citeshttps://doi.org/10.1080/19388160.2020.1746461openalex-snapshot
Aging Stereotypes and the Customer Orientations of Older Hospitality Employees
inferred← citeshttps://doi.org/10.1080/21639159.2021.1923054openalex-snapshot
Digital service innovation, customer engagement, and customer equity in AR marketing
inferred← citeshttps://doi.org/10.1080/23322373.2016.1175265openalex-snapshot
Workplace Family Resources and Service Performance: The Mediating Role of Work Engagement
inferred← citeshttps://doi.org/10.1093/geront/47.2.159openalex-snapshot
Perception Gap in Quality-of-Life Ratings: An Empirical Investigation of Nursing Home Residents and Caregivers
inferred← citeshttps://doi.org/10.1108/02634501211193921openalex-snapshot
A new conceptualization of salesperson's customer orientation
inferred← citeshttps://doi.org/10.1108/02635571211193635openalex-snapshot
Turning knowledge management into innovation in the high‐tech industry
inferred← citeshttps://doi.org/10.1108/03090560710752410openalex-snapshot
Customer orientation and salesperson performance
inferred← citeshttps://doi.org/10.1108/08858620910986703openalex-snapshot
Role identity and attributions of high‐performing salespeople
inferred← citeshttps://doi.org/10.1108/08858620910986712openalex-snapshot
Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes
inferred← citeshttps://doi.org/10.1108/08858621211207234openalex-snapshot
Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India
inferred← citeshttps://doi.org/10.1108/08858621311313893openalex-snapshot
Big Brother or big bother? E‐monitoring the salesforce
inferred← citeshttps://doi.org/10.1108/09555340610677499openalex-snapshot
Marketing strategy: taxonomy and frameworks
inferred← citeshttps://doi.org/10.1108/09564231211269801openalex-snapshot
How organizational and employee‐customer identification, and customer orientation affect job engagement
inferred← citeshttps://doi.org/10.1108/09596110910948288openalex-snapshot
The employee‐customer relationship quality
inferred← citeshttps://doi.org/10.1108/17506121011059759openalex-snapshot
The impact of relationship quality on client's loyalty
inferred← citeshttps://doi.org/10.1108/17554191111132224openalex-snapshot
An exploratory investigation into the hierarchical linkages between salespersons' sales call activities and customers' psychosocial benefits and terminal values
inferred← citeshttps://doi.org/10.1108/apjml-07-2016-0136openalex-snapshot
Customer orientation as a psychological construct: evidence from Indian B-B salespeople
inferred← citeshttps://doi.org/10.1108/arla-03-2019-0086openalex-snapshot
The role of organizational justice in the customer orientation–performance relationship
inferred← citeshttps://doi.org/10.1108/arla-08-2015-0190openalex-snapshot
Internal marketing and customer-contact employees’ attitudinal outcomes
inferred← citeshttps://doi.org/10.1108/arla-11-2022-0201openalex-snapshot
Putting the customer at the center: does store managers' ethical leadership make a difference in authentic customer orientation?
inferred← citeshttps://doi.org/10.1108/bij-04-2020-0172openalex-snapshot
A framework for measuring customer loyalty for 3PL industry: a case of evolving market
inferred← citeshttps://doi.org/10.1108/ejim-08-2019-0233openalex-snapshot
Perceived organizational customer orientation and frontline employees' innovative behaviors: exploring the role of empowerment and supervisory fairness
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