search query: @indexterm Salespeople / total: 142
reference: 34 / 142
| Author: | Jones, E. Busch, P. Dacin, P. |
| Title: | Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer-seller relationships |
| Journal: | Journal of Business Research
2003 : APR, VOL. 56:4, p. 323-340 |
| Index terms: | Business-to-business Human relations Salespeople |
| Freeterms: | Company market orientation |
| Language: | eng |
| Abstract: | The influence of a company's market orientation and salesperson customer orientation on buyer-seller relationships is examined. Data from a national manufacturer's sales force and retail trade customers were used to test the influence of sales managers' perceptions on salesperson attitudes towards a company's market orientation and its salesperson orientation. The impact of salesperson attitudes on customers' perceptions of service delivery and their propensity to switch suppliers is examined, too. |
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