search query: @indexterm SALESPEOPLE / total: 142
reference: 13 / 142
| Author: | Cross, M.E. (et al.) |
| Title: | Customer orientation and salesperson performance |
| Journal: | European Journal of Marketing
2007 : VOL. 41:7/8, p. 821-835 |
| Index terms: | customers salespeople performance appraisal |
| Language: | eng |
| Abstract: | This paper aims at examining the impact of customer orientation (henceforth as: cust-ortn.), at the levels of both the company and the salesperson (here as: s-p.), on s-p. performance. Based on a survey of 283 salespeople, it is found that a s-p.'s cust-ortn. completely mediates the relationship btw. company cust-ortn. and s-p. performance etc. |
SCIMA