search query: @indexterm CUSTOMER RELATIONS / total: 402
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| Author: | |
| Title: | The Influence of Salesperson Selling Behaviors on Customer Satisfaction with Products |
| Journal: | Journal of Retailing
1997 : Vol. 73:2, p. 171-183 |
| Index terms: | SALES SELLING CUSTOMER RELATIONS |
| Language: | eng |
| Abstract: | Salesperson behavior with respect to selling orientation-customer orientation (SOCO) is shown to influence customer satisfaction with the salesperson, dealer, product and manufacturer in a national sample of new car purchasers. The influence of selling behaviors on product satisfaction has significant implications for manufacturers in their efforts to enhance market acceptance. Strategies to enhance product satisfaction via salesperson behaviors are discussed. |
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