search query: @indexterm SALESPEOPLE / total: 142
reference: 10 / 142
| Author: | Pelham, A.M. |
| Title: | An exploratory study of the influence of firm market orientation on salesperson adaptive selling, customer orientation, interpersonal listening in personal selling and salesperson consulting behaviors |
| Journal: | Journal of Strategic Marketing
2009 : FEB, VOL. 17:1, p. 21-39 |
| Index terms: | market orientation salespeople selling |
| Language: | eng |
| Abstract: | This article studies one important firm level antecedent of salesperson's behaviors, namely the firm's market orientation. There are few studies of firm level influences on salesperson behaviors such as adaptive selling, customer orientation, listening and consulting. The purpose here was to examine the direct and indirect relationships between market orientation and those behaviors. Results suggest that the relationship between market orientation and salespersons' consulting behaviors is indirect, through significant influences on adaptive selling, customer orientation and listening. |
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