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| Tekijä: | Tadepalli, R. |
| Otsikko: | Measuring customer orientation of a salesperson: modifications of the soco scale |
| Lehti: | Psychology & Marketing
1995 : MAY, VOL. 12:3, p. 177-188 |
| Asiasana: | MARKETING PSYCHOLOGY SALESMEN |
| Kieli: | eng |
| Tiivistelmä: | This article addresses modivications made to the Michaels and Day version of the SOCO (selling orientation customer orientation) scale. Two modifications were made on the basis of pilot interviews conducted with industrial buyers. The scale items were changed to refer to a particular salesperson rather than salespeople. The 9-point scale was changed to a more conventional 7-point scale. |
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