haku: @journal_id 1343 / yhteensä: 429
viite: 18 / 429
Tekijä:Jones, E.
Busch, P.
Dacin, P.
Otsikko:Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer-seller relationships
Lehti:Journal of Business Research
2003 : APR, VOL. 56:4, p. 323-340
Asiasana:Business-to-business
Human relations
Salespeople
Vapaa asiasana:Company market orientation
Kieli:eng
Tiivistelmä: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.
SCIMA tietueen numero: 253295
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