As customer-relationship selling continues to emerge as a significant selling strategy, the
role of customer-oriented selling takes on added significance. The personal selling …

This paper examines the use of social media by business-to-business (B2B) salespeople to
assist in their job functions. The authors propose that a salesperson's attitude toward social …

This study explores from the perspective of Social Capital Theory the effect of internal
communication and employee satisfaction on supply chain integration; supply chain …

The authors combine findings from 155 samples of more than 31,000 salespeople to test
alternative models of antecedents and consequences of adaptive selling behavior (ASB) …

Augmenting products with services is a major way retailers have of gaining differentiation in
today's competitive market. Despite its importance, this topic has received relatively little …

Purpose–The aim of this paper is to explore the relationship between leadership, employee
engagement and service orientation, specific to the private service sector organizations in …

This research examines the relationship between three organizational level constructs and
salesperson's selling orientation-customer orientation (SOCO) in an in-store retail setting …

While few scholars debate the importance of doing things to improve the quality of the buyer–
seller relationship, little is known about what salespeople can do after the point of the initial …

Recent research investigating customer‐oriented selling has indicated that greater attention
needs to be focused on organizational or personal antecedents influencing customer …

This study examined antecedents and performancerelated consequences of customer-
oriented selling. The antecedents include sales managers' leadership styles, psychological …