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 …

Purpose The purpose of this paper is to provide a detail review of the social selling literature
and to offer future research needs. Social selling has gained the attention of sales …

Influencer marketing actions are mostly carried out on social platforms, eg, Facebook,
Instagram and Twitter. However, despite its increasing use, studies on this subject are still …

Leveraging social media influencers allows companies to provide information on their
products in a more social and interactive way. Yet, scholarly research on the implications of …

Purpose Despite the increasing popularity of influencer marketing, there exists a lack of
understanding of how content created by social media influencers stimulates the pre …

The goal of this article is to provide deeper insights into the construct of customer orientation
at the individual level. The article has three main objectives: First, this study provides a two …

Is a customer orientation universally effective for salespeople? Or does its effectiveness
depend on the selling situation? While previous research has largely neglected this …

Der Handel ist in Bewegung: Es entstehen neue Betriebsformen, Vertikalisten konkurrieren
mit klassischen Handelsorganisationen, elektronische und stationäre Kanäle werden in …

Purpose–This research seeks to test a model examining the potential links between
customer orientation, expertise, and relationship quality at the interpersonal level and the …

Purpose–The purpose of this paper is to investigate the moderating effects of selling
experience on the relationship between job satisfaction and sales performance, customer …