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Organizational drivers of salespeople's customer orientation and selling orientation

De Luca, Luigi Mario, Guenzi, Paolo and Troilo, Gabriele 2011. Organizational drivers of salespeople's customer orientation and selling orientation. Journal of Personal Selling and Sales Management 31 (3) , pp. 269-286.

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Official URL: http://jpssm.org

Abstract

The practice of customer-oriented selling (COS) has been identified as a key variable in an era of relationship selling and consultative selling. However, compared with the "traditional" selling orientation (SO), COS requires greater expenditure of effort by the salesperson in customer interactions. As a consequence, salespeople have to be motivated to engage in this mode of selling, but, unfortunately, factors that motivate customer orientation are still not well known. Our study develops and tests a model of organizational drivers of COS and SO on a sample of 326 managers. Such organizational drivers refer to the company culture, structure, strategy, and systems. We also analyze the effect of COS and SO on the creation of superior customer value.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Subjects: H Social Sciences > H Social Sciences (General)
H Social Sciences > HF Commerce
Publisher: M.E. Sharpe, Inc.
ISSN: 0885-3134
Related URLs:
Last Modified: 04 Jun 2017 04:08
URI: http://orca.cf.ac.uk/id/eprint/33476

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