The Experts below are selected from a list of 360 Experts worldwide ranked by ideXlab platform
Charles M Brooks - One of the best experts on this subject based on the ideXlab platform.
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an examination of the relationships between retail work environments salesperson selling Orientation Customer Orientation and job performance
The Journal of Marketing Theory and Practice, 2001Co-Authors: James S Boles, Thomas G Brashear, Barry J Babin, Charles M BrooksAbstract:This research examines the relationship between three organizational level constructs and salesperson’s selling Orientation-Customer Orientation (SOCO) in an in-store retail setting. Respondents represent a wide variety of retail firms. A firm’s Customer Orientation, centralization, and employee perceptions of support from individuals in the organization were significantly related to Customer Orientation, selling Orientation, or both. Firm level Customer Orientation and perceptions of work environment support were positively related to a salesperson’s degree of Customer Orientation and negatively related to selling Orientation. Centralization was positively related to selling Orientation but not to Customer Orientation. Customer Orientation was positively related to performance, while selling Orientation was not related.
Maria M Ryan - One of the best experts on this subject based on the ideXlab platform.
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the selling Orientation Customer Orientation s o c o scale a proposed short form
Journal of Personal Selling and Sales Management, 2013Co-Authors: Raymond W Thomas, Geoffrey N Soutar, Maria M RyanAbstract:This article reports the results of an examination of the Selling Orientation-Customer Orientation scale to determine if the number of items could be reduced while still maintaining the scale's dimensionality and consistency. Analysis of a new Australian data set was undertaken using data from 250 salespeople, 157 of their managers and 276 of their Customers in a range of business to business markets. The findings provide evidence that salespeople's Customer Orientation, as defined by Saxe and Weitz (1982), can be measured with little information loss by ten items, rather than the twenty-four items originally suggested. This significant reduction in length may contribute to a more reliable and valid scale by reducing response fatigue and acquiescence bias, as well as making it possible to include the construct in larger studies with other multiple item scales. Further research is suggested to test the revised scale across a number of industries and consumer groups, to verify its generalizability.
Felix T Mavondo - One of the best experts on this subject based on the ideXlab platform.
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exploring the associations between standards for service delivery organisational culture co worker support self efficacy job satisfaction and Customer Orientation in the real estate industry
Australian Journal of Management, 2014Co-Authors: Sandra Gountas, John Gountas, Felix T MavondoAbstract:The study examines the effects of organisational and individual factors of real estate agents on Customer Orientation. The organisational factors included are standards for service delivery (culture), supervisor support and co-worker support. The individual factors examined are self-efficacy and job satisfaction. The sample comprises 108 employees in the real estate industry. The moderating effects of job satisfaction and co-worker support between standards for service delivery and Customer Orientation and self-efficacy on the relationship between co-worker support and Customer Orientation offer new insights into the antecedents of Customer Orientation in a high-pressure selling-oriented industry, which have implications for staff selection and training and work organisation. This paper presents an original contribution to understanding the effects of individual and organisational characteristics on Customer Orientation.
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how critical is internal Customer Orientation to market Orientation
Journal of Business Research, 2001Co-Authors: Jodie Conduit, Felix T MavondoAbstract:Abstract This paper investigates the relationship between internal Customer Orientation and market Orientation. It builds on the notion that organisational dynamics and managerial action in areas such as employee training, effective communication systems, and managing human resources are critical to building an internal Customer Orientation and consequently, a market Orientation. A path model is used to investigate the direct and indirect impact of hypothesised variables on internal Customer Orientation and market Orientation. The findings suggest that integration between departments, the dissemination of market intelligence, and management support for a market Orientation are important for its development, however, training programs may not be effective. The results are based on a study of Australian based companies extensively involved in international marketing.
Peter A Dacin - One of the best experts on this subject based on the ideXlab platform.
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firm market Orientation and salesperson Customer Orientation interpersonal and intrapersonal influences on Customer service and retention in business to business buyer seller relationships
Journal of Business Research, 2003Co-Authors: Eli Jones, Paul Busch, Peter A DacinAbstract:Abstract The authors examine the influence of a firm's market Orientation and salesperson Customer Orientation on buyer–seller relationships. 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 toward a firm's market Orientation and its salesperson Customer Orientation. The impact of salesperson attitudes on Customers' perceptions of service delivery and their propensity to switch suppliers was also examined. The results suggest that a firm's market Orientation positively influences salesperson work attitudes. Sales managers influence salesperson Customer Orientation through their organizational commitment, and salesperson Customer Orientation influences industrial Customers' switching intentions.
James S Boles - One of the best experts on this subject based on the ideXlab platform.
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an examination of the relationships between retail work environments salesperson selling Orientation Customer Orientation and job performance
The Journal of Marketing Theory and Practice, 2001Co-Authors: James S Boles, Thomas G Brashear, Barry J Babin, Charles M BrooksAbstract:This research examines the relationship between three organizational level constructs and salesperson’s selling Orientation-Customer Orientation (SOCO) in an in-store retail setting. Respondents represent a wide variety of retail firms. A firm’s Customer Orientation, centralization, and employee perceptions of support from individuals in the organization were significantly related to Customer Orientation, selling Orientation, or both. Firm level Customer Orientation and perceptions of work environment support were positively related to a salesperson’s degree of Customer Orientation and negatively related to selling Orientation. Centralization was positively related to selling Orientation but not to Customer Orientation. Customer Orientation was positively related to performance, while selling Orientation was not related.
