The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.
Exploring Salespersons' Customer Orientation as a Mediator of Organizational Culture's Influence on Buyer-Seller Relationships
Open accessAbstract
This manuscript reports the results of a theoretically-based empirical study which incorporates the paradigm of relationship marketing. The study specifically examines the relationships among three major variables: organizational culture, customer orientation, and buyer-seller relationship development. Both organizational culture and customer orientation are expected to directly effect relationship development. However, customer orientation is hypothesized to mediate the relationship between organizational culture and relationship development. Thus, the influence of organizational culture on relationship development would be through the customer-oriented behavior of a firm's salespeople. The results from a study of 459 buyer-seller combinations confirm the mediational effect of customer orientation between the selling firms' culture and relationship development.
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Cites
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
The critical incident technique.
Flanagan, J. C. (1954) · Psychological Bulletin · doi:10.1037/h0061470 · Cited by 8,191
Developmental sequence in small groups.
Tuckman, B. W. (1965) · Psychological Bulletin · doi:10.1037/h0022100 · Cited by 5,778
The Service Encounter: Diagnosing Favorable and Unfavorable Incidents
Bitner, M. J., Booms, B. H., & Tetreault, M. S. (1990) · Journal of Marketing · doi:10.2307/1252174 · Cited by 4,860
Relationship Quality in Services Selling: An Interpersonal Influence Perspective
Crosby, L. A., Evans, K. R., & Cowles, D. (1990) · Journal of Marketing · doi:10.1177/002224299005400306 · Cited by 4,763
Stages of Small-Group Development Revisited
Tuckman, B. W., & Jensen, M. A. C. (1977) · Group & Organization Studies · doi:10.1177/105960117700200404 · Cited by 2,679
Process Analysis: Estimating Mediation in Treatment Evaluations
Judd, C. M., & Kenny, D. A. (1981) · Evaluation Review · doi:10.1177/0193841x8100500502 · Cited by 2,442
Cited by
The evolution of the seven steps of selling
Moncrief, W. C., & Marshall, G. W. (2005) · Industrial Marketing Management · doi:10.1016/j.indmarman.2004.06.001 · Cited by 323
Metadata
- Authors
- Williams, M. R., & Attaway, J. S.
- Venue
- Journal of Personal Selling & Sales Management
- Publisher
- Informa UK Limited
- Published
- 1996-01
- Volume
- 16
- Issue
- 4
- Pages
- 33-52
- ISSN
- 0885-3134 (ISSN-L)
- 1557-7813
- OpenAlex
- W1582593768
- Cited by
- 164
- References
- 7
- FWCI
- 1.57
- Type
- journal article
- Language
- en
- Open access
- hybrid
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- The paper
- Williams, M. R., & Attaway, J. S. (1996). Exploring Salespersons' Customer Orientation as a Mediator of Organizational Culture's Influence on Buyer-Seller Relationships. Journal of Personal Selling & Sales Management. https://doi.org/10.1080/08853134.1996.10754072
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
