The DOI matches its Crossref record; 6 of the 6 references it cites were found in a registry or an index.
Customer-Oriented Selling: A Review, Extension, and Directions for Future Research
Open accessAbstract
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 relationship literature lacks a comprehensive review that summarizes and organizes the empirical research regarding customer-oriented selling. Subsequently, it is unclear what exactly has been learned by research on customer-oriented selling and what questions remain to be answered. Therefore, this paper addresses these concerns by reviewing the current literature in customer-oriented selling, offering propositions to extend our understanding, providing directions for developing a customer-oriented sales force based on our current understanding, and offering suggestions for future research.
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Citations
Cites
The measurement of experienced burnout
Maslach, C., & Jackson, S. E. (1981) · Journal of Organizational Behavior · doi:10.1002/job.4030020205 · Cited by 14,496
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
Determinants of Long-Term Orientation in Buyer-Seller Relationships
Ganesan, S. (1994) · Journal of Marketing · doi:10.1177/002224299405800201 · Cited by 6,741
Mathieu, J. E., & Zajac, D. M. (1990) · Psychological Bulletin · doi:10.1037//0033-2909.108.2.171 · Cited by 6,449
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
A meta-analytic examination of the correlates of the three dimensions of job burnout
Lee, R. T., & Ashforth, B. E. (1996) · Journal of Applied Psychology · doi:10.1037/0021-9010.81.2.123 · Cited by 3,262 · cited 1×
“…1999; Hoffman and Ingram 1991; Siguaw, Brown, and Widing 1994; Singh, Verbeke, and Rhoads 1996) and role stressors and burnout (Hunsaker 1986; Lee and Ashforth 1996; Singh, Goolsby, and Rhoads 1994), it is plausible that a relationship may exist between burnout and customer-oriented selling.”
Cited by
Terho, H., Haas, A., Eggert, A., & Ulaga, W. (2012) · Industrial Marketing Management · doi:10.1016/j.indmarman.2011.11.011 · Cited by 326
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
- Schwepker, C. H.
- Venue
- Journal of Personal Selling & Sales Management
- Publisher
- Informa UK Limited
- Published
- 2003-03
- Volume
- 23
- Issue
- 2
- Pages
- 151-171
- ISSN
- 0885-3134 (ISSN-L)
- 1557-7813
- OpenAlex
- W1513574710
- Cited by
- 169
- References
- 6
- FWCI
- 3.51
- Type
- journal article
- Language
- en
- Open access
- hybrid
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- Schwepker, C. H. (2003). Customer-Oriented Selling: A Review, Extension, and Directions for Future Research. Journal of Personal Selling & Sales Management. https://doi.org/10.1080/08853134.2003.10748995
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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