Re-examining salesperson goal orientations: Personality influencers, customer orientation, and work satisfaction

By Eric G. Harris, J. Mowen, Tom J Brown. 2005

269 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/18d62abb6736322b861a2e33c43707a4bfd73af7

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In Organizational Behavior and Human Resource Management

Citations in the corpus

Examining the effects of role stress on customer orientation and job performance of retail salespeople (2007, background): “Salespeople who are customer-oriented focus on meeting customers' needs, solving their purchase problems, and earning their loyalty ( Harris et al. , 2005”
Consumer engagement in online brand communities: the moderating role of personal values (2019, background): “Through this need, a deep understanding of the entire environment can be developed (Mowen and Spears, 1999), as need for activity has the power to inspire individuals to increase their knowledge and thus experience the enjoyment of learning new things (Harris et al., 2005).”
Who are you and what do you value? Investigating the role of personality traits and customer-perceived value in online customer engagement (2016, unknown): “It is therefore important for the underlying study as many customers may join an online brand community to obtain information from peers and keep up to date and informed with the latest products and services (Harris et al., 2005).”
Goal orientation and organizational commitment: Individual difference predictors of job performance (2010, background): “Mediation relationship Goals have an energizing function that can directly and indirectly influence organizational outcomes such as training and development (Brett and VandeWalle, 1999), feedback-seeking (VandeWalle and Cummings, 1997), and in-role performance (Harris et al., 2005).”
How and When Does Customer Orientation Influence Frontline Employee Job Outcomes? A Meta-Analytic Evaluation (2012, result): “Specifically, scholars who conceptualize CO as a psychological (i.e., individual difference) variable have argued and found support for the proposition that CO decreases stress and enhances engagement among frontline employees (e.g., Harris, Mowen, and Brown 2005; Rod and Ashill 2010).”