Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis

By George R. Franke, Jeong-eun Park. 2006

738 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/1f4f7b9584b25f520cd64f62a5ae84df8a614354

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In Organizational Behavior and Human Resource Management

Citations in the corpus

Examining the Mechanisms Linking Transformational Leadership, Employee Customer Orientation, and Service Performance: The Mediating Roles of Perceived Supervisor and Coworker Support (2010, background): “Service workers with high customer orientation tend to build long-term customer relationships, display low-pressure sales tactics, pay attention to customers’ needs, and actively engage in solving customers’ problems (Franke and Park 2006).”
Leveraging Digital Technologies: How Information Quality Leads to Localized Capabilities and Customer Service Performance (2013, background): “At the individual level, customer orientation often assesses an employee's (especially a salesperson's) customer focus across the stages of a sales process (e.g., Franke and Park 2006; Hartline et al. 2000; Homburg et al. 2011; Hunter and Perreault 2007; Saxe and Weitz 1982).”
Word-of-mouth communications in marketing: a meta-analytic review of the antecedents and moderators (2008, methodology): “We selected the correlation coefficient r as the primary effect size metric because it is easier to interpret and is a scale-free measure, a common approach for meta-analytical review in the marketing literature (DelVecchio et al. 2006; Eisend 2006, 2004; Franke and Park 2006; Janiszewski et al. 2”
Success Factors for Service Innovation: A Meta‐Analysis (2016, background): “once they had been averaged across studies (Franke and Park, 2006; Rodriguez Cano, Carrillat and Jaramillo, 2004).”
Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict (2017, background): “When facing demanding customers, ambidextrous salespeople would be more likely to respond with adaptive selling behaviors which are conducive to meeting the complementary objectives of achieving higher sales (Franke and Park 2006) and satisfying the customer (Román and Martín 2014).”