The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective

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The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance (2014, background): “The learning orientation of salespeople may also affect the firms’ capacity of learning from customers and competitors, which is deemed essential for successful innovation and creating superior customer value (Lam, Kraus, and Ahearne 2010).”
Corporate Social Responsibility, Customer Orientation, and the Job Performance of Frontline Employees (2014, background): “Members of management are considered role models and therefore envoys of the company’s values (Lam et al. 2010), so it carries weight when they refer to CSR in communications, participate themselves, or encourage employees to participate in volunteering or fund raising.”
Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance (2013, background): “However, pharmaceutical firms are similar to many other service organizations in terms of organizational structure and frequent fellow salesperson interactions (Lam et al. 2010).”