The indirect effects of organizational controls on salesperson performance and customer orientation

By Ashwin W. Joshi, Sheilah Randall. 2001

126 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/be1705011b25a610a31281ad64cfb943e873f936

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Organizational Behavior and Human Resource Management

1. Filipe Coelho
2. Carlos M. P. Sousa
3. Raj Agnihotri
4. S. Tamer Cavusgil
5. Terje Slåtten
6. Mehmet Mehmetoglu
7. Hatem El-Gohary
8. Riyad Eid

In Strategy and Management

1. Carlos M. P. Sousa
2. Filipe Coelho
3. Raj Agnihotri
4. S. Tamer Cavusgil
5. Minna Saunila
6. Nicole Coviello
7. Hsiu-Fen Lin
8. I-Chieh Hsu

Citations in the corpus

• The effect of supplier's market orientation on manufacturer's trust (2006, background): “Customer orientation implies that a firm puts the customer’s interest first (Deshpande, Farley, & Webster, 1993; Joshi & Randall, 2001).”
• From personal values to creativity: evidence from frontline service employees (2011, background): “Commitment generates pro-organizational behaviors, implying that employees adopt behaviors that sustain and enhance the organization (Joshi and Randall, 2001).”
• Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation (2012, background): “Customers perceive service activities as an investment in relational asset building for understanding their requirements, and for adapting the offerings to meet their requirements (Joshi and Randall 2001).”