Motivating salesperson customer orientation: insights from the job characteristics model
By M. Thakor, Ashwin W. Joshi. 2005
178 citations recorded by the source corpus.
Subfields: Information Systems and Management, Organizational Behavior and Human Resource Management
View Paper: https://www.semanticscholar.org/paper/bf3e1c4f0585f9594f4a8a693ea5ec2ecb753d6c
How researchers see this paper
The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.
In Information Systems and Management
- Fernando Jaramillo
- Jay P. Mulki
- Raj Agnihotri
- J. Boles
- Thomas L. Baker
- Filipe Coelho
- Carlos M. P. Sousa
- Adam Rapp
In Organizational Behavior and Human Resource Management
- Fernando Jaramillo
- Jay P. Mulki
- J. Boles
- Raj Agnihotri
- Yihao Liu
- Yifan Song
- Jaclyn Koopmann
- Thomas L. Baker
Citations in the corpus
- From personal values to creativity: evidence from frontline service employees (2011, methodology): “The measure for customer orientation is from Thakor and Joshi (2005)”
- Identification in Organizations: An Examination of Four Fundamental Questions (2008, unknown): “…Haslam, O’Brien, Jetten, Vormedal, & Penna, 2005; Levine, Prosser, Evans, & Reicher, 2005), customer orientation (S. A. Johnson & Ashforth, in press; Thakor & Joshi, 2005), positive evaluations of the organization (Cheney, 1983a, 1983b), better control by the organization (e.g., Barker &…”
- Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance (2015, background): “…of high levels of organizational identification, employees will consider critical organizational activities (e.g., intelligence gathering, customer oriented selling) as important activities and will feel accomplished upon the successful completion of these activities (Thakor and Joshi 2005).”
- Customer Mistreatment: A Review of Conceptualizations and a Multilevel Theoretical Model (2015, background): “In turn, employees with more autonomy, variety, and significance are likely to provide higher-quality service and be treated well by their customers (e.g., Thakor & Joshi, 2005).”
- Bringing meaning to the sales job: The effect of ethical climate and customer demandingness (2013, background): “Experienced meaningfulness can lead to positive organizational outcomes (Thakor & Joshi, 2005).”