The Selling Orientation–Customer Orientation (Soco) Scale: Cross-Validation of the Revised Version

By J. Periatt, S. LeMay, Subhra Chakrabarty. 2004

87 citations recorded by the source corpus.

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

View Paper: https://www.semanticscholar.org/paper/ed1d592121bcca87360a71679bf5483afbfb1752

Citations in the corpus

• Customer Relationship Management: Its Dimensions and Effect on Customer Outcomes (2004, unknown): “…technology, many salespeople have become more like “relationship managers” (Crosby, Evans, and Cowles 1990), “procreators” (Wotruba 1991), or “directors of customer relations” (Thorelli 1986), implementing CRM at the customer level (Guenzi 2002; Periatt, LeMay, and Chakrabarty 2004).”