Does Customer Orientation Impact Objective Sales Performance? Insights from a Longitudinal Model in Direct Selling

114 citations recorded by the source corpus.

How researchers see this paper

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

Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance (2015, background): “It has been argued that experience impacts performance through the development of capabilities to handle complex service situations (Franke and Park 2006; Jaramillo and Grisaffe 2009).”
A business frame perspective on why perceptions of top management's bottom‐line mentality result in employees’ good and bad behaviors (2019, background): “To close sales and to encourage repeat purchases, employees are expected to treat customers with civility and to provide superior customer service performance (Jaramillo & Grisaffe, 2009).”
The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance (2014, background): “Recent research shows that the influence of CO on salespeople’s job performance is mediated by adaptive selling (Jaramillo and Grisaffe 2009; Jaramillo et al. 2009).”