Abstract In today's age of relational selling, a key challenge for salespeople is to determine the degree which their customer-oriented behaviors drive sales performance. Therefore, this study analyzes whether salesperson's customer orientation in encounters has an optimum level with regard performance and attitudes. Using triadic data from cross-industry survey 56 managers, 195 representatives, 538 customers, authors provide strong empirical support curvilinear, inverted U-shaped effect on...

In today's age of relational selling, a key challenge for salespeople is to determine the degree which their customer-oriented behaviors drive sales performance. Therefore, this study analyzes whether salesperson's customer orientation in encounters has an optimum level with regard performance and attitudes. Using triadic data from cross-industry survey 56 managers, 195 representatives, 538 customers, authors provide strong empirical support curvilinear, inverted U-shaped effect on...

Abstract Quick responses to environmental changes have become a vital success factor for today's companies. This study aims identify the differential mechanisms that drive responsiveness customers and competitors. In particular, authors propose conceptual framework distinguishes between cognitive an affective organizational system as two important antecedents of responsiveness. The results from large-scale, cross-industry show is more in driving Moreover, relative importance driver greater...

In an effort to establish and enhance the accuracy of key informant data, organizational survey studies are increasingly relying on triangulation techniques by including supplemental data sources that complement information acquired from informants. Despite growing popularity triangulation, little guidance exists as when how it should be conducted. Addressing this gap, authors develop hypotheses linking a comprehensive set study characteristics at construct, informant, organizational,...

Quick responses to environmental changes have become a vital success factor for today's companies. This study aims identify the differential mechanisms that drive responsiveness customers and competitors. In particular, authors propose conceptual framework distinguishes between cognitive an affective organizational system as two important antecedents of responsiveness. The results from large-scale, cross-industry show is more in driving Moreover, relative importance driver greater firms with...

Although downsizing has become a nearly universal managerial practice, many initiatives fail. To explain this phenomenon, previous research mainly investigated possible negative consequences for employees remaining in the firm while largely neglecting customer reactions to and issues surrounding its implementation. The authors describe three studies analyzing how at firm's point of contact affects customers managers can influence through open communication. first study, manager is based on...

Marketing ZFP , Seite 26 - 40

Extant literature has studied how customer–salesperson price negotiations evolve in “normal” circumstances. However, recent economic recessions illustrate the need to advance theory on question of “abnormal” times when customer demand significantly contracts beyond expected variation. In response this gap literature, study uses a multi-method design investigate during exceptional contractions. Our results from theories-in-use reveal that such circumstances, salespeople’s perceived dependency...