Leseprobe
Table of Contents
Introduction
The SOCO scale
Customer orientation:
Selling orientation:
Customer Orientation vs. Selling Orientation
Other Concepts and Measures
Performance
Adaptive Selling
Selling Skills
Value-based selling
Customer Attitude/ Satisfaction
Job stress and engagement
Learning Orientation
Performance Orientation
Research Design and Hypotheses
Research Outcomes
Discussion of Results
Research Implications and Limitations
Managerial Implications and Conclusion
References
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- Henry Müller (Autor:in), 2019, Performance Impact of Selling and Customer Orientation, München, GRIN Verlag, https://www.grin.com/document/539388
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