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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
Final del extracto de 21 páginas
- Citar trabajo
- Henry Müller (Autor), 2019, Performance Impact of Selling and Customer Orientation, Múnich, GRIN Verlag, https://www.grin.com/document/539388
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