How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling

2015/02/01 by Harri Terho, Andreas Eggert, Alexander Haas +1 · 178 citations
Business, Management and Accounting · #Business #Computer science #Consumer Behavior in Brand Consumption and Identification #Customer Service Quality and Loyalty #Customer orientation #Dimension (graph theory) #Environmental Sustainability in Business #Industrial organization #Market orientation #Marketing #Personal selling #Prioritization #Process management #Sales management #Sales promotion #Structural equation modeling #Value (mathematics)

paper · doi:10.1016/j.indmarman.2015.02.017

published in Industrial Marketing Management 45, 12-21 (Elsevier BV)

openalex publication_date 2015/02/01 · openalex created_date 2025/10/10 · openalex updated_date 2026/07/23

Citations

• Value in Business and Industrial Marketing
• Common method biases in behavioral research: A critical review of the literature and recommended remedies.
• Evaluating Structural Equation Models with Unobservable Variables and Measurement Error

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