The SOCO Scale: A Measure of the Customer Orientation of Salespeople

1982/08/01 by Robert Saxe, Barton A. Weitz · 3 citations
Business, Management and Accounting · #Customer Service Quality and Loyalty #Corporate Identity and Reputation #Job Satisfaction and Organizational Behavior

paper · doi:10.1177/002224378201900307

Abstract

The concept of customer orientation in salespeople is defined, a scale is developed to measure the degree to which salespeople engage in customer-oriented selling, and the properties of the scale are reported. A test of the nomological validity indicates the use of customer-oriented selling is related to the ability of the salespeople to help their customers and the quality of the customer-salesperson relationship.

Citations

• Response Sets and Test Validity

Cited by

• When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters
• Strategic Orientation of the Firm and New Product Performance
• From personal values to creativity: evidence from frontline service employees

Related

• When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters
• Empirical study to explore the influence of salesperson's customer\n orientation on customer loyalty
• The Effect of a Market Orientation on Business Profitability
• Investigating the Relationship Between Customer Orientation on Brand Equity of Sepah Bank in Tehran
• The role of customer orientation on brand loyalty by considering the role of customer perception quality of branches of National Bank of Mako Azad region