Construct · 1 fields · 1 citations

customer-oriented selling: a standalone construct

One name. One construct. A landmark on the map.

● anchor · a standalone construct Nearest construct by meaning·not indexed
customer-orientedselling1 CONSTRUCTCustomer-orientedSAXE · PERSONAL SELLING

A single standalone construct; nearby constructs are located against it in the Collider. Tap a field for its definition, unit, and measures.

Personal selling and sales management

salespeople practicing the marketing concept by helping customers make purchases that satisfy their needs.

In personal selling and sales management, customer-oriented selling refers to salespeople practicing the marketing concept by helping customers make purchases that satisfy their needs. This meaning comes from Saxe (1982) in Journal of Marketing Research.[1]

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References

  1. Saxe, R., & Weitz, B. A. (1982). The SOCO Scale: A Measure of the Customer Orientation of Salespeople. Journal of Marketing Research, 19(3), 343-351. https://doi.org/10.1177/002224378201900307

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