Construct · 1 fields · 1 citations

salesperson-owned loyalty: a standalone construct

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

● anchor · a standalone construct Nearest construct by meaning·not indexed
salesperson-ownedloyalty1 CONSTRUCTSalesperson-ownedPALMATIER · SALES MANAGEMENT

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

Sales management

customer loyalty tied to an individual salesperson rather than to the selling firm, which brings benefits and the risk of losing customers when the salesperson leaves.

In sales management, salesperson-owned loyalty refers to customer loyalty tied to an individual salesperson rather than to the selling firm, which brings benefits and the risk of losing customers when the salesperson leaves. This meaning comes from Palmatier (2007) in Journal of Marketing Research.[1]

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Nearby constructs

loyalty6 fields · 10 citationsjingle · one name, six constructsrisk6 fields · 13 citationsjingle · one name, six constructs

References

  1. Palmatier, R. W., Scheer, L. K., & Steenkamp, J. E. M. (2007). Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty. Journal of Marketing Research, 44(2), 185-199. https://doi.org/10.1509/jmkr.44.2.185

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