THE INFLUENCE OF THE MARKET ORIENTATION OF THE FIRM ON SALES FORCE BEHAVIOR AND ATTITUDES

被引：228

作者：

SIGUAW, JA

BROWN, G

WIDING, RE

机构：

[1] LOUISIANA TECH UNIV, COLL ADM & BUSINESS, RUSTON, LA 71270 USA

[2] BOND UNIV, SCH BUSINESS, GOLD COAST, AUSTRALIA

来源：

JOURNAL OF MARKETING RESEARCH | 1994年 / 31卷 / 01期

关键词：

D O I：

10.2307/3151950

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

The authors used a national sample of 306 industrial salespeople to investigate empirically a model incorporating the constructs of market orientation, customer orientation, a difference score, and job attitudes. The results indicate that the selected market orientation of the firm significantly influences salesperson customer orientation and job attitudes.

引用

页码：106 / 116

页数：11

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