When should the customer really be king? On the optimum level of salesperson customer orientation in sales encounters

Journal of Marketing

Volumn 75, Issue 2, 2011, Pages 55-74

  Homburg, Christian ^a   Müller, Michael ^b   Klarmann, Martin ^c  

^a UNIVERSITY OF MANNHEIM   (Germany)

^b Oskar Widmer GmbH   (Germany)

^c UNIVERSITY OF PASSAU   (Germany)

Author keywords

Customer orientation; Customer satisfaction; Personal selling; Sales encounter; Salesperson performance

Indexed keywords

EID: 79952321570     PISSN: 00222429     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkg.75.2.55     Document Type: Article

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