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Management Decision, 1979
Introduction The psychology of pricing has two main divisions. On the one hand, there is the psychology of the price setter, an interesting field which offers much scope for further research, and on the other hand we have the psychology of the customer.
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Introduction The psychology of pricing has two main divisions. On the one hand, there is the psychology of the price setter, an interesting field which offers much scope for further research, and on the other hand we have the psychology of the customer.
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Organizational Drivers of Salespeople’s Customer Orientation and Selling Orientation
Journal of Personal Selling & Sales Management, 2011The practice of customer-oriented selling (COS) has been identified as a key variable in an era of relationship selling and consultative selling. However, compared with the "traditional" selling orientation (SO), COS requires greater expenditure of effort by the salesperson in customer interactions. As a consequence, salespeople have to be motivated to
GUENZI, PAOLO +2 more
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Technological Sustainability, 2022
PurposeThis paper examined mediating effect of customer loyalty on the influence of customer orientation and technology orientation on the performance of small and medium-sized enterprises (SMEs).Design/methodology/approachThis study adopted and modified items from previous studies.
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PurposeThis paper examined mediating effect of customer loyalty on the influence of customer orientation and technology orientation on the performance of small and medium-sized enterprises (SMEs).Design/methodology/approachThis study adopted and modified items from previous studies.
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Misinterpreting Customer Orientation
2016The irruption of the social sciences in industrial marketing has misguided contemporary managers towards an ill-defined customer orientation paradigm. Many business courses and influencers still claim that product decommoditization can be successfully achieved by means of complementary services and B2B relationship efforts.
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Customer‐oriented manufacturing
International Journal of Human Factors in Manufacturing, 1991AbstractTime is becoming the most important differentiating element for achieving competitive superiority in today's age; those who can manage time efficiently will attain great success. A time‐oriented competitive strategy can be described as a company‐wide management strategy that aims to reduce the total lead‐time required to adapt to changes in the
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An Evolution in Customer Orientation
2011Customer demand a century ago was basically determined by what was being produced in factories. Mass production had arrived, courtesy of the Industrial Revolution, and strong demand for those products rendered unnecessary any form of focus on whether customer were in fact pleased with these products.
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How customer orientation leads to customer satisfaction
International Journal of Bank Marketing, 2019Purpose Financial service workers’ etiquette and creativity have been less mentioned in the research on bank marketing. The purpose of this paper is to examine the mediating effects of financial service workers’ etiquette and creativity on the relationship between customer orientation and customer satisfaction.
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Customer Orientation and Preservation of Customer Relationship
2023Achmad Firdaus, Khaliq Ahmad
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As new personal data processing capabilities are made available to more firms, demonstrating privacy friendly marketing strategies becomes an essential part of a firm’s value proposition. Yet, so far, no research has systematically conceptualized and operationalized the different organizational facets that span a firm’s customer privacy orientation ...
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