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Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships

Impact of the consideration of future sales consequences and customer‐oriented selling on... The value of long‐term relationships has become a widely studied variable in marketing. This article investigates two important characteristics of salespeople (consideration of future sales consequences and customer‐oriented selling) and their effects on the usage of long‐term relationships. In turn, associations between a long‐term relationship orientation, and a preference for long‐term compensation are explored. The findings suggest managerial and research implications for structuring of reward systems and potential tools for recruiting, selection and assignment of salespeople based on these characteristics. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business and Industrial Marketing Emerald Publishing

Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships

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References (59)

Publisher
Emerald Publishing
Copyright
Copyright © 2000 MCB UP Ltd. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858620010335056
Publisher site
See Article on Publisher Site

Abstract

The value of long‐term relationships has become a widely studied variable in marketing. This article investigates two important characteristics of salespeople (consideration of future sales consequences and customer‐oriented selling) and their effects on the usage of long‐term relationships. In turn, associations between a long‐term relationship orientation, and a preference for long‐term compensation are explored. The findings suggest managerial and research implications for structuring of reward systems and potential tools for recruiting, selection and assignment of salespeople based on these characteristics.

Journal

Journal of Business and Industrial MarketingEmerald Publishing

Published: Jul 1, 2000

Keywords: Selling; Channel relationships; Customer orientation; Relationship marketing; Sales methods

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