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Perceptions of real-estate brokers and buyers: A sales-orientation, customer-orientation approach

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  • Dunlap, B. J.
  • Dotson, Michael J.
  • Chambers, Terry M.

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  • Dunlap, B. J. & Dotson, Michael J. & Chambers, Terry M., 1988. "Perceptions of real-estate brokers and buyers: A sales-orientation, customer-orientation approach," Journal of Business Research, Elsevier, vol. 17(2), pages 175-187, September.
    • Handle: RePEc:eee:jbrese:v:17:y:1988:i:2:p:175-187
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    Cited by:

    1. Singh, Ramendra Pratap & Singh, Ramendra & Mishra, Prashant, 2021. "Does managing customer accounts receivable impact customer relationships, and sales performance? An empirical investigation," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    2. Koerner, Melissa M., 2000. "The Conceptual Domain of Service Quality for Inpatient Nursing Services," Journal of Business Research, Elsevier, vol. 48(3), pages 267-283, June.
    3. Arndt, Aaron D. & Karande, Kiran, 2012. "Is it better for salespeople to have the highest customer orientation or a strong fit with their group's customer orientation? Findings from automobile dealerships," Journal of Retailing and Consumer Services, Elsevier, vol. 19(3), pages 353-359.
    4. Verena Hüttl-Maack & Doreén Pick & Heribert Gierl, 2019. "Handle with care! How majority cues can reduce the negative effects of warnings of foreseeable product failures," Review of Managerial Science, Springer, vol. 13(4), pages 689-723, August.
    5. Hughes, Douglas E. & Richards, Keith A. & Calantone, Roger & Baldus, Brian & Spreng, Richard A., 2019. "Driving In-Role and Extra-Role Brand Performance among Retail Frontline Salespeople: Antecedents and the Moderating Role of Customer Orientation," Journal of Retailing, Elsevier, vol. 95(2), pages 130-143.
    6. Itani, Omar S. & Goad, Emily A. & Jaramillo, Fernando, 2019. "Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?," Journal of Business Research, Elsevier, vol. 102(C), pages 120-130.

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