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Leadership Style as Driver of Salespeople’s Customer Orientation

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  • Stock, Ruth
  • Hoyer, Wayne

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  • Stock, Ruth & Hoyer, Wayne, 2002. "Leadership Style as Driver of Salespeople’s Customer Orientation," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 35558, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    • Handle: RePEc:dar:wpaper:35558
    Note: for complete metadata visit http://tubiblio.ulb.tu-darmstadt.de/35558/
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    Cited by:

    1. Nor Azila Mohd Noor & Azilah Kasim & Cezar Scarlat & Azli Muhamad, 2010. "Importance of Organizational Commitment, Job Motivation and Front Liners Self Efficacy Towards the Marketability of Hotel Industry in Kuala Lumpur Malaysia," Academica Turistica - Tourism and Innovation Journal, University of Primorska Press, vol. 3(1-2), pages 64-72.
    2. Ruth Stock-Homburg, 2008. "Die Rolle des marktorientierten Personalmanagements im Rahmen der Umsetzung marktorientierter Strategien: Eine empirische Untersuchung," Schmalenbach Journal of Business Research, Springer, vol. 60(2), pages 124-152, March.
    3. Afsheen Fatima & Sarah Salah Uddin & Saba Mehmood & Ashfeen Bibi, 2018. "Job Resourcefulness, Customer Orientation and Employees Outcomes: A Study of Hotel Employees in Pakistan," Information Management and Business Review, AMH International, vol. 9(6), pages 6-17.
    4. Jan Wieseke & Johannes Ullrich & Oliver Christ & Rolf Dick, 2007. "Organizational identification as a determinant of customer orientation in service organizations," Marketing Letters, Springer, vol. 18(4), pages 265-278, December.
    5. Jeff S. Johnson, 2024. "“Sorry about my manager”: Mitigating customer-facing adverse manager behaviors," Journal of the Academy of Marketing Science, Springer, vol. 52(4), pages 1130-1151, July.
    6. Adilah Othman & Hasnizam Shaari & Siti Noor Aishah Mohd Sidik, 2024. "Brand Supportive Behavior among Insurance Agents in Malaysia," International Journal of Research and Innovation in Social Science, International Journal of Research and Innovation in Social Science (IJRISS), vol. 8(8), pages 4558-4574, August.
    7. Kadic-Maglajlic, Selma & Micevski, Milena & Arslanagic-Kalajdzic, Maja & Lee, Nick, 2017. "Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions: A multi-level approach," Journal of Business Research, Elsevier, vol. 80(C), pages 53-62.

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