A contingency approach to market orientation: distinguishing behaviours, systems, structures, strategies and performance characteristics

Article Abstract:

Market orientation is currently seen mainly as an informational and cultural attribute of a company, describing its market understanding and responsiveness to customer demands. Research into the distinguishing behaviours, structures and performance characteristics of various types of market orientation has produced proposed stereotypical models. These models offer a basis for executives to consider the type of market orientation achieved by their own company. This research offers a basis for executives to establish what organizational and managerial changes will probably be involved in moving from one type of market orientation to another.

Marketing Management, Research, Marketing research, Market research, Market segmentation

---

Driving organizational citizenship behaviors and sales person in-role behavior performance: The role of management control and perceived organizational support

Article Abstract:

A study on sales person in-role behavior performance and organizational control has shown that sales manager control has a stronger impact on Organizational Citizenship Behavior (OCB) through Perceived Organizational Support (POS) than directly. POS has a strong impact on sales person OCB.

United States, Organizational behavior, Sales managers, Organizational behaviour

---

Transformation of the traditional salesforce: imperatives for intelligence, interface and integration

Article Abstract:

The reorganization of the sales staff to promote better customer relations is discussed.

World, Sales Management, Methods, Customer service, Support services

Similar abstracts:

• Abstracts: Porter's 'competitive advantage of nations': an assessment. Emergent patterns of strategy, environment and performance in a transition economy
• Abstracts: Developing an accounting information systems course in Australian tertiary institutions. Accountants' personality typology and perceptions of job-related stress: an empirical study
• Abstracts: Resistance to technological innovations: an examination of the role of self-efficacy and performance satisfaction
• Abstracts: Going the distance to maintain relationships. Of summer blockbusters and promotional bombs
• Abstracts: Purchasing health care services: information sources and decisional criteria. "The net generation": Children and young people, Internet and online shopping

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.