Psychological climate, empowerment, leadership style, and customer-oriented selling: an analysis of the sales manager- salesperson dyad

Authors :: Martin, Craig A.
Bush, Alan J.
Source :: Journal of the Academy of Marketing Science. Summer, 2006, Vol. 34 Issue 3, 419-438
Publication Year :: 2006
Abstract: Sales management factors such as leadership and psychological environment that create a climate for customer orientation, are examined.

Subjects :: Customer satisfaction -- Causes of
Sales management -- Analysis
Sales management -- Methods
Sales personnel -- Customer relations
Sales personnel -- Management
Sales management
Company business management
Advertising, marketing and public relations
Business

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