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• W1988500235 abstract "The “Sales Orientation‐Customer Orientation (SOCO)” scale, is a popular and insightful measure used for determining the degree to which salespeople have a long‐term‐oriented, customer‐focused selling approach. Endeavours to investigate applicability of the SOCO scale in the context of the pharmaceutical industry’s salesperson‐general practitioner relationship. Found that the SOCO scale possesses reliability. Furthermore, discovers a significant rift between a salesperson’s perception of his/her orientation and their customer’s perception of his/her particular orientation." @default.
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• W1988500235 date "1998-04-01" @default.
• W1988500235 modified "2023-10-16" @default.
• W1988500235 title "Communication in the salesperson/customer dyad: an empirical investigation" @default.
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• W1988500235 doi "https://doi.org/10.1108/02634509810209623" @default.
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