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- W4249733270 abstract "The concept of customer orientation in salespeople is defined, a scale is developed to measure the degree to which salespeople engage in customer-oriented selling, and the properties of the scale are reported. A test of the nomological validity indicates the use of customer-oriented selling is related to the ability of the salespeople to help their customers and the quality of the customer-salesperson relationship." @default.
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- W4249733270 date "1982-08-01" @default.
- W4249733270 modified "2023-10-11" @default.
- W4249733270 title "The SOCO Scale: A Measure of the Customer Orientation of Salespeople" @default.
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- W4249733270 doi "https://doi.org/10.1177/002224378201900307" @default.
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