Abstract
This study examines whether product type and customer type influence the degree to which salespeople practice customer-oriented selling. Three hypotheses are tested using a national sample of 402 salespeople. Findings indicate that product type and customer type do not affect customer-oriented selling performance.
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CITATION STYLE
APA
Flaherty, T. B. (2015). An Investigation of the Selling Situation and Customer-Oriented Selling. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science (pp. 435–441). Springer Nature. https://doi.org/10.1007/978-3-319-13084-2_102
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