You are not currently logged in.
Access your personal account or get JSTOR access through your library or other institution:
If You Use a Screen ReaderThis content is available through Read Online (Free) program, which relies on page scans. Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
The SOCO Scale: A Measure of the Customer Orientation of Salespeople
Robert Saxe and Barton A. Weitz
Journal of Marketing Research
Vol. 19, No. 3 (Aug., 1982), pp. 343-351
Published by: American Marketing Association
Stable URL: http://www.jstor.org/stable/3151568
Page Count: 9
Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Preview not available
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.
Journal of Marketing Research © 1982 American Marketing Association