Personal Level Customer Orientation in Russian Direct Selling Market

Tržište

Alexander Rozhkov¹ 

[1] Graduate School of Management, St. Petersburg University;

关键词: customer orientation;    Russia;    direct sales;    person-to-person relations;   

DOI  :  

来源: DOAJ

【 摘 要 】

In the modern world the importance of customer orientation cannot be underestimated. It hugely impacts the overall business performance, as well as separate areas of business-customer interaction. In this paper, we examine the role of personal level relations and customer orientation in the direct selling industry in the Russian market. Based on a sample of over 6000 participants in 74 regions of Russia, we develop a model revealing the factors that define the level of customer orientation in personal level interactions.

【 授权许可】

Unknown