Skoči na glavni sadržaj

Izvorni znanstveni članak

Personal Level Customer Orientation in Russian Direct Selling Market

Alexander Rozhkov ; Graduate School of Management, St. Petersburg University, Russia

Puni tekst: engleski pdf 230 Kb

str. 7-22

preuzimanja: 886



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.

Ključne riječi

customer orientation, Russia, direct sales, person-to-person relations

Hrčak ID:



Podaci na drugim jezicima: hrvatski

Posjeta: 1.512 *