Congratulations to Prof. Homburg from the Chair of B2B Marketing, Sales & Pricing | Prof. Homburg, University of Mannheim, Prof. Martin Klarmann and Dr. Michael Müller for receiving the Dr. Eli Jones Award for their long-term research impact with their paper “When should the customer really be king? On the optimum level of salesperson cutomer orientation in sales encounters”.
The paper was published in the Journal of Marketing in 2011 an deals with the optimal level of customer orientation in terms of salesperformance and customer attitudes. Additionally, the authors identified factors influencing this optimal level, such as the type of product or the pricing strategy.
