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Students walk across the campus north. A large red sculpture in the shape of large gears can be seen. © Roland Baege​/​TU Dortmund

Research article accepted for publication in the Journal of Retailing

A joint research paper by Prof. Dr. Ryan Mullins (Clemson University), Prof. Dr. Sascha Alavi (TU Dortmund University), Prof. Dr. Johannes Habel (University of Houston) and Dr. Bianca Richter (University of Bochum) has been accepted for publication in the renowned Journal of Retailing.

The Journal of Retailing is one of the leading international academic journals in the field of retailing and marketing research. It publishes high-quality theoretical and empirical papers on current issues in retailing and related research areas.

The accepted article deals with the concept of customer orientation in sales. The focus is on the systematic differentiation and measurement of different characteristics and styles of customer-oriented behavior of sales employees. In addition, the study analyzes how these different forms of customer orientation affect the performance of sales employees.

The acceptance of the article underlines the scientific quality of the joint research as well as the successful international cooperation between the professorship and the participating partner universities.

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