The interplay between employee and firm customer orientation: substitution effect and the contingency role of performance-related rewards

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Herhausen, Dennis; De Luca, Luigi; Weibel, Michael;

This paper identifies and explains a potential tension between a firm's emphasis on customer orientation (CO) and the extent to which employees value CO as a success factor for individual performance. Based on self‐determination theory and CO implementation research, th... View more
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