Charitable organizations are under increasing financial pressure to attract and retain private donors. However, scales measuring consumer attitudes toward giving to charity have yielded ambiguous results in the past. Scales to measure consumer attitudes toward the act of helping others and toward charitable organizations are developed and tested for dimensionality and internal consistency using advocated procedures. The resulting measures are important to academicians, policymakers, and practitioners in the development of theory, public policy, and marketing strategy.

No abstract

This study examines three trust-building processes and outcomes in sales manager–salesperson relationships. This study, based on a sample of more than 400 business-to-business salespeople from a variety of industries, shows two trust-building processes (predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism, and indirectly related to organizational commitment and turnover intention.

Purpose -This paper aims to examine the impact of customer orientation, at the levels of both the company and the salesperson, on salesperson performance. Design/methodology/approach -A survey of 283 salespeople provides the database that was analyzed using structural equation modeling. Findings -Prior studies suggest that both company and salesperson customer orientation has a positive effect on performance. The findings of this study suggest that a salesperson's customer orientation completely mediates the relationship between company customer orientation and salesperson performance. Thus, the influence of a company's customer orientation on salesperson performance acts through the customer orientation of the salespeople. Originality/value -The study reinforces the importance of customer orientation and the role of salespeople in putting customer orientation into practice.