|  e-ISSN: 2618-589X

Review article | TAY Journal 2020, Vol. 4(2) 92-121

Kariyer Geliştirme Uygulama ve Araştırmaları için Önemli Bir Kavram: Hizmet Yönelimi

Mustafa KILINÇ & Kıvanç UZUN

pp. 92 - 121   |  DOI: https://doi.org/10.29329/tayjournal.2020.488.01   |  Manu. Number: tay journal.2020.006

Published online: December 15, 2020  |   Number of Views: 28  |  Number of Download: 348


Abstract

Hizmet yönelimi kavramı, hem bireysel açıdan çalışan özelinde, hem de işletmelerin müşteriye yönelik politikaları genelinde araştırılan önemli bir kavramdır. Bireysel düzeyde hizmet yönelimi; çalışanların müşteri ihtiyaçlarını öngörmeye, tanımaya ve karşılamaya olan yatkınlıkları şeklinde tanımlanmaktadır. Örgütsel düzeyde hizmet yönelimi ise bir kurumun iklimini/kültürünü, müşteriye yönelik stretejilerini ve hizmet sunan diğer şirketlerle olan rekabetini etkileyen bir değişken olarak kendisine ifade alanı bulmaktadır. Alanyazında hizmet yönelimi kavramına ilişkin yapılan çalışmalar incelendiğinde; yabancı alanyazında bu kavrama yönelik uzun yıllardır araştırmaların yapıldığı ancak yerli alanyazında ise bu kavramın ihmal edildiği anlaşılmaktadır. Bu durum kültürümüzde hizmet yönelimi kavramının hem bireysel hem de örgütsel düzeyde işevuruk tanımının yapılmasını zorlaştırmaktadır. Bu bağlamda hizmet yönelimi kavramı ile ilgili araştırmaların yapılmasına altyapı sağlayacak, kültürümüze özgü bir alanyazın bilgisinin eksikliği dikkat çekmektedir. Bu çalışma, hizmet yönelimi kavramının tam olarak ne olduğunun ve bu kavramın kariyer geliştirme, uygulama ve araştırmalarında ne yönde kullanılabileceğinin anlaşılabilmesi adına, yerli alanyazındaki önemli bir boşluğu doldurması bakımından son derece önemli görülmektedir. Bu araştırma, hizmet yönelimi üzerine çalışmalar yapmak isteyen gelecekteki araştırmacılara, şirketlerin hizmet endüstrisi için yüksek hizmet yönelimli çalışanlar seçmesine ve kariyer gelişimi sürecinde kendisine yeni beceriler katmak isteyen çalışanlara daha derin bir içgörü sağlamaya çalışmıştır.

Keywords: Hizmet yönelimi, hizmet odaklılık, hizmet kalitesi, hizmet stratejisi, müşteri yönelimi, müşteri odaklılık


How to Cite this Article?

APA 6th edition
KILINC, M. & UZUN, K. (2020). Kariyer Geliştirme Uygulama ve Araştırmaları için Önemli Bir Kavram: Hizmet Yönelimi . TAY Journal, 4(2), 92-121. doi: 10.29329/tayjournal.2020.488.01

Harvard
KILINC, M. and UZUN, K. (2020). Kariyer Geliştirme Uygulama ve Araştırmaları için Önemli Bir Kavram: Hizmet Yönelimi . TAY Journal, 4(2), pp. 92-121.

Chicago 16th edition
KILINC, Mustafa and Kivanc UZUN (2020). "Kariyer Geliştirme Uygulama ve Araştırmaları için Önemli Bir Kavram: Hizmet Yönelimi ". TAY Journal 4 (2):92-121. doi:10.29329/tayjournal.2020.488.01.

References
  1. Alge, B. J., Gresham, M. T., Heneman, R. L., Fox, J., & McMasters, R. (2002). Measuring customer service orientation using a measure of interpersonal skills: A preliminary test in a public service organization. Journal of Business and Psychology, 16(3), 467-476. [Google Scholar]
  2. Allworth, E., & Hesketh, B. (2000). Job requirements biodata as a predictor of performance in customer service roles. International Journal of Selection and Assessment, 8(3), 137-147. Doi:10.1111/1468-2389.00142 [Google Scholar]
  3. Barrick, M. R., & Mount, M. K. (1991). The big five personality dimensions and job performance: a meta‐analysis. Personnel Psychology, 44(1), 1-26. Doi:10.1111/j.1744-6570.1991.tb00688.x [Google Scholar]
  4. Beatson, A., Lings, I., & Gudergan, S. (2008). Service staff attitudes, organisational practices and performance drivers. Journal of Management and Organization, 14(2), 168-179. Doi:10.1017/S1833367200003370 [Google Scholar]
  5. Bennett, R. H., Fadil, P. A., & Greenwood, R. T. (1994). Cultural alignment in response to strategic organizational change: new considerations for a change framework. Journal of Managerial Issues, 6(4), 474-490. [Google Scholar]
  6. Berry, L. L., Parasuraman, A., & Zeithaml, V. A. (1994). Improving service quality in America: lessons learned. Academy of Management Perspectives, 8(2), 32-45. Doi:10.5465/ame.1994.9503101072 [Google Scholar]
  7. Bettencourt, L. A., & Brown, S. W. (1997). Contact employees: Relationships among workplace fairness, job satisfaction and prosocial service behaviors. Journal of Retailing, 73(1), 39-61. Doi:10.1016/S0022-4359(97)90014-2 [Google Scholar]
  8. Bitner, M. J., Booms, B. H., & Tetreault, M. S. (1990). The service encounter: diagnosing favorable and unfavorable incidents. Journal of Marketing, 54(1), 71-84. Doi:10.1177/002224299005400105 [Google Scholar]
  9. Bowen, D. E., & Schneider, B. (1985). Boundary-spanning-role employee and the service encounter: some guidelines for management and research. In Czepiel, J. A., Solomon, M. R., & Surprenant, C. A. (Eds.), The service encounter: Managing employee/customer interaction in service business (pp. 127-147). Lexington, MA: D.C. Heath and Company. [Google Scholar]
  10. Bowen, D. E., Siehl, G., & Schneider, B. (1989). A framework for analyzing customer service orientation in manufacturing. Academy of Management Review, 14(1), 75-95. Doi:10.2307/258192 [Google Scholar]
  11. Brown, T. J., Mowen, J. C., Donavan, D. T., & Licata, J. W. (2002). The customer orientation of service workers: Personality trait effects on self-and supervisor performance ratings. Journal of Marketing Research, 39(1), 110-119. Doi:10.1509/jmkr.39.1.110.18928 [Google Scholar]
  12. Carraher, S. M., Carraher, S. C., & Mintu-Wimsatt, A. (2005). Customer service management in western and central Europe: A concurrent validation strategy in entrepreneurial financial information services organizations. Journal of Business Strategies, 22(1), 41-54. [Google Scholar]
  13. Carraher, S. M., Mendoza, J. L., Buckley, M. R., Schoenfeldt, L. F., & Carraher, C. E. (1998). Validation of an instrument to measure service-orientation. Journal of Quality Management, 3(2), 211-224. Doi:10.1016/S1084-8568(99)80114-X [Google Scholar]
  14. Cha, S., Khan, M., & Murrmann, S. K. (2000). The influence of service orientation discrepancy between managers and employees on employees’ affective outcomes. Asia Pacific Journal of Tourism Research, 5(1), 65-72. Doi:10.1080/10941660008722059 [Google Scholar]
  15. Chait, N. H., Carraher, M. S., & Buckley, R. (2000). Measuring service orientation with biodata. Journal of Managerial Issues, 12(1), 109-120. [Google Scholar]
  16. Chen, Y. J. (2007). Relationships among service orientation, job satisfaction, and organizational commitment in the international tourist hotel industry. Journal of American Academy of Business, 11(2), 71-82. [Google Scholar]
  17. Chung, B. G., & Schneider, B. (2002). Serving multiple masters: Role conflict experienced by service employees. Journal of Services Marketing, 16(1), 70-87. Doi:10.1108/08876040210419424 [Google Scholar]
  18. Cran, D. J. (1994). Towards validation of the service orientation construct. Service Industries Journal, 14(1), 34-44. Doi:10.1080/02642069400000003 [Google Scholar]
  19. Çakıcı, A. C., & Özdamar, M. (2018a). Turizm eğitimi alan öğrencilerin dışadönüklüklerinin otel departman tercihine etkisinde hizmet yönelimlerinin aracılık rolü. Nevşehir Hacı Bektaş Veli Üniversitesi SBE Dergisi, 8(1), 135-159. Doi:10.30783/nevsosbilen.399736 [Google Scholar]
  20. Çakıcı, A. C., & Özdamar, M. (2018b). Üniversite düzeyinde turizm eğitimi alan öğrencilerin dışa dönüklükleri ve hizmet yönelimlerine göre kümelendirilmesi. Türk Turizm Araştırmaları Dergisi, 2(2), 42-54. Doi:10.26677/tutad.2018.31 [Google Scholar]
  21. Deshpandé, R., Farley, J. U., & Webster Jr, F. E. (1993). Corporate culture, customer orientation, and innovativeness in Japanese firms: A quadrad analysis. Journal of Marketing, 57(1), 23-37. Doi:10.1177/002224299305700102 [Google Scholar]
  22. Donavan, D. T. (1999). Antecedents and consequences of the contact employee’s service orientation: From personality traits to service behaviors. Unpublished Doctoral Dissertation, Oklahoma State University, Stillwater. [Google Scholar]
  23. Donavan, D. T., Brown, T. J., & Mowen, J. C. (2004). Internal benefits of service-worker customer orientation: Job satisfaction, commitment, and organizational citizenship behaviors. Journal of Marketing, 68(1), 128-146. Doi:10.1509/jmkg.68.1.128.24034 [Google Scholar]
  24. Donavan, D. T., & Hocutt, M. A. (2001). Customer evaluation of service employee's customer orientation: extension and application. Journal of quality management, 6(2), 293-306. Doi:10.1016/S1084-8568(01)00041-4 [Google Scholar]
  25. Dienhart, J. R., Gregoire, M. B., Downey, R. G., & Knight, P. K. (1992). Service orientation of restaurant employees. International Journal of Hospitality Management, 11(4), 331-346. Doi:10.1016/0278-4319(92)90050-6 [Google Scholar]
  26. Fernsten, J. A., & Brenner, O. C. (1987). Coping with turnover: A strategic approach. Hospitality Education and Research Journal, 11(2), 85-94. [Google Scholar]
  27. Fiebelkorn, S. L. (1985). Retail service encounter satisfaction: Model and measurement. In The service encounter. In Czepiel, J. A., Solomon, M. R., & Surprenant, C. A. (Eds.), The service encounter: Managing employee/customer interaction in service business (pp. 181-193). Lexington, MA: D.C. Heath and Company. [Google Scholar]
  28. Ford, W. S. Z., & Etienne, C. N. (1994). Can I help you? A framework for the interdisciplinary research on customer service encounters. Management Communication Quarterly, 7(4), 413-441. Doi:10.1177/0893318994007004003 [Google Scholar]
  29. Frei, R. L., & McDaniel, M. A. (1998). Validity of customer service measures in personnel selection: A review of criterion and construct evidence. Human performance, 11(1), 1-27. Doi:10.1207/s15327043hup1101_1 [Google Scholar]
  30. Frimpong, K., & Wilson, A. (2012). Measuring service orientation of service delivery employee. The 12th International Research Conference In Service Management. France: Aix Marseille Universite. [Google Scholar]
  31. Gebauer, H., Edvardsson, B., & Bjurko, M. (2010). The impact of service orientation in corporate culture on business performance in manufacturing companies. Journal of Service Management, 21(2), 237-259. Doi:10.1108/09564231011039303 [Google Scholar]
  32. George, J. M., & Jones, G. R. (1991). Towards an understanding of customer service quality. Journal of Managerial Issues, 3(2), 220-238. [Google Scholar]
  33. Goleman, D. (1998). Working with emotional intelligence. New York: Bantam. [Google Scholar]
  34. Gonzales, J. V., & Garazo, T. G. (2006). Structural relationships between organizational service orientation, contact employee job satisfaction and citizenship behavior. International Journal of Service Industry Management, 17(1), 23-50. Doi:10.1108/09564230610651561 [Google Scholar]
  35. Groves, J. (1992). Perceived service orientation of restaurant employees. Unpublished Doctoral Dissertation, Kansas State University, Manhattan, KS. [Google Scholar]
  36. Grönroos, C. (1990). Service management and marketing: Managing the moments of truth in service competition. Lexington, MA: Lexington Books. [Google Scholar]
  37. Gwinner, K. P., Bitner, M. J., Brown, S. W., & Kumar, A. (2005). Service customization through employee adaptiveness. Journal of Service Research, 8(2), 131-148. Doi:10.1177/1094670505279699 [Google Scholar]
  38. Harris, E. G., & Fleming, D. E. (2005). Assessing the human element in service personality formation: Personality congruency and the five factor model. Journal of Services Marketing, 19(4), 187-198. Doi:10.1108/08876040510605226 [Google Scholar]
  39. Harris, L. C., & Ogbonna, E. (2001). Strategic human resource management, market orientation, and organizational performance. Journal of Business Research, 51(2), 157-166. Doi:10.1016/S0148-2963(99)00057-0 [Google Scholar]
  40. Haugland, S. A., Myrtveit, I., & Nygaard, A. (2007). Market orientation and performance in the service industry: A data envelopment analysis. Journal of Business Research, 60(11), 1191-1197. Doi:10.1016/j.jbusres.2007.03.005 [Google Scholar]
  41. Harvey‐Cook, J. E., & Taffler, R. J. (2000). Biodata in professional entry‐level selection: Statistical scoring of common format applications. Journal of occupational and organizational psychology, 73(1), 103-118. Doi:10.1348/096317900166903 [Google Scholar]
  42. Hennig-Thurau, T. (2004). Customer orientation of service employees: Its impact on customer satisfaction, commitment, and retention. International Journal of Service Industry Management, 15(5), 460-478. [Google Scholar]
  43. Heskett, J. L., Sasser, W. E., & Schlesinger, L. A. (1997). The service profit chain: How leading companies link profit and growth to loyalty, satisfaction and value. New York: Free Press. [Google Scholar]
  44. Heskett, J. L., Sasser, W. E., & Schlesinger, L. A. (2010). The value profit chain: Treat employees like customers and customers like. New York City: Simon and Schuster. [Google Scholar]
  45. Hoffman, K. D., & Ingram, T. M. (1991). Creating customer-oriented employees: The case in home health care. Journal of Health Care Marketing, 11(2), 34-32. [Google Scholar]
  46. Hogan, J., Hogan, R., & Busch, C. M. (1984). How to measure service orientation. Journal of Applied Psychology, 69(1), 167-173. Doi:10.1037/0021-9010.69.1.167 [Google Scholar]
  47. Hogan, R. (1986). Hogan personality inventory manual. Minneapolis, MN: National Computer Systems. [Google Scholar]
  48. Holland, J. L., & Baird, L. L. (1968). An interpersonal competency scale. Educational and Psychological Measurement, 28(2), 503-510. Doi:10.1177/001316446802800236 [Google Scholar]
  49. Homburg, C., Hoyer, W. D., & Fassnacht, M. (2002). Service orientation of a retailer's business strategy: Dimensions, antecedents, and performance outcomes. Journal of Marketing, 66(4), 86-101. Doi:10.1509/jmkg.66.4.86.18511 [Google Scholar]
  50. Humphreys, M. A., & Williams, M. R. (1996). Exploring the relative effects of salesperson interpersonal process attributes and technical product attributes on customer satisfaction. Journal of Personal Selling & Sales Management, 16(3), 47-57. Doi:10.1080/08853134.1996.10754063 [Google Scholar]
  51. Hurley, R. F. (1998). Customer service behavior in retail settings: A study of the effect of service provider personality. Journal of the Academy of Marketing Science, 26(2), 115-127. Doi:10.1177/0092070398262003 [Google Scholar]
  52. Jayawardhena, C., & Farrell, A. (2011). Effects of retail employees' behaviors on customers' service evaluation. International Journal of Retail & Distribution Management, 39(3), 203-217. Doi:10.1108/09590551111115033 [Google Scholar]
  53. Jill, T. D. (1980, August 2). Human and organizational costs of budget cutbacks in state hospitals. Paper presented at the annual meeting of the American Psychological Association, Montreal, Canada. [Google Scholar]
  54. Johnson, J. W. (1996). Linking employee perceptions of service climate to customer satisfaction. Personnel Psychology, 49(4), 831-851. Doi:10.1111/j.1744-6570.1996.tb02451.x [Google Scholar]
  55. Keillor, B. D., Parker, R. S., & Pettijohn, C. E. (1999). Sales force performance satisfaction and aspects of relational selling: Implications for sales managers. Journal of Marketing Theory and Practice, 7(1), 101-115. Doi:10.1080/10696679.1999.11501824 [Google Scholar]
  56. Keillor, B. D., Parker, R. S., & Pettijohn, C. E. (2000). Relationship-oriented characteristics and individual salesperson performance. Journal of Business and Industrial Marketing, 15(1), 7-22. Doi:10.1108/08858620010311520 [Google Scholar]
  57. Kelley, S. W. (1992). Developing customer orientation among service employees. Journal of the Academy of Marketing Science, 20(1), 27-36. Doi:10.1177/009207039202000103 [Google Scholar]
  58. Kim, H. J., McCahon, C., & Miller, J. (2003). Service orientation for contact employees in Korean casual-dining restaurants. International Journal of Hospitality Management, 22(1), 67-83. Doi:10.1016/S0278-4319(02)00073-7 [Google Scholar]
  59. Kim, W. G., Leong, J. K., & Lee, Y. K. (2005). Effect of service orientation on job satisfaction, organizational commitment, and intention of leaving in a casual dining chain restaurant. International Journal of Hospitality Management, 24(2), 171-193. Doi:10.1016/j.ijhm.2004.05.004 [Google Scholar]
  60. Klaus, P. G. (1985). Quality epiphenomenon: The conceptual understanding of quality in face-to-face service encounters. In Czepiel, J. A., Solomon, M. R., & Surprenant, C. A. (Eds.), The service encounter: Managing employee/customer interaction in service business (pp. 17-33). Lexington, MA: D.C. Heath and Company. [Google Scholar]
  61. Lahey, M. A. (1983). Job security: Its meaning and measure. Unpublished Doctoral Dissertation, Kansas State University, Manhattan, Kansas. [Google Scholar]
  62. Lee, Y. K., Park, D. H., & Yoo, D. K. (1999). The structural relationships between service orientation, mediators, and business performance in Korean hotel firms. Asia Pacific Journal of Tourism Research, 4(1), 59-70. Doi:10.1080/10941669908722031 [Google Scholar]
  63. Lee‐Ross, D. (1999). A comparison of service predispositions between NHS nurses and hospitality workers. International Journal of Health Care Quality Assurance, 12(3), 92-97. Doi:10.1108/09526869910265084 [Google Scholar]
  64. Lee‐Ross, D. (2000). Development of the service predisposition instrument. Journal of Managerial Psychology, 15(2), 148-160. Doi:10.1108/02683940010310337 [Google Scholar]
  65. Lee‐Ross, D., & Pryce, J. (2005). A preliminary study of service predispositions amongst hospitality workers in Australia. Journal of Management Development, 24(5), 410-420. Doi:10.1108/02621710510598436 [Google Scholar]
  66. Lockyer, C., & Scholarios, D. (2004). Selecting hotel staff: why best practice does not always work. International Journal of Contemporary Hospitality Management, 16(2), 125-135. Doi:10.1108/09596110410520016 [Google Scholar]
  67. Lynn, M. L., Lytle, R. S., & Bobek, S. (2000). Service orientation in transitional markets: does it matter?. European Journal of Marketing, 34(3/4), 279-298. Doi:10.1108/03090560010311858 [Google Scholar]
  68. Lytle, R. S., Hom, P. W., & Mokwa, M. P. (1998). SERV*OR: A managerial measure of organizational service orientation. Journal of Retailing, 74(4), 447-454. Doi:10.1016/S0022-4359(99)80104-3 [Google Scholar]
  69. Lytle, R. S., & Timmerman, J. E. (2006). Service orientation and performance: An organizational perspective. Journal of Services Marketing, 20(2), 136-147. Doi:10.1108/08876040610657066 [Google Scholar]
  70. Martin, L. A., & Fraser, S. L. (2002). Customer service orientation in managerial and non-managerial employees: An exploratory study. Journal of Business and Psychology, 16(3), 477-484. Doi:10.1023/A:1012885310251 [Google Scholar]
  71. McBride, A. A., Mendoza, J. L., & Carraher, S. M. (1997). Development of a biodata index to measure service-orientation. Psychological Reports, 81(3_suppl), 1395-1407. Doi:10.2466/pr0.1997.81.3f.1395 [Google Scholar]
  72. Menon, A., Bharadwaj, S. G., & Howell, R. (1996). The quality and effectiveness of marketing strategy: Effects of functional and dysfunctional conflict in intraorganizational relationships. Journal of the Academy of Marketing Science, 24(4), 299-313. Doi:10.1177/0092070396244002 [Google Scholar]
  73. Morrison, E. W. (1996). Organizational citizenship behavior as a critical link between HRM practices and service quality. Human Resource Management, 35(4), 493-512. Doi:10.1002/(SICI)1099-050X(199624)35:4<493::AID-HRM4>3.0.CO;2-R [Google Scholar]
  74. O’Connor, S. J., & Shewchuk, R. M. (1995). Service quality revisited: Striving for a new orientation. Hospital & Health Services Administration, 40(4), 535-553. [Google Scholar]
  75. Organ, D. W., & Bateman, T. S. (1991). Organizational behavior. Homewood, IL: Richard D. Irwin. [Google Scholar]
  76. Popli, S., & Rizvi, I. A. (2015). Exploring the relationship between service orientation, employee engagement and perceived leadership style: A study of managers in the private service sector organizations in India. Journal of Services Marketing, 29(1), 59-70. Doi:10.1108/JSM06-2013-0151 [Google Scholar]
  77. Rafaeli, A. (1989). When cashiers meet customers: An analysis of the role of supermarket cashiers. Academy of Management Journal, 32(2), 245-273. Doi:10.5465/256362 [Google Scholar]
  78. Rust, R. T., Zahorik, A. J., & Keiningham, T. L. (1996). Service marketing. New York, USA: Harper Collins College Publishers. [Google Scholar]
  79. Samson, M. (1990). Service stinks. Restaurant Hospitality, 74(4), 183-188. [Google Scholar]
  80. Sanchez, J. I., & Fraser, S. L. (1993). Development and validation of the Corporate Social Style Inventory: A measure of customer service skills. Cambridge, MA: Marketing Science Institute. [Google Scholar]
  81. Saura, I. G., Contrí, G. B., Taulet, A. C., & Velazquez, B. M. (2005). Relationships among customer orientation, service orientation and job satisfaction in financial services. International Journal of Service Industry Management, 16(5), 497-525. Doi:10.1108/09564230510625787 [Google Scholar]
  82. Schneider, B. (1994). HRM – a service perspective: Towards a customer-focused HRM. International Journal of Service Industry Management, 5(1), 64-76. Doi:10.1108/09564239410051911 [Google Scholar]
  83. Schneider, B., Parkington, J. J., & Buxton, V. M. (1980). Employee and customer perceptions of service in banks. Administrative Science Quarterly, 25(2), 252-267. Doi:10.2307/2392454 [Google Scholar]
  84. Schneider, B., & Bowen, D. E. (1985). Employee and customer perceptions of service in banks: Replication and extension. Journal of Applied Psychology, 70(3), 423-433. Doi:10.1037/0021-9010.70.3.423 [Google Scholar]
  85. Schneider, B., & Bowen, D. E. (1993). The service organization: Human resources management is crucial. Organizational Dynamics, 21(4), 39-52. Doi:10.1016/0090-2616(93)90032-V [Google Scholar]
  86. Schneider, B., Wheeler, J. K., & Cox, J. F. (1992). A passion for service: Using content analysis to explicate service climate themes. Journal of Applied Psychology, 77(5), 705-716. Doi:10.1037/0021-9010.77.5.705 [Google Scholar]
  87. Schoenfeldt, L. F. (1999). From dust bowl empiricism to rational constructs in biographical data. Human Resource Management Review, 9(2), 147-167. Doi:10.1016/S1053-4822(99)00016-9 [Google Scholar]
  88. Silva, P. (2006). Effects of disposition on hospitality employee job satisfaction and commitment. International Journal of Contemporary Hospitality Management, 18(4), 317-328. Doi:10.1108/09596110610665320 [Google Scholar]
  89. Solomon, M. R., Surprenant, C., Czepiel, J. A., & Gutman, E. G. (1985). A role theory perspective on dyadic interactions: The service encounter. Journal of marketing, 49(1), 99-111. Doi:10.1177/002224298504900110 [Google Scholar]
  90. Stock, R. M., & Hoyer, W. D. (2002). Leadership style as driver of salespeoples' customer orientation. Journal of Market-Focused Management, 5(4), 355-376. Doi:10.1023/B:JMFM.0000008074.24518.ea [Google Scholar]
  91. Susskind, A. M., Borchgrevink, C. P., Brymer, R. A., & Kacmar, K. M. (2000). Customer service behavior and attitudes among hotel managers: A look at perceived support functions, standards for service, and service process outcomes. [Google Scholar]
  92. Journal of Hospitality & Tourism Research, 24(3), 373-397. Doi:10.1177/109634800002400305 [Google Scholar]
  93. Susskind, A. M., Kacmar, K. M., & Borchgrevink, C. P. (2007). How organizational standards and coworker support improve restaurant service. Cornell Hotel and Restaurant Administration Quarterly, 48(4), 370-379. Doi:10.1177/0010880407300158 [Google Scholar]
  94. Teng, C. C., & Barrows, C. W. (2009). Service orientation: Antecedents, outcomes, and implications for hospitality research and practice. The Service Industries Journal, 29(10), 1413-1435. Doi:10.1080/02642060903026247 [Google Scholar]
  95. Tracey, J. B., Sturman, M. C., & Tews, M. J. (2007). Ability versus personality: Factors that predict employee job performance. Cornell Hotel and Restaurant Administration Quarterly, 48(3), 313-322. Doi:10.1177/0010880407302048 [Google Scholar]
  96. Tse, A. C. B., Sin, L. Y. M., Yau, O. H. M., Lee, J. S. Y., & Chow, R. (2003). Market orientation and business performance in a Chinese business environment. Journal of Business Research, 56(3), 227-239. Doi:10.1016/S0148-2963(01)00230-2 [Google Scholar]
  97. Webb, D., Webster, C., & Krepapa, A. (2000). An exploration of the meaning and outcomes of a customer-defined market orientation. Journal of Business Research, 48(2), 101-112. Doi:10.1016/S0148-2963(98)00114-3 [Google Scholar]
  98. Weitz, B. A. (1981). Effectiveness in sales interactions: a contingency framework. Journal of Marketing, 45(1), 85-103. Doi:10.1177/002224298104500109 [Google Scholar]
  99. Wieseke, J., Ullrich, J., Christ, O., & Van Dick, R. (2007). Organizational identification as a determinant of customer orientation in service organizations. Marketing Letters, 18(4), 265-278. Doi:10.1007/s11002-007-9021-2 [Google Scholar]
  100. Wilson, A., & Frimpong, J. (2004). A reconceptualisation of the satisfactionservice performance thesis. Journal of Service Marketing, 18(6), 471-481. Doi:10.1108/08876040410557258 [Google Scholar]
  101. Wright, N. D., Pearce, J. W., & Busbin, J. W. (1997). Linking customer service orientation to competitive performance: does the marketing concept really work?. Journal of Marketing Theory and Practice, 5(4), 23-34. Doi:10.1080/10696679.1997.11501777 [Google Scholar]
  102. Wu, C. H. J., Liang, R. D., Tung, W., & Chang, C. S. (2008). Structural relationships among organisation service orientation, employee service performance, and consumer identification. The Service Industries Journal, 28(9), 1247-1263. Doi:10.1080/02642060802230189 [Google Scholar]
  103. Yoon, S. J., Choi, D. C., & Park, J. W. (2007). Service orientation: Its impact on business performance in the medical service industry. The Service Industries Journal, 27(4), 371-388. Doi:10.1080/02642060701346375 [Google Scholar]
  104. Zeithaml, V., & Bitner, M. J. (2000). Service marketing: Integrating customer focus across the firm (2.Basım). New York: McGraw-Hill. [Google Scholar]