Customer Orientation Climate And Performance: Contextual Influences In The Medical Product Sales Industry

Open Access
Myer, Adam Timothy
Graduate Program:
Doctor of Philosophy
Document Type:
Date of Defense:
June 21, 2013
Committee Members:
  • Susan Mohammed, Dissertation Advisor
  • Sam Hunter, Committee Member
  • Alicia Grandey, Committee Member
  • Xiangmin Liu, Committee Member
  • Climate Interactions; Ethical Climate; Service Climate; Climate
Using a sample of medical sales professionals, this study examined ethical climate level and customer orientation climate strength as moderators of customer orientation climate level’s relationship with both financial and individual performance. Results at the subsidiary company-level showed that both ethical climate level and customer orientation climate strength moderated the relationship between customer orientation climate level and financial performance. Customer orientation climate level was more strongly related to financial performance when ethical climate level was high and when customer orientation climate was strong. Implications of the study’s results, along with directions for future research, are discussed.