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Gregory A. Rich · Study

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Gregory A. Rich

10 works· latest 2019· 3 institutionscluster: provisionalORCID 0000-0001-5424-1529

h-index9

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Citations2,832

Works here10

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Most cited in this library

Transformational and Transactional Leadership and Salesperson Performance2001 · 930 citations
ON THE INTERCHANGEABILITY OF OBJECTIVE AND SUBJECTIVE MEASURES OF EMPLOYEE PERFORMANCE: A META‐ANALYSIS1995 · 633 citations
Changing attitudes about change: longitudinal effects of transformational leader behavior on employee cynicism about organizational change2005 · 522 citations
The Sales Manager as a Role Model: Effects on Trust, Job Satisfaction, and Performance of Salespeople1997 · 477 citations
Apples and apples or apples and oranges? A meta-analysis of objective and subjective measures of salesperson performance.1999 · 84 citations

Works

10 shown

A qualitative study of leader behaviors perceived to enable salesperson performance

Journal of Personal Selling and Sales Management·2019·4 authors·Open access

42citations

Changing attitudes about change: longitudinal effects of transformational leader behavior on employee cynicism about organizational change

Journal of Organizational Behavior·2005·3 authors

522citations

Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations

Journal of Personal Selling and Sales Management·2004·2 authors·Open access

56citations

Transformational and Transactional Leadership and Salesperson Performance

Journal of the Academy of Marketing Science·2001·3 authors

930citations

Apples and apples or apples and oranges? A meta-analysis of objective and subjective measures of salesperson performance.

Journal of Personal Selling and Sales Management·1999·5 authors·review

84citations

Salesperson Optimism: Can Sales Managers Enhance it and so What if They Do?

The Journal of Marketing Theory and Practice·

1999

·1 author

36citations

Selling and Sales Management in Action : The Constructs of Sales Coaching: Supervisory Feedback, Role Modeling and Trust

Journal of Personal Selling and Sales Management·1998·2 authors·Open access

49citations

The Sales Manager as a Role Model: Effects on Trust, Job Satisfaction, and Performance of Salespeople

Journal of the Academy of Marketing Science·1997·1 author

477citations

ON THE INTERCHANGEABILITY OF OBJECTIVE AND SUBJECTIVE MEASURES OF EMPLOYEE PERFORMANCE: A META‐ANALYSIS

Personnel Psychology·1995·5 authors

633citations

AN EXTENSION OF HENEMAN'S META-ANALYSIS OF OBJECTIVE AND SUBJECTIVE MEASURES OF PERFORMANCE.

Academy of Management Proceedings·1994·3 authors·other

3citations