SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
Salesperson Failure
16 references·9 citing·46 second hop
Salesperson Failure (1999)Salesperson FailureSales Force Management (2021)Sales Force ManagementTrust Earning Perceptions of Sellers and Buyers (2013)Trust Earning Perceptions of …Transformational Leadership: An Initial Investigation in Sales Management (1995)Transformational Leadership: …Why salespeople fail (1992)Why salespeople failClient Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople (1990)Client Evaluation Cues: A Com…Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation (1989)Mapping the Procedural Knowle…The Influence of Career Stages on Components of Salesperson Motivation (1988)The Influence of Career Stage…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Salesforce Management (1980)Salesforce ManagementTerritory Sales Response (1979)Territory Sales ResponsePersonal characteristics of salespeople and the attractiveness of alternative rewards (1979)Personal characteristics of s…The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)The Intuitive Psychologist An…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…The psychology of interpersonal relations. (1958)The psychology of interperson…The Psychology of Interpersonal Relations. (1958)The Psychology of Interperson…Navigating the demands of increasing customer participation through firm and individual job resources (2021)Navigating the demands of inc…Evaluating Sales Training Effectiveness at the Reaction and Learning Levels (2021)Evaluating Sales Training Eff…Deliberate learning as a strategic mechanism in enabling channel partner sales performance (2020)Deliberate learning as a stra…Fail fast, sell well: The contingent impact of failing fast on salesperson performance (2019)Fail fast, sell well: The con…Complexity of sales situation and sales lead performance: An empirical study in business-to-business company (2015)Complexity of sales situation…Addressing Service Challenges to Improve Sales Training (2015)Addressing Service Challenges…Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures (2014)Why are you really losing sal…Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective (2013)Making Sense of the Customer’…Organizational Justice in the Sales Force: A Literature Review with Propositions (2005)Organizational Justice in the…Generalized expectancies for internal versus external control of reinforcement. (1966)Judgment under Uncertainty: Heuristics and Biases (1974)Judgment under Uncertainty: Heuristics and Biases (1975)Social Identity and Self-Categorization Processes in Organizational Contexts (2000)Warmth and Competence as Universal Dimensions of Social Perception: The Stereotype Content Model and the BIAS Map (2008)Handbook of theories of social psychology (2012)Role Conflict and Ambiguity in Complex Organizations (1970)Leadership and Performance beyond Expectations (1987)Transformational leader behaviors and their effects on followers' trust in leader, satisfaction, and organizational citizenship behaviors (1990)Explaining the effects of transformational leadership: an investigation of the effects of higher‐order motives in multilevel marketing organizations (2001)Change-oriented organizational citizenship behaviors: the direct and moderating influence of goal orientation (2004)Empowerment and creativity: A cross-level investigation (2011)The Principles of Psychology (1891)The Strength of Weak Ties (1973)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Handbook of Positive Psychology (2001)The Concept of Mind (2006)Principles Of Gestalt Psychology (2013)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)An empirical test of a new theory of human needs (1969)Business ethics: A literature review with a focus on marketing ethics (1989)Measurement Issues in Cross-National Research (1995)Service Customization Through Employee Adaptiveness (2005)Cognitive representations of semantic categories. (1975)Social Foundations of Thought and Action : A Social Cognitive Theory (1985)Developing Buyer-Seller Relationships (1987)A field study of a cognitive approach to understanding transformational and transactional leadership (1998)Influence Tactics for Effective Adaptive Selling (2006)Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler (2017)Coefficient Alpha and the Internal Structure of Tests (1951)Reliability: A Review of Psychometric Basics and Recent Marketing Practices (1979)Trust and relationship commitment in the United Kingdom voluntary sector: Determinants of donor behavior (2004)Promoting Consumer's Participation in Virtual Brand Communities: A New Paradigm in Branding Strategy (2007)Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation (2012)Do Citizenship Behaviors Matter More for Managers Than for Salespeople? (1999)Strategy type and performance: the influence of sales force management (2000)A model of close business relationships in China (guanxi) (2001)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)From Intentions to Actions: A Theory of Planned Behavior (1985)Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. (2000)
this work references cited by second hop

References

  • 1958The psychology of interpersonal relations.13,448 cited
  • 1958The Psychology of Interpersonal Relations.11,823 cited
  • 1977The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process4,168 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
  • 2021Sales Force Management396 cited
  • 1995Transformational Leadership: An Initial Investigation in Sales Management286 cited
  • 2013Trust Earning Perceptions of Sellers and Buyers278 cited
  • 1989Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation179 cited
  • 1988The Influence of Career Stages on Components of Salesperson Motivation154 cited
  • 1979Personal characteristics of salespeople and the attractiveness of alternative rewards147 cited
  • 1990Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople130 cited
  • 1979Territory Sales Response110 cited
  • 1980Salesforce Management

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

107 cited
  • 1992Why salespeople fail100 cited
  • Cited by

    • 2005Organizational Justice in the Sales Force: A Literature Review with Propositions39 cited
    • 2014Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures35 cited
    • 2015Complexity of sales situation and sales lead performance: An empirical study in business-to-business company32 cited
    • 2013Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective27 cited
    • 2021Navigating the demands of increasing customer participation through firm and individual job resources26 cited
    • 2020Deliberate learning as a strategic mechanism in enabling channel partner sales performance21 cited
    • 2019Fail fast, sell well: The contingent impact of failing fast on salesperson performance21 cited
    • 2021Evaluating Sales Training Effectiveness at the Reaction and Learning Levels6 cited
    • 2015Addressing Service Challenges to Improve Sales Training5 cited