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Sales Contests: A Research Agenda
16 references·4 citing·44 second hop
Sales Contests: A Research Agenda (1998)Sales Contests: A Research AgendaSales & marketing management (2014)Sales & marketing managementSales and Marketing Management (2007)Sales and Marketing ManagementThe Self-Regulation of Attitudes, Intentions, and Behavior (1992)The Self-Regulation of Attitu…Handbook of consumer behavior (1991)Handbook of consumer behaviorPerspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Ethical Decision Making in Organizations: A Person-Situation Interactionist Model (1986)Ethical Decision Making in Or…An Attributional Theory of Motivation and Emotion (1986)An Attributional Theory of Mo…Organizational Commitment and Marketing (1985)Organizational Commitment and…Measuring the performance of industrial salespersons (1982)Measuring the performance of …Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Differentiating Organizational Commitment From Expectancy as a Motivating Force (1981)Differentiating Organizationa…Personal characteristics of salespeople and the attractiveness of alternative rewards (1979)Personal characteristics of s…A Behavior Theory Approach to the Relations between Beliefs about an Object and the Attitude Toward the Object (1976)A Behavior Theory Approach to…Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Belief, Attitude, Intention a…An Empirical Analysis of Organizational Identification (1971)An Empirical Analysis of Orga…Readings in Attitude Theory and Measurement (1968)Readings in Attitude Theory a…Assessment of Advertising on the Sales Revenue and Profitability of Nigerian Bottling Company Plc (2014)Assessment of Advertising on …Impact of competitiveness on salespeople's commitment and performance (2011)Impact of competitiveness on …Customer value impact of sales contests (2010)Customer value impact of sale…An Empirical Examination of Economic Rationales for Companies' Use of Sales Contests (2004)An Empirical Examination of E…Essentials of Psychological Testing (1960)Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Learning Orientation, Working Smart, and Effective Selling (1994)Organizational Citizenship Behaviors and Sales Unit Effectiveness (1994)A new look at psychological climate and its relationship to job involvement, effort, and performance. (1996)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Intrinsic Motivation and Self-Determination in Human Behavior (1985)Intrinsic Motivation and Self-Determination in Human Behavior (1988)Factors Affecting the Sustainability Performance of Financial Institutions in Bangladesh: The Role of Green Finance (2021)The transformational leadership role in achieving organizational resilience through adaptive cultures: the case of Dubai service sector (2021)The Effect of Green Banking Practices on Banks’ Environmental Performance and Green Financing: An Empirical Study (2022)Generalized expectancies for internal versus external control of reinforcement. 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(1977)Understanding Attitudes and Predicting Social Behavior (1980)Understanding Information Technology Usage: A Test of Competing Models (1995)Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments (2000)Efficacy of the Theory of Planned Behaviour: A meta‐analytic review (2001)The Economic Institutions of Capitalism (1987)Interorganizational Governance in Marketing Channels (1994)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)Strategic Orientation of the Firm and New Product Performance (1997)Costly Search and Mutual Fund Flows (1998)Investor Psychology and Asset Pricing (2001)Social cognitive theory of self-regulation (1991)Classrooms: Goals, structures, and student motivation. (1992)Well-being : the foundations of hedonic psychology (1999)Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)The theory of planned behavior (1991)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)A Protection Motivation Theory of Fear Appeals and Attitude Change1 (1975)Attitude-behavior relations: A theoretical analysis and review of empirical research. (1977)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)
this work references cited by second hop

References

  • 1975Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research36,736 cited
  • 1986An Attributional Theory of Motivation and Emotion5,025 cited
  • 1986Ethical Decision Making in Organizations: A Person-Situation Interactionist Model3,425 cited
  • 1992The Self-Regulation of Attitudes, Intentions, and Behavior2,284 cited
  • 1968Readings in Attitude Theory and Measurement2,138 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1991Handbook of consumer behavior1,050 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1982Measuring the performance of industrial salespersons646 cited
  • 1981Differentiating Organizational Commitment From Expectancy as a Motivating Force535 cited
  • 1976A Behavior Theory Approach to the Relations between Beliefs about an Object and the Attitude Toward the Object437 cited
  • 2007Sales and Marketing Management395 cited
  • 1971An Empirical Analysis of Organizational Identification377 cited
  • 1985Organizational Commitment and Marketing307 cited
  • 2014Sales & marketing management248 cited

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  • 1979Personal characteristics of salespeople and the attractiveness of alternative rewards147 cited
  • Cited by

    • 2011Impact of competitiveness on salespeople's commitment and performance799 cited
    • 2010Customer value impact of sales contests20 cited
    • 2004An Empirical Examination of Economic Rationales for Companies' Use of Sales Contests20 cited
    • 2014Assessment of Advertising on the Sales Revenue and Profitability of Nigerian Bottling Company Plc5 cited