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The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness
16 references·9 citing·40 second hop
The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness (1994)The Mediating Role of Sales Behaviors: An…THE PSYCHOLOGY OF PERSONAL CONSTRUCTS (2010)THE PSYCHOLOGY OF PERSONAL CO…Sales and Marketing Management (2007)Sales and Marketing ManagementThe psychology of personal constructs (2002)The psychology of personal co…Research Methods in Personality and Social Psychology (1990)Research Methods in Personali…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Knowledge Structure Differences between More Effective and Less Effective Salespeople (1988)Knowledge Structure Differenc…Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept (1988)Determinants of Selling Effec…Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation (1986)Smarter versus Harder: An Exp…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…A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons (1984)A Role Stress Model of the Pe…Measuring the performance of industrial salespersons (1982)Measuring the performance of …Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Relationship between Salesperson Performance and Understanding of Customer Decision Making (1978)Relationship between Salesper…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Managerial Behavior, Performance, and Effectiveness. (1971)Managerial Behavior, Performa…Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…Is it navigation, networking, coordination … or what? A multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance (2018)Is it navigation, networking,…Testing an Enhanced, Process-Based View of the Sales Process (2013)Testing an Enhanced, Process-…Retracted: The Relationship between Personality Traits and Sales Force Automation Usage: A Review of Methodology (2012)Retracted: The Relationship b…Does Intraorganizational Network Embeddedness Improve Salespeople's Effectiveness? A Task Contingency Perspective (2012)Does Intraorganizational Netw…Some determinants of salesforce effectiveness (2008)Some determinants of salesfor…The Top Ten Sales Articles of the 20th Century (2001)The Top Ten Sales Articles of…Managing Salesperson Motivation in a Territory Realignment (2000)Managing Salesperson Motivati…Women in the business-to-business salesforce: Some differences in performance factors (1997)Women in the business-to-busi…Essentials of Psychological Testing (1960)A Paradigm for Developing Better Measures of Marketing Constructs (1979)The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance (1993)The use of expert judges in scale development (2003)Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)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)Power-Dependence Relations (1962)Self-monitoring of expressive behavior. (1974)The Bases of Social Power (1986)The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)A Parsimonious Estimating Technique for Interaction and Quadratic Latent Variables (1995)Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis (2006)Generalized expectancies for internal versus external control of reinforcement. (1966)Role Conflict and Ambiguity in Complex Organizations (1970)Employee Behavior in a Service Environment: A Model and Test of Potential Differences between Men and Women (1998)Performance Productivity and Quality of Frontline Employees in Service Organizations (2000)Locus of control at work: a meta‐analysis (2006)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)The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)Well-being : the foundations of hedonic psychology (1999)A Design Science Research Methodology for Information Systems Research (2007)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)Conceptualizing and Measuring Organizational and Psychological Climate: Pitfalls in Multilevel Research (1985)TRANSFER OF TRAINING: A REVIEW AND DIRECTIONS FOR FUTURE RESEARCH (1988)AN EMPIRICAL INVESTIGATION OF THE PREDICTORS OF EXECUTIVE CAREER SUCCESS (1995)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)Adaptability in the workplace: Development of a taxonomy of adaptive performance. (2000)Rethinking Customer Solutions: From Product Bundles to Relational Processes (2007)On the role of analogies and metaphors in learning science (1991)Finding "Meaning" in Psychology: A Lay Theories Approach to Self-Regulation, Social Perception, and Social Development. (2006)Peer Relationships, Child Development, and Adjustment: A Developmental Psychopathology Perspective (2015)
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References

  • 2010THE PSYCHOLOGY OF PERSONAL CONSTRUCTS8,573 cited
  • 1971Managerial Behavior, Performance, and Effectiveness.1,507 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 2002The psychology of personal constructs1,218 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1984A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons721 cited
  • 1982Measuring the performance of industrial salespersons646 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
  • 1990Research Methods in Personality and Social Psychology560 cited
  • 2007Sales and Marketing Management382 cited
  • 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
  • 1986Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation313 cited
  • 1988Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept

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279 cited
  • 1988Knowledge Structure Differences between More Effective and Less Effective Salespeople255 cited
  • Cited by

    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 2012Does Intraorganizational Network Embeddedness Improve Salespeople's Effectiveness? A Task Contingency Perspective47 cited
    • 2018Is it navigation, networking, coordination … or what? A multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance45 cited
    • 2013Testing an Enhanced, Process-Based View of the Sales Process41 cited
    • 1997Women in the business-to-business salesforce: Some differences in performance factors35 cited
    • 2000Managing Salesperson Motivation in a Territory Realignment28 cited
    • 2008Some determinants of salesforce effectiveness26 cited
    • 2001The Top Ten Sales Articles of the 20th Century19 cited
    • 2012Retracted: The Relationship between Personality Traits and Sales Force Automation Usage: A Review of Methodology10 cited