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Salespeople's affect toward customers

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References

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1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity1,088 cited
1982Cognitive social psychology1,033 cited
1999Customer benefits and company consequences of customer-salesperson relationships in retailing1,019 cited
1988Communication, social cognition, and affect534 cited
1988NEW WRINKLES IN THE THEORY OF AGE: DEMOGRAPHY, NORMS, AND PERFORMANCE RATING.371 cited
1986Effects of affective and cognitive focus on the attitude-behavior relation.354 cited
1989Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis172 cited
1992The Emerging Role of Women in Industrial Selling: A Decade of Change92 cited
1992Psychological Adaptiveness and Sales Performance83 cited
1999Does the salesperson like customers? A conceptual and empirical examination of the persuasive effect of perceptions of the salesperson's affect toward customers42 cited

Cited by

2007Why Does Affect Matter in Organizations?1,247 cited
2010Mindfulness-based stress reduction62 cited

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2020Can sales leaders with humility create adaptive retail salespersons?23 cited

2017Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work21 cited

2015Drivers of sales force equity in the service industry19 cited

2008Exploring the consumption of charity-linked products15 cited