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THE RELATIONSHIP BETWEEN SALES SKILLS AND SALESPERSON PERFORMANCE: AN EMPIRICAL STUDY IN THE MALAYSIA TELECOMMUNICATIONS COMPANY
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THE RELATIONSHIP BETWEEN SALES SKILLS AND SALESPERSON PERFORMANCE: AN EMPIRICAL STUDY IN THE MALAYSIA TELECOMMUNICATIONS COMPANY (2010)THE RELATIONSHIP BETWEEN SALES SKILLS AND…Determinants of trust in a service provider: the moderating role of length of relationship (2002)Determinants of trust in a se…A Measure of Selling Skill: Scale Development and Validation (2002)A Measure of Selling Skill: S…Interaction of social skill and general mental ability on job performance and salary. (2001)Interaction of social skill a…Active Empathetic Listening and Selling Success: A Conceptual Framework (1999)Active Empathetic Listening a…Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes (1997)Listening to your customers: …THE RESOURCE-BASED VIEW OF THE FIRM IN TWO ENVIRONMENTS: THE HOLLYWOOD FILM STUDIOS FROM 1936 TO 1965. (1996)THE RESOURCE-BASED VIEW OF TH…Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness (1996)Investigating the relationshi…Behavior-Based and Outcome-Based Salesforce Control Systems (1993)Behavior-Based and Outcome-Ba…Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation (1989)Mapping the Procedural Knowle…Knowledge Structure Differences between More Effective and Less Effective Salespeople (1988)Knowledge Structure Differenc…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Communication Style in the Salesperson-Customer Dyad (1985)Communication Style in the Sa…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…Organizations : Behavior, Structure, Processes (1976)Organizations : Behavior, Str…A Conceptual Model of Service Quality and Its Implications for Future Research (1985)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)The Commitment-Trust Theory of Relationship Marketing (1994)Consumer trust, perceived security and privacy policy (2006)Determinants of E-Commerce Customer Satisfaction, Trust, and Loyalty in Saudi Arabia (2011)A survey of trust in social networks (2013)Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences (1988)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)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)On the Evaluation of Structural Equation Models (1988)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Relationship selling and customer loyalty: an empirical investigation (2000)Establishing online trust through a community responsibility system (2001)An Attitude-Behavior Model of Salespeople's Customer Orientation (2005)Manual for the State-Trait Anxiety Inventory (1970)Handbook of Industrial and Organizational Psychology. (1977)LISREL 7 : user's reference guide (1989)Toward a political theory of leadership (2002)Leader political skill and employee reactions (2004)Assessing 21st Century Skills: Summary of a Workshop (2011)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)A resource‐based view of the firm (1984)Firm Resources and Sustained Competitive Advantage (1991)“It is what one does”: why people participate and help others in electronic communities of practice (2000)Firm resources and sustained competitive advantage (2004)Why should i share? examining social capital and knowledge contribution in electronic networks of practice (2005)Why Should I Share? Examining Social Capital and Knowledge Contribution in Electronic Networks of Practice1 (2005)Utility Theory for Decision Making (1971)Marketing Management: Analysis, Planning and Control (1973)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction (1991)Sales, Marketing, and Research-and-Development Cooperation Across New Product Development Stages: Implications for Success (2010)An Information Transfer Model for Integrating Marketing and R&D Personnel in New Product Development Projects (1990)R&D-marketing integration mechanisms, communication flows, and innovation success (1994)External Validity of “Trivial” Experiments: The Case of Laboratory Aggression (1997)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)
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References

  • 1996THE RESOURCE-BASED VIEW OF THE FIRM IN TWO ENVIRONMENTS: THE HOLLYWOOD FILM STUDIOS FROM 1936 TO 1965.1,543 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1982Measuring the performance of industrial salespersons646 cited
  • 1993Behavior-Based and Outcome-Based Salesforce Control Systems635 cited
  • 2002Determinants of trust in a service provider: the moderating role of length of relationship541 cited
  • 1997Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes435 cited
  • 2001Interaction of social skill and general mental ability on job performance and salary.387 cited
  • 1976Organizations : Behavior, Structure, Processes376 cited
  • 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
  • 1985Communication Style in the Salesperson-Customer Dyad318 cited
  • 1988Knowledge Structure Differences between More Effective and Less Effective Salespeople255 cited
  • 1996Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness231 cited
  • 2002A Measure of Selling Skill: Scale Development and Validation

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218 cited
  • 1999Active Empathetic Listening and Selling Success: A Conceptual Framework196 cited
  • 1989Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation179 cited
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