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Financial Incentives and Salesperson Time Orientation in New Product Launch: A Longitudinal Study
16 references·3 citing·36 second hop
Financial Incentives and Salesperson Time Orientation in New Product Launch: A Longitudinal Study (2014)Financial Incentives and Salesperson Time…Putting Time in Perspective: A Valid, Reliable Individual-Differences Metric (2014)Putting Time in Perspective: …Cultures and Organizations, Software of the mind. Intercultural Cooperation and Its Importance for survival (2010)Cultures and Organizations, S…An empirical comparison of the efficacy of covariance-based and variance-based SEM (2009)An empirical comparison of th…\nThe use of partial least squares path modeling in international marketing (2009)\nThe use of partial least sq…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Putting time in perspective: A valid, reliable individual-differences metric. (1999)Putting time in perspective: …The partial least squares approach for structural equation modeling. (1998)The partial least squares app…Modern Methods for Business Research (1998)Modern Methods for Business R…A Brief Tutorial on the Development of Measures for Use in Survey Questionnaires (1998)A Brief Tutorial on the Devel…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…A Dynamic Process Model of Service Quality: From Expectations to Behavioral Intentions (1993)A Dynamic Process Model of Se…Measures of Personality and Social Psychological Attitudes (1991)Measures of Personality and S…Measurement and Control of Response Bias (1991)Measurement and Control of Re…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Interpersonal relations — a theory of interdependence (1979)Interpersonal relations — a t…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Supplier involvement and supplier performance in new product development: Moderating effects of supplier salesperson behaviors (2023)Supplier involvement and supp…Fail fast, sell well: The contingent impact of failing fast on salesperson performance (2019)Fail fast, sell well: The con…The catbird seat of the sales force: How sales force integration leads to new product success (2016)The catbird seat of the sales…Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)The Scree Test For The Number Of Factors (1966)Handbook of Industrial and Organizational Psychology. (1977)Validation of a New General Self-Efficacy Scale (2001)Identifying careless responses in survey data. (2012)Reporting reliability, convergent and discriminant validity with structural equation modeling: A review and best-practice recommendations (2023)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-Reports in Organizational Research: Problems and Prospects (1986)Structural Equations with Latent Variables. (1991)Technology Acceptance Model 3 and a Research Agenda on Interventions (2008)Sources of Method Bias in Social Science Research and Recommendations on How to Control It (2011)Common Method Bias in PLS-SEM (2015)A new scale of social desirability independent of psychopathology. (1960)The Measurement of Independent and Interdependent Self-Construals (1994)How Many Interviews Are Enough? (2005)Grit: Perseverance and passion for long-term goals. (2007)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Developing Buyer-Seller Relationships (1987)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)External Control of Organizations: Resource Dependence Perspective (2011)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Significance tests and goodness of fit in the analysis of covariance structures. (1980)On the Evaluation of Structural Equation Models (1988)An assessment of the use of partial least squares structural equation modeling in marketing research (2011)PLS-SEM: Indeed a Silver Bullet (2011)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)User Acceptance of Information Technology: Toward A Unified View1 (2003)When to use and how to report the results of PLS-SEM (2018)Managing organisational knowledge by diagnosing intellectual capital: framing and advancing the state of the field (1999)Combined Effects of Perceived Politics and Psychological Capital on Job Satisfaction, Turnover Intentions, and Performance (2012)Social Media Use and Impact during the Holiday Travel Planning Process (2012)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1998The partial least squares approach for structural equation modeling.12,728 cited
  • 2009\nThe use of partial least squares path modeling in international marketing11,331 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1998Modern Methods for Business Research6,534 cited
  • 1998A Brief Tutorial on the Development of Measures for Use in Survey Questionnaires4,086 cited
  • 2010Cultures and Organizations, Software of the mind. Intercultural Cooperation and Its Importance for survival3,923 cited
  • 1991Measurement and Control of Response Bias3,704 cited
  • 1993A Dynamic Process Model of Service Quality: From Expectations to Behavioral Intentions3,422 cited
  • 1991Measures of Personality and Social Psychological Attitudes3,217 cited
  • 2009An empirical comparison of the efficacy of covariance-based and variance-based SEM2,904 cited
  • 1999Putting time in perspective: A valid, reliable individual-differences metric.2,515 cited

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  • 2014Putting Time in Perspective: A Valid, Reliable Individual-Differences Metric2,147 cited
  • 1979Interpersonal relations — a theory of interdependence1,763 cited
  • Cited by

    • 2016The catbird seat of the sales force: How sales force integration leads to new product success34 cited
    • 2019Fail fast, sell well: The contingent impact of failing fast on salesperson performance21 cited
    • 2023Supplier involvement and supplier performance in new product development: Moderating effects of supplier salesperson behaviors14 cited