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The role of uncertainty and sales control in the development of sales manager trust
16 references·6 citing·36 second hop
The role of uncertainty and sales control in the development of sales manager trust (2009)The role of uncertainty and sales control…Exchange and Power in Social Life (2017)Exchange and Power in Social …The Strength of Weak Ties You Can Trust: The Mediating Role of Trust in Effective Knowledge Transfer (2004)The Strength of Weak Ties You…Trust in leadership: Meta-analytic findings and implications for research and practice. (2002)Trust in leadership: Meta-ana…Trust And Distrust: New Relationships and Realities (1998)Trust And Distrust: New Relat…Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance (1998)Does Trust Matter? Exploring …AFFECT- AND COGNITION-BASED TRUST AS FOUNDATIONS FOR INTERPERSONAL COOPERATION IN ORGANIZATIONS. (1995)AFFECT- AND COGNITION-BASED T…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Calculativeness, Trust, and Economic Organization (1993)Calculativeness, Trust, and E…Agency Theory: An Assessment and Review (1989)Agency Theory: An Assessment …Trust as a Social Reality (1985)Trust as a Social RealityEvaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Trust and Power (1979)Trust and PowerReview of Psychometric theory (2nd ed.). (1979)Review of Psychometric theory…A Conceptual Framework for the Design of Organizational Control Mechanisms (1979)A Conceptual Framework for th…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…A new scale for the measurement of interpersonal trust1 (1967)A new scale for the measureme…A multi-actor perspective on the effectiveness of human resource management implementation: an empirical analysis based on the ability-motivation-opportunity framework (2023)A multi-actor perspective on …Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through salesforce control system (2022)Does service-sales ambidexter…Salesperson Dual Agency in Price Negotiations (2020)Salesperson Dual Agency in Pr…Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation (2020)Inside sales agent’s sales ac…Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review (2018)Clustering the mediators betw…Praise sales personnel for talent or effort? Person versus process-focused feedback, goal orientation and performance (2017)Praise sales personnel for ta…The division of labor in society (1935)The Presentation of Self in Everyday Life. (1956)Generalized expectancies for internal versus external control of reinforcement. (1966)Initial Trust Formation in New Organizational Relationships (1998)Social Exchange Theory: A Critical Review with Theoretical Remedies (2017)Influencer Marketing: How Message Value and Credibility Affect Consumer Trust of Branded Content on Social Media (2018)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)STRATEGY IN EMERGING ECONOMIES. (2000)Modes of Network Governance: Structure, Management, and Effectiveness (2007)Opinion Paper: “So what if ChatGPT wrote it?” Multidisciplinary perspectives on opportunities, challenges and implications of generative conversational AI for research, practice and policy (2023)The Nature of the Firm (1937)Markets and Hierarchies: Analysis and Antitrust Implications. 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(1990)Not So Different After All: A Cross-Discipline View Of Trust (1998)The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage (1998)Trust and TAM in Online Shopping: An Integrated Model1 (2003)On the Evaluation of Structural Equation Models (1988)An Integrative Model Of Organizational Trust (1995)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Significance tests and goodness of fit in the analysis of covariance structures. (1980)When to use and how to report the results of PLS-SEM (2018)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies (2000)Social Capital in the Creation of Human Capital (2000)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)
this work references cited by second hop

References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 2017Exchange and Power in Social Life15,909 cited
  • 1989Agency Theory: An Assessment and Review13,327 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1979Review of Psychometric theory (2nd ed.).11,425 cited
  • 1995AFFECT- AND COGNITION-BASED TRUST AS FOUNDATIONS FOR INTERPERSONAL COOPERATION IN ORGANIZATIONS.7,320 cited
  • 1985Trust as a Social Reality4,158 cited
  • 1998Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance4,053 cited
  • 1979A Conceptual Framework for the Design of Organizational Control Mechanisms3,692 cited
  • 2002Trust in leadership: Meta-analytic findings and implications for research and practice.3,545 cited
  • 1967A new scale for the measurement of interpersonal trust13,501 cited
  • 1998Trust And Distrust: New Relationships and Realities3,092 cited
  • 1979Trust and Power3,065 cited
  • 1993Calculativeness, Trust, and Economic Organization2,997 cited

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

  • 2004The Strength of Weak Ties You Can Trust: The Mediating Role of Trust in Effective Knowledge Transfer2,739 cited
  • Cited by

    • 2022Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through salesforce control system37 cited
    • 2020Salesperson Dual Agency in Price Negotiations36 cited
    • 2020Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation34 cited
    • 2023A multi-actor perspective on the effectiveness of human resource management implementation: an empirical analysis based on the ability-motivation-opportunity framework33 cited
    • 2017Praise sales personnel for talent or effort? Person versus process-focused feedback, goal orientation and performance21 cited
    • 2018Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review18 cited