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The Effects of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and Performance
16 references·16 citing·35 second hopsampled
The Effects of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and Performance (2002)The Effects of Job Autonomy, Customer Dem…Personality and job performance: The Big Five revisited. (2000)Personality and job performan…Self-Efficacy: The Exercise of Control (1999)Self-Efficacy: The Exercise o…Self-efficacy and work-related performance: A meta-analysis. (1998)Self-efficacy and work-relate…Assessing Measurement Invariance in Cross‐National Consumer Research (1998)Assessing Measurement Invaria…PSYCHOLOGICAL, EMPOWERMENT IN THE WORKPLACE: DIMENSIONS, MEASUREMENT AND VALIDATION. (1995)PSYCHOLOGICAL, EMPOWERMENT IN…Constructing validity: Basic issues in objective scale development. (1995)Constructing validity: Basic …Self-Efficacy: A Theoretical Analysis of Its Determinants and Malleability (1992)Self-Efficacy: A Theoretical …Alternative Ways of Assessing Model Fit (1992)Alternative Ways of Assessing…The fifth discipline, the art and practice of the learning organization (1991)The fifth discipline, the art…Structural Equations with Latent Variables. (1991)Structural Equations with Lat…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Job Demands, Job Decision Latitude, and Mental Strain: Implications for Job Redesign (1979)Job Demands, Job Decision Lat…Social Learning Theory. (1978)Social Learning Theory.Motivation through the design of work: test of a theory (1976)Motivation through the design…The Achievement Motive. (1954)The Achievement Motive.Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance (2018)Gritting their teeth to close…Autonomy, workload, work-life balance and job performance among teachers (2018)Autonomy, workload, work-life…Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict (2017)Salesperson ambidexterity and…The Relationship of Coworker Incivility to Job Performance and the Moderating Role of Self-Efficacy and Compassion at Work: The Job Demands-Resources (JD-R) Approach (2016)The Relationship of Coworker …Employee development and voluntary turnover: testing the employability paradox (2016)Employee development and volu…Fostering employee service creativity: Joint effects of customer empowering behaviors and supervisory empowering leadership. (2015)Fostering employee service cr…Managing Customer and Organizational Complexity in Sales Organizations (2014)Managing Customer and Organiz…Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas (2012)Advancing Sales Performance R…Antecedents of knowledge sharing – Examining the influence of learning and performance orientation (2010)Antecedents of knowledge shar…Psychological Empowerment and Job Satisfaction (2009)Psychological Empowerment and…Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers (2009)Antecedents and consequences …The effects of selected individual characteristics on frontline employee performance and job satisfaction (2005)The effects of selected indiv…An Attitude-Behavior Model of Salespeople's Customer Orientation (2005)An Attitude-Behavior Model of…Re-examining Salesperson Goal Orientations: Personality Influencers, Customer Orientation, and Work Satisfaction (2004)Re-examining Salesperson Goal…Digitization of Selling Activity and Sales Force Performance: An Empirical Investigation (2004)Digitization of Selling Activ…Self‐efficacy changes in groups: effects of diversity, leadership, and group climate (2003)Self‐efficacy changes in grou…Structural Model Evaluation and Modification: An Interval Estimation Approach (1990)Fit indices in covariance structure modeling: Sensitivity to underparameterized model misspecification. (1998)Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)Evaluating Goodness-of-Fit Indexes for Testing Measurement Invariance (2002)The Handbook of Social Psychology (1969)Development of the Job Diagnostic Survey. (1975)A three-component conceptualization of organizational commitment (1991)A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies (2000)The Power of Feedback (2007)Construct validity in psychological tests. (1955)Review of Psychometric theory (2nd ed.). (1979)Significance tests and goodness of fit in the analysis of covariance structures. (1980)The Commitment-Trust Theory of Relationship Marketing (1994)PLS-SEM: Indeed a Silver Bullet (2011)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unifying theory of behavioral change. (1977)On the Evaluation of Structural Equation Models (1988)Self‐determination theory and work motivation (2005)The Essential Impact of Context on Organizational Behavior (2006)POSITIVE PSYCHOLOGICAL CAPITAL: MEASUREMENT AND RELATIONSHIP WITH PERFORMANCE AND SATISFACTION (2007)Self-efficacy: Toward a unifying theory of behavioral change (1978)Self-efficacy mechanism in human agency. (1982)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Efficacy of the Theory of Planned Behaviour: A meta‐analytic review (2001)Social Cognitive Theory: An Agentic Perspective (2001)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)lavaan : An R Package for Structural Equation Modeling (2012)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)The myopia of learning (1993)Psychological Safety and Learning Behavior in Work Teams (1999)Role congruity theory of prejudice toward female leaders. (2002)The job demands-resources model of burnout. (2001)The Job Demands‐Resources model: state of the art (2007)Job demands–resources theory: Taking stock and looking forward. (2016)When to use and how to report the results of PLS-SEM (2018)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1999Self-Efficacy: The Exercise of Control46,779 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1992Alternative Ways of Assessing Model Fit27,192 cited
  • 1978Social Learning Theory.25,426 cited
  • 1991The fifth discipline, the art and practice of the learning organization20,050 cited
  • 1991Structural Equations with Latent Variables.17,443 cited
  • 1979Job Demands, Job Decision Latitude, and Mental Strain: Implications for Job Redesign12,591 cited
  • 1976Motivation through the design of work: test of a theory8,956 cited
  • 1995PSYCHOLOGICAL, EMPOWERMENT IN THE WORKPLACE: DIMENSIONS, MEASUREMENT AND VALIDATION.7,411 cited
  • 1995Constructing validity: Basic issues in objective scale development.6,561 cited
  • 1998Assessing Measurement Invariance in Cross‐National Consumer Research4,759 cited
  • 1998Self-efficacy and work-related performance: A meta-analysis.3,787 cited
  • 1992Self-Efficacy: A Theoretical Analysis of Its Determinants and Malleability3,550 cited
  • 1954The Achievement Motive.

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1,803 cited
  • 2000Personality and job performance: The Big Five revisited.1,745 cited
  • Cited by

    • 2005An Attitude-Behavior Model of Salespeople's Customer Orientation434 cited
    • 2009Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers303 cited
    • 2018Autonomy, workload, work-life balance and job performance among teachers303 cited
    • 2005The effects of selected individual characteristics on frontline employee performance and job satisfaction283 cited
    • 2004Re-examining Salesperson Goal Orientations: Personality Influencers, Customer Orientation, and Work Satisfaction240 cited
    • 2012Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas209 cited
    • 2003Self‐efficacy changes in groups: effects of diversity, leadership, and group climate206 cited
    • 2010Antecedents of knowledge sharing – Examining the influence of learning and performance orientation185 cited
    • 2016The Relationship of Coworker Incivility to Job Performance and the Moderating Role of Self-Efficacy and Compassion at Work: The Job Demands-Resources (JD-R) Approach179 cited
    • 2014Managing Customer and Organizational Complexity in Sales Organizations176 cited
    • 2009Psychological Empowerment and Job Satisfaction173 cited
    • 2015Fostering employee service creativity: Joint effects of customer empowering behaviors and supervisory empowering leadership.163 cited
    • 2017Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict154 cited
    • 2018Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance154 cited
    • 2016Employee development and voluntary turnover: testing the employability paradox147 cited
    • 2004Digitization of Selling Activity and Sales Force Performance: An Empirical Investigation144 cited