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The impact of sales quotas on moral judgment in the financial services industry
16 references·16 citing·33 second hopsampled
The impact of sales quotas on moral judgment in the financial services industry (1999)The impact of sales quotas on moral judgm…Dyadic Business Relationships within a Business Network Context (1994)Dyadic Business Relationships…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model (1991)Ethical Decision Making by In…A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990. (1991)A Theory of Goal Setting and …Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Ethical Decision Making in Organizations: A Person-Situation Interactionist Model (1986)Ethical Decision Making in Or…ON THE ETIOLOGY OF CLIMATES (1983)ON THE ETIOLOGY OF CLIMATESStructural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics (1981)Structural Equation Models wi…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unify…Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unify…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Coefficient Alpha and the Internal Structure of Tests (1951)Coefficient Alpha and the Int…The effect of honest and humble leadership on salesperson customer orientation (2021)The effect of honest and humb…Ethical Climate at the Frontline: A Meta-Analytic Evaluation (2020)Ethical Climate at the Frontl…Self-efficacy and personal selling: review and examination with an emphasis on sales performance (2019)Self-efficacy and personal se…Investigating the fair treatment of suppliers and its trust fostering role and performance benefits (2019)Investigating the fair treatm…Testing and incorporating additional determinants of ethics in counterfeiting luxury research according to the theory of planned behavior (2017)Testing and incorporating add…Flow and Information Sharing as Predictors of Ethical Selling Behavior (2017)Flow and Information Sharing …Enduring Effects of Goal Achievement and Failure Within Customer Loyalty Programs: A Large-Scale Field Experiment (2016)Enduring Effects of Goal Achi…Panacea or paradox? The moderating role of ethical climate (2015)Panacea or paradox? The moder…The Methodology in Empirical Sales Ethics Research: 1980–2010 (2013)The Methodology in Empirical …Improving salespeople's trust in the organization, moral judgment and performance through transformational leadership (2013)Improving salespeople's trust…Sales Quotas: Unintended Consequences on Trust in Organization, Customer-Oriented Selling, and Sales Performance (2012)Sales Quotas: Unintended Cons…Determinants of telemarketer misselling in life insurance services (2012)Determinants of telemarketer …Ethical Salesperson Behavior in Sales Relationships (2009)Ethical Salesperson Behavior …Effects of Quality Culture and Corporate Ethical Values on Employee Work Attitudes and Job Performance in Turkey: An Integrative Approach (2007)Effects of Quality Culture an…Culture organisationnelle, contexte d'affaires et prise de décision éthique (2007)Culture organisationnelle, co…Marketing Control and Sales Force Customer Orientation (2004)Marketing Control and Sales F…A Paradigm for Developing Better Measures of Marketing Constructs (1979)Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis (1993)THE ANTECEDENTS, CONSEQUENCES, AND MEDIATING ROLE OF ORGANIZATIONAL AMBIDEXTERITY. (2004)Exploratory Innovation, Exploitative Innovation, and Performance: Effects of Organizational Antecedents and Environmental Moderators (2006)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)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Generalized expectancies for internal versus external control of reinforcement. (1966)Social Learning Theory. (1978)From Intentions to Actions: A Theory of Planned Behavior (1985)Universals in the Content and Structure of Values: Theoretical Advances and Empirical Tests in 20 Countries (1992)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Measurement and prediction (1950)Intraclass correlations: Uses in assessing rater reliability. (1979)The Pittsburgh sleep quality index: A new instrument for psychiatric practice and research (1989)The theory of planned behavior (1991)Application of confirmatory factor analysis to the study of self-concept: First- and higher order factor models and their invariance across groups. (1985)A Practical Guide To Factorial Validity Using PLS-Graph: Tutorial And Annotated Example (2005)PLS-SEM: Indeed a Silver Bullet (2011)Response Rate and Response Quality of Internet-Based Surveys: An Experimental Study (2004)Introduction (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)On the Evaluation of Structural Equation Models (1988)When to use and how to report the results of PLS-SEM (2018)The Capabilities of Market-Driven Organizations (1994)The Comparative Advantage Theory of Competition (1995)Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination (1998)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1951Coefficient Alpha and the Internal Structure of Tests43,892 cited
  • 1977Self-efficacy: Toward a unifying theory of behavioral change.43,875 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1977Self-efficacy: Toward a unifying theory of behavioral change.35,363 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1981Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics9,798 cited
  • 1993Market Orientation: Antecedents and Consequences7,032 cited
  • 1993Market Orientation: Antecedents and Consequences4,340 cited
  • 1991A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990.4,145 cited
  • 1991Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model4,134 cited
  • 1986Ethical Decision Making in Organizations: A Person-Situation Interactionist Model3,414 cited
  • 1994Dyadic Business Relationships within a Business Network Context2,371 cited

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  • 1983ON THE ETIOLOGY OF CLIMATES1,240 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • Cited by

    • 2009Ethical Salesperson Behavior in Sales Relationships106 cited
    • 2016Enduring Effects of Goal Achievement and Failure Within Customer Loyalty Programs: A Large-Scale Field Experiment81 cited
    • 2004Marketing Control and Sales Force Customer Orientation74 cited
    • 2019Self-efficacy and personal selling: review and examination with an emphasis on sales performance65 cited
    • 2012Sales Quotas: Unintended Consequences on Trust in Organization, Customer-Oriented Selling, and Sales Performance59 cited
    • 2020Ethical Climate at the Frontline: A Meta-Analytic Evaluation55 cited
    • 2007Effects of Quality Culture and Corporate Ethical Values on Employee Work Attitudes and Job Performance in Turkey: An Integrative Approach50 cited
    • 2012Determinants of telemarketer misselling in life insurance services43 cited
    • 2015Panacea or paradox? The moderating role of ethical climate39 cited
    • 2013Improving salespeople's trust in the organization, moral judgment and performance through transformational leadership32 cited
    • 2021The effect of honest and humble leadership on salesperson customer orientation32 cited
    • 2017Flow and Information Sharing as Predictors of Ethical Selling Behavior30 cited
    • 2017Testing and incorporating additional determinants of ethics in counterfeiting luxury research according to the theory of planned behavior26 cited
    • 2019Investigating the fair treatment of suppliers and its trust fostering role and performance benefits22 cited
    • 2013The Methodology in Empirical Sales Ethics Research: 1980–201019 cited
    • 2007Culture organisationnelle, contexte d'affaires et prise de décision éthique18 cited