Citation map · Study

SZodixStudyAcademic Library

Shelves Open access

Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated

Sales Manager Behavior-Based Control and Salesperson Performance: The effects of Manager Control Competencies and Organizational Citizenship Behavior

16 references·16 citing·43 second hopsampled

FromToDepth

this work references cited by second hop· second hop is a sample of the most-cited connections

References

1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
2006The Core Competence of the Corporation11,435 cited
2000Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research5,889 cited
2003A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research5,847 cited
1988Organizational Citizenship Behavior: The Good Soldier Syndrome.5,591 cited
2001Index Construction with Formative Indicators: An Alternative to Scale Development4,805 cited
1979A Conceptual Framework for the Design of Organizational Control Mechanisms3,692 cited
1989Organizational Citizenship Behavior: The Good Soldier Syndrome2,565 cited
1997The Core Competence of the Corporation2,098 cited
1985Control: Organizational and Economic Approaches2,023 cited
2004Benchmarking Marketing Capabilities for Sustainable Competitive Advantage1,626 cited
1993Personnel Selection in Organizations1,613 cited
1997Impact of Organizational Citizenship Behavior on Organizational Performance: A Review and Suggestion for Future Research1,258 cited

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

1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited

1992Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories1,105 cited

Cited by

2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
2020Journal of Marketing Theory and Practice: a retrospective of 2005–201940 cited
2018The sales manager as a unit of analysis: a review and directions for future research37 cited
2020Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation34 cited
2014The Proactive Behavior of Younger Salespeople: Antecedents and Outcomes32 cited
2015Control mechanisms and goal orientations: evidence from frontline service employees31 cited
2017The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance27 cited
2017The role of organizational citizenship behaviour and rewards in strategy effectiveness26 cited
2021The impact of environmental turbulence on the strategic decision-making process in Irish quantity surveying (QS) professional service firms (PSFs)22 cited
2016Incorporating a Counterproductive Work Behavior Perspective into the Salesperson Deviance Literature: Intentionally Harmful Acts and Motivations for Sales Deviance22 cited
2021Organisational and environmental indicators of B2B sales performance20 cited
2019Effects of retail organisation design on improving private label merchandising18 cited
2018Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review18 cited
2023When and how sales manager feedback contributes to sales performance: the role of emotional labor and cross-selling18 cited
2023Contribution of sales control in salespeople’s creative selling: Work engagement as a mediator16 cited
2017Coaching as a Packaged Intervention for Telemarketing Personnel13 cited