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Individual Differences and Sales Performance: A Distal-Proximal Mediation Model of Self-Efficacy, Conscientiousness, and Extraversion
16 references·11 citing·42 second hop
Individual Differences and Sales Performance: A Distal-Proximal Mediation Model of Self-Efficacy, Conscientiousness, and Extraversion (2011)Individual Differences and Sales Performa…Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Factors Influencing the Effec…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Social Foundations of Thought and Action (2002)Social Foundations of Thought…Relationship of personality to performance motivation: A meta-analytic review. (2002)Relationship of personality t…Personality and job performance: The Big Five revisited. (2000)Personality and job performan…Self-efficacy and work-related performance: A meta-analysis. (1998)Self-efficacy and work-relate…Fit indices in covariance structure modeling: Sensitivity to underparameterized model misspecification. (1998)Fit indices in covariance str…The development of markers for the Big-Five factor structure. (1992)The development of markers fo…Normal personality assessment in clinical practice: The NEO Personality Inventory. (1992)Normal personality assessment…THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS (1991)THE BIG FIVE PERSONALITY DIME…Motivation theory and industrial and organizational psychology. (1990)Motivation theory and industr…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …On the Evaluation of Structural Equation Models (1988)On the Evaluation of Structur…An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment (1988)An Updated Paradigm for Scale…SOCIALIZATION TACTICS, SELF-EFFICACY, AND NEWCOMERS' ADJUSTMENTS TO ORGANIZATIONS. (1986)SOCIALIZATION TACTICS, SELF-E…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Servant Leadership Effects on Salesperson Self-Efficacy, Performance, Job Satisfaction, and Turnover Intentions (2022)Servant Leadership Effects on…Hiring for sales success: The emerging importance of salesperson analytical skills (2022)Hiring for sales success: The…Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective (2020)How salesperson traits and in…A multidimensional perspective of business-to-business sales success: A meta-analytic review (2020)A multidimensional perspectiv…Self-efficacy and personal selling: review and examination with an emphasis on sales performance (2019)Self-efficacy and personal se…A qualitative study of leader behaviors perceived to enable salesperson performance (2019)A qualitative study of leader…The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach (2018)The role of salesperson brand…Understanding the relationship between frontline employee boreout and customer orientation (2016)Understanding the relationshi…Benefits of Mindfulness Meditation on Emotional Intelligence, General Self-Efficacy, and Perceived Stress: Evidence from Thailand (2014)Benefits of Mindfulness Medit…An integrated model of firms’ brand likeability: antecedents and consequences (2014)An integrated model of firms’…Comparative fit indexes in structural models. (1990)Alternative Ways of Assessing Model Fit (1992)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)Sensitivity of Goodness of Fit Indexes to Lack of Measurement Invariance (2007)Coefficient Alpha and the Internal Structure of Tests (1951)A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Brief Tutorial on the Development of Measures for Use in Survey Questionnaires (1998)Structural Equation Modeling and Regression: Guidelines for Research Practice (2000)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)An alternative "description of personality": The Big-Five factor structure. (1990)Personality Structure: Emergence of the Five-Factor Model (1990)The Big Five Trait taxonomy: History, measurement, and theoretical perspectives. (1999)A very brief measure of the Big-Five personality domains (2003)Grit: Perseverance and passion for long-term goals. (2007)Handbook of Industrial and Organizational Psychology. (1977)Validation of the five-factor model of personality across instruments and observers. (1987)An Introduction to the Five‐Factor Model and Its Applications (1992)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)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)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Social Learning Theory. (1978)The Framing of Decisions and the Psychology of Choice (1981)Self-Efficacy: The Exercise of Control (1999)Social Cognitive Theory: An Agentic Perspective (2001)POSITIVE PSYCHOLOGICAL CAPITAL: MEASUREMENT AND RELATIONSHIP WITH PERFORMANCE AND SATISFACTION (2007)Conservation of Resources in the Organizational Context: The Reality of Resources and Their Consequences (2017)Environmental factors associated with adults' participation in physical activity A review (2002)Why should i share? examining social capital and knowledge contribution in electronic networks of practice (2005)Prejudice Reduction: What Works? A Review and Assessment of Research and Practice (2008)When to use and how to report the results of PLS-SEM (2018)PSYCHOLOGICAL, EMPOWERMENT IN THE WORKPLACE: DIMENSIONS, MEASUREMENT AND VALIDATION. (1995)An assessment of the use of partial least squares structural equation modeling in marketing research (2011)
this work references cited by second hop

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
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  • 1988On the Evaluation of Structural Equation Models26,139 cited
  • 1998Fit indices in covariance structure modeling: Sensitivity to underparameterized model misspecification.12,297 cited
  • 2002Social Foundations of Thought and Action9,908 cited
  • 1991THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS8,686 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
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  • 1998Self-efficacy and work-related performance: A meta-analysis.3,787 cited
  • 1992Normal personality assessment in clinical practice: The NEO Personality Inventory.3,390 cited
  • 2006Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis1,996 cited
  • 2000Personality and job performance: The Big Five revisited.1,745 cited
  • 1986SOCIALIZATION TACTICS, SELF-EFFICACY, AND NEWCOMERS' ADJUSTMENTS TO ORGANIZATIONS.

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1,559 cited
  • 1990Motivation theory and industrial and organizational psychology.1,314 cited
  • 2002Relationship of personality to performance motivation: A meta-analytic review.1,291 cited
  • Cited by

    • 2014Benefits of Mindfulness Meditation on Emotional Intelligence, General Self-Efficacy, and Perceived Stress: Evidence from Thailand90 cited
    • 2016Understanding the relationship between frontline employee boreout and customer orientation65 cited
    • 2019Self-efficacy and personal selling: review and examination with an emphasis on sales performance65 cited
    • 2020A multidimensional perspective of business-to-business sales success: A meta-analytic review64 cited
    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 2020How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective49 cited
    • 2022Hiring for sales success: The emerging importance of salesperson analytical skills45 cited
    • 2019A qualitative study of leader behaviors perceived to enable salesperson performance42 cited
    • 2022Servant Leadership Effects on Salesperson Self-Efficacy, Performance, Job Satisfaction, and Turnover Intentions32 cited
    • 2014An integrated model of firms’ brand likeability: antecedents and consequences31 cited
    • 2018The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach18 cited