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Characteristics that Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy: A Field-Based Exploratory Study
16 references·12 citing·49 second hop
Characteristics that Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy: A Field-Based Exploratory Study (2010)Characteristics that Enhance Training Eff…Stress: Appraisal and Coping (2013)Stress: Appraisal and CopingPerceptions of organizational change: A stress and coping perspective. (2006)Perceptions of organizational…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Within-group agreement, non-independence, and reliability: Implications for data aggregation and analysis. (2000)Within-group agreement, non-i…No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality (2000)No Pain, No Gain: A Critical …AGE DIFFERENCES IN TECHNOLOGY ADOPTION DECISIONS: IMPLICATIONS FOR A CHANGING WORK FORCE (2000)AGE DIFFERENCES IN TECHNOLOGY…Organizational Learning: A Theory of Action Perspective (1997)Organizational Learning: A Th…Learning Orientation, Working Smart, and Effective Selling (1994)Learning Orientation, Working…Explaining the Role of User Participation in Information System Use (1994)Explaining the Role of User P…MARKOR: A Measure of Market Orientation (1993)MARKOR: A Measure of Market O…Training and Development in Work Organizations (1992)Training and Development in W…Changing Patterns or Patterns of Change: The Effects of a Change in Technology on Social Network Structure and Power (1990)Changing Patterns or Patterns…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …Marketing's Role in the Implementation of Business Strategies: A Critical Review and Conceptual Framework (1987)Marketing's Role in the Imple…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density (2023)When does boundary-spanner bu…Salespeople’s performance and digital technologies in real estate: Evidence from the Portuguese retail real estate sector (2022)Salespeople’s performance and…Multiple parties behind and across the table: A role-play simulation of parallel, competitive order negotiations for training B2B sales professionals (2022)Multiple parties behind and a…The impact of digital transformation on salespeople: an empirical investigation using the JD-R model (2021)The impact of digital transfo…The digital marketing capabilities gap (2020)The digital marketing capabil…Strategic marketing in times of recession versus growth: New Zealand manufacturers (2015)Strategic marketing in times …Factors Influencing the Impact of Sales Training: Test of a Model (2014)Factors Influencing the Impac…Examining impacts of technostress on the professional salesperson's behavioural performance (2014)Examining impacts of technost…Developing sales training programs to promote a competitive advantage: linking corporate strategy with human resource development (2014)Developing sales training pro…Collectivistic and Individualistic Performance Expectancy in the Utilization of Sales Automation Technology in an International Field Sales Setting (2013)Collectivistic and Individual…Exploring Training Needs for Old and New Age Middle Managers (2012)Exploring Training Needs for …Testing the impact of job‐related variables on a utility judgment training criterion beyond background and affective reaction variables* (2011)Testing the impact of job‐rel…Emotion And Adaptation (1991)What Good Are Positive Emotions? (1998)Positive affect and the other side of coping. (2000)The job demands-resources model of burnout. (2001)Individual differences in two emotion regulation processes: Implications for affect, relationships, and well-being. (2003)Prejudice, social stress, and mental health in lesbian, gay, and bisexual populations: Conceptual issues and research evidence. 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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
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 2013Stress: Appraisal and Coping27,826 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1997Organizational Learning: A Theory of Action Perspective11,107 cited
  • 2000Within-group agreement, non-independence, and reliability: Implications for data aggregation and analysis.3,573 cited
  • 1993MARKOR: A Measure of Market Orientation2,353 cited
  • 2000No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality2,159 cited
  • 2000AGE DIFFERENCES IN TECHNOLOGY ADOPTION DECISIONS: IMPLICATIONS FOR A CHANGING WORK FORCE1,721 cited
  • 1994Explaining the Role of User Participation in Information System Use1,540 cited
  • 1994Learning Orientation, Working Smart, and Effective Selling1,172 cited
  • 1992Training and Development in Work Organizations1,022 cited
  • 1990Changing Patterns or Patterns of Change: The Effects of a Change in Technology on Social Network Structure and Power947 cited

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  • 1987Marketing's Role in the Implementation of Business Strategies: A Critical Review and Conceptual Framework874 cited
  • 2006Perceptions of organizational change: A stress and coping perspective.719 cited
  • Cited by

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    • 2021The impact of digital transformation on salespeople: an empirical investigation using the JD-R model125 cited
    • 2013Collectivistic and Individualistic Performance Expectancy in the Utilization of Sales Automation Technology in an International Field Sales Setting26 cited
    • 2023When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density22 cited
    • 2015Strategic marketing in times of recession versus growth: New Zealand manufacturers18 cited
    • 2011Testing the impact of job‐related variables on a utility judgment training criterion beyond background and affective reaction variables*17 cited
    • 2014Factors Influencing the Impact of Sales Training: Test of a Model9 cited
    • 2022Multiple parties behind and across the table: A role-play simulation of parallel, competitive order negotiations for training B2B sales professionals9 cited
    • 2022Salespeople’s performance and digital technologies in real estate: Evidence from the Portuguese retail real estate sector6 cited
    • 2014Developing sales training programs to promote a competitive advantage: linking corporate strategy with human resource development5 cited
    • 2012Exploring Training Needs for Old and New Age Middle Managers2 cited