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Antecedents of salespeople's reluctance to sell radically new products
16 references·3 citing·39 second hop
Antecedents of salespeople's reluctance to sell radically new products (2008)Antecedents of salespeople's reluctance t…Self‐determination theory and work motivation (2005)Self‐determination theory and…Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. (2002)Building a practically useful…The job satisfaction-job performance relationship: A qualitative and quantitative review. (2001)The job satisfaction-job perf…The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)The "What" and "Why" of Goal …Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. (2000)Self-determination theory and…Self-Efficacy: The Exercise of Control (1999)Self-Efficacy: The Exercise o…Self-efficacy: the exercise of control (1997)Self-efficacy: the exercise o…Ambidextrous Organizations: Managing Evolutionary and Revolutionary Change (1996)Ambidextrous Organizations: M…The myopia of learning (1993)The myopia of learningMarket Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Core capabilities and core rigidities: A paradox in managing new product development (1992)Core capabilities and core ri…THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS (1991)THE BIG FIVE PERSONALITY DIME…Perceived organizational support. (1986)Perceived organizational supp…Role Conflict and Ambiguity in Complex Organizations (1970)Role Conflict and Ambiguity i…Work and motivation (1964)Work and motivationTowards an understanding of inequity. (1963)Towards an understanding of i…Linking person–job fit and intrinsic motivation to salespeople’s service innovative behavior (2023)Linking person–job fit and in…Exploring new-product selling challenges in the FMCG sector: a qualitative method approach (2023)Exploring new-product selling…Greasing the wheels or blocking the path? Organizational structure, product innovativeness, and new product success☆ (2021)Greasing the wheels or blocki…The Structure of Scientific Revolutions (1963)On the mechanics of economic development (1988)Absorptive Capacity: A New Perspective on Learning and Innovation (1990)Dynamic capabilities and strategic management (1997)International Norm Dynamics and Political Change (1998)Deliberate Learning and the Evolution of Dynamic Capabilities (2002)Organizational commitment, job satisfaction, and turnover among psychiatric technicians. (1974)The measurement of organizational commitment (1979)A three-component conceptualization of organizational commitment (1991)Not So Different After All: A Cross-Discipline View Of Trust (1998)Social Exchange Theory: An Interdisciplinary Review (2005)Exchange and Power in Social Life (2017)Handbook of Industrial and Organizational Psychology. (1977)Validation of the five-factor model of personality across instruments and observers. (1987)Personality Structure: Emergence of the Five-Factor Model (1990)An Introduction to the Five‐Factor Model and Its Applications (1992)The Big Five Trait taxonomy: History, measurement, and theoretical perspectives. (1999)Grit: Perseverance and passion for long-term goals. (2007)Intrinsic Motivation and Self-Determination in Human Behavior (1985)Intrinsic motivation and extrinsic incentives jointly predict performance: A 40-year meta-analysis. (2014)Privacy and human behavior in the age of information (2015)Self-Determination Theory in Work Organizations: The State of a Science (2017)Self-efficacy: Toward a unifying theory of behavioral change. (1977)On Happiness and Human Potentials: A Review of Research on Hedonic and Eudaimonic Well-Being (2001)Intrinsic and extrinsic motivation from a self-determination theory perspective: Definitions, theory, practices, and future directions (2020)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Prospect Theory: An Analysis of Decision under Risk (1979)New Directions in Goal-Setting Theory (2006)The Psychological Distance of Climate Change (2011)Motivation and social cognitive theory (2019)The psychology of interpersonal relations. (1958)The need to belong: Desire for interpersonal attachments as a fundamental human motivation. (1995)The role of positive emotions in positive psychology: The broaden-and-build theory of positive emotions. (2001)The benefits of being present: Mindfulness and its role in psychological well-being. (2003)The theory of planned behavior (1991)Efficacy of the Theory of Planned Behaviour: A meta‐analytic review (2001)Social Cognitive Theory: An Agentic Perspective (2001)The Emerging Field of Emotion Regulation: An Integrative Review (1998)Expectancy–Value Theory of Achievement Motivation (2000)
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References

  • 2000Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being.46,804 cited
  • 1999Self-Efficacy: The Exercise of Control46,779 cited
  • 2000The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior34,111 cited
  • 1997Self-efficacy: the exercise of control24,284 cited
  • 1964Work and motivation10,436 cited
  • 1991THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS8,686 cited
  • 2002Building a practically useful theory of goal setting and task motivation: A 35-year odyssey.7,759 cited
  • 2005Self‐determination theory and work motivation7,742 cited
  • 1993The myopia of learning7,467 cited
  • 1986Perceived organizational support.7,053 cited
  • 1993Market Orientation: Antecedents and Consequences7,032 cited
  • 1992Core capabilities and core rigidities: A paradox in managing new product development6,453 cited
  • 1970Role Conflict and Ambiguity in Complex Organizations5,257 cited
  • 1963Towards an understanding of inequity.5,146 cited
  • 1996Ambidextrous Organizations: Managing Evolutionary and Revolutionary Change4,965 cited

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  • 2001The job satisfaction-job performance relationship: A qualitative and quantitative review.4,753 cited
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    • 2021Greasing the wheels or blocking the path? Organizational structure, product innovativeness, and new product success☆33 cited
    • 2023Linking person–job fit and intrinsic motivation to salespeople’s service innovative behavior20 cited
    • 2023Exploring new-product selling challenges in the FMCG sector: a qualitative method approach8 cited