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Performance implications of sales strategy: The moderating effects of leadership and environment
16 references·16 citing·35 second hopsampled
Performance implications of sales strategy: The moderating effects of leadership and environment (2009)Performance implications of sales strateg…Firm resources and sustained competitive advantage (2004)Firm resources and sustained …Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)A Critical Review of Construc…Index Construction with Formative Indicators: An Alternative to Scale Development (2001)Index Construction with Forma…Principles and Practice of Structural Equation Modeling (1998)Principles and Practice of St…THE IMPACT OF HUMAN RESOURCE MANAGEMENT ON ORGANIZATIONAL PERFORMANCE: PROGRESS AND PROSPECTS. (1996)THE IMPACT OF HUMAN RESOURCE …Does Competitive Environment Moderate the Market Orientation-Performance Relationship? (1994)Does Competitive Environment …The cornerstones of competitive advantage: A resource‐based view (1993)The cornerstones of competiti…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Firm Resources and Sustained Competitive Advantage (1991)Firm Resources and Sustained …Transformational leader behaviors and their effects on followers' trust in leader, satisfaction, and organizational citizenship behaviors (1990)Transformational leader behav…Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: The Const…Leadership and Performance beyond Expectations (1987)Leadership and Performance be…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Competitive Strategy: Techniq…Principles of Marketing (1972)Principles of MarketingImpact of high involvement work systems in shaping power, knowledge sharing, rewards and knowledge perception of employees (2024)Impact of high involvement wo…Understanding the consequences of digital technology use in sales: multilevel tensions inside sales organizations (2023)Understanding the consequence…Leadership styles and employee creativity: the interactive impact of online knowledge sharing and organizational innovation (2023)Leadership styles and employe…B2B market segmentation: A systematic review and research agenda (2021)B2B market segmentation: A sy…Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…A multidimensional perspective of business-to-business sales success: A meta-analytic review (2020)A multidimensional perspectiv…The interplay between market intelligence activities and sales strategy as drivers of performance in foreign markets (2019)The interplay between market …The role of leadership in salespeople’s price negotiation behavior (2017)The role of leadership in sal…Beyond the retention—acquisition trade-off: Capabilities of ambidextrous sales organizations (2017)Beyond the retention—acquisit…The dual mechanism of sales capabilities in influencing organizational performance (2016)The dual mechanism of sales c…Customer orientation and firm’s business performance (2016)Customer orientation and firm…When Sales Managers and Salespeople Disagree in the Appreciation for Their Firm: The Phenomenon of Organizational Identification Tension (2015)When Sales Managers and Sales…The Effect of Leadership on Organizational Performance (2015)The Effect of Leadership on O…The strategic role of the sales force: perceptions of senior sales executives (2014)The strategic role of the sal…Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls (2014)Cross-Selling Performance in …Effects of formal sales control systems: A combinatory perspective (2012)Effects of formal sales contr…Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)Dimensions of Consumer Expertise (1987)Organizational culture and leadership (1993)Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations (1996)The Field behind the Screen: Using Netnography for Marketing Research in Online Communities (2002)A resource‐based view of the firm (1984)The Theory of the Growth of the Firm (1995)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)Dynamic capabilities: what are they? (2000)The Theory of Economic Development (2003)A Paradigm for Developing Better Measures of Marketing Constructs (1979)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)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)Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)Significance tests and goodness of fit in the analysis of covariance structures. (1980)On the Evaluation of Structural Equation Models (1988)When to use and how to report the results of PLS-SEM (2018)Multidimensional Assessment of Emotion Regulation and Dysregulation: Development, Factor Structure, and Initial Validation of the Difficulties in Emotion Regulation Scale (2003)Structural Equation Modelling: Guidelines for Determining Model Fit (2008)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Varieties of Capitalism (2001)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Strategic assets and organizational rent (1993)Review : Knowledge Management and Knowledge Management Systems: Conceptual Foundations And Research Issues1,2 (2001)Social Identity Theory and the Organization (1989)Relationship-based approach to leadership: Development of leader-member exchange (LMX) theory of leadership over 25 years: Applying a multi-level multi-domain perspective (1995)Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. (2002)
this work references cited by second hop· second hop is a sample of the most-cited connections

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
  • 1991Firm Resources and Sustained Competitive Advantage48,209 cited
  • 2004Firm resources and sustained competitive advantage38,157 cited
  • 1998Principles and Practice of Structural Equation Modeling36,041 cited
  • 1980Competitive Strategy: Techniques for Analyzing Industries and Competitors16,592 cited
  • 1987Leadership and Performance beyond Expectations12,412 cited
  • 1993The cornerstones of competitive advantage: A resource‐based view10,742 cited
  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications7,320 cited
  • 1993Market Orientation: Antecedents and Consequences7,032 cited
  • 2003A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research5,847 cited
  • 1990Transformational leader behaviors and their effects on followers' trust in leader, satisfaction, and organizational citizenship behaviors5,622 cited
  • 1972Principles of Marketing5,587 cited
  • 2001Index Construction with Formative Indicators: An Alternative to Scale Development4,805 cited

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  • 1996THE IMPACT OF HUMAN RESOURCE MANAGEMENT ON ORGANIZATIONAL PERFORMANCE: PROGRESS AND PROSPECTS.3,153 cited
  • 1994Does Competitive Environment Moderate the Market Orientation-Performance Relationship?2,621 cited
  • Cited by

    • 2014Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls139 cited
    • 2021B2B market segmentation: A systematic review and research agenda99 cited
    • 2012Effects of formal sales control systems: A combinatory perspective92 cited
    • 2023Leadership styles and employee creativity: the interactive impact of online knowledge sharing and organizational innovation73 cited
    • 2020A multidimensional perspective of business-to-business sales success: A meta-analytic review64 cited
    • 2014The strategic role of the sales force: perceptions of senior sales executives58 cited
    • 2017Beyond the retention—acquisition trade-off: Capabilities of ambidextrous sales organizations58 cited
    • 2016Customer orientation and firm’s business performance57 cited
    • 2017The role of leadership in salespeople’s price negotiation behavior56 cited
    • 2015The Effect of Leadership on Organizational Performance54 cited
    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 2019The interplay between market intelligence activities and sales strategy as drivers of performance in foreign markets50 cited
    • 2016The dual mechanism of sales capabilities in influencing organizational performance45 cited
    • 2023Understanding the consequences of digital technology use in sales: multilevel tensions inside sales organizations42 cited
    • 2024Impact of high involvement work systems in shaping power, knowledge sharing, rewards and knowledge perception of employees39 cited
    • 2015When Sales Managers and Salespeople Disagree in the Appreciation for Their Firm: The Phenomenon of Organizational Identification Tension39 cited