Citation map · Study

SZodixStudyAcademic Library

Shelves Open access

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

Salesperson knowledge distinctions and sales performance

16 references·9 citing·41 second hop

FromToDepth

this work references cited by second hop

References

1993The role of deliberate practice in the acquisition of expert performance.9,542 cited
1979Cognition and Categorization5,264 cited
1988SCRIPTS, PLANS, GOALS, AND UNDERSTANDING4,535 cited
1987Dimensions of Consumer Expertise4,373 cited
1977Marketing Research: Methodological Foundations4,351 cited
2002Principles of Categorization3,953 cited
1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts3,796 cited
1991Toward a general theory of expertise : prospects and limits1,766 cited
1989Reliability of Nominal Data Based on Qualitative Judgments1,575 cited
1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
1994Organizational Citizenship Behaviors and Sales Unit Effectiveness1,098 cited
1990Goal Setting and Self-Efficacy During Self-Regulated Learning1,011 cited
1994Consumer Knowledge Assessment801 cited
2001Consumer Self-Confidence: Refinements in Conceptualization and Measurement712 cited
1998Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance605 cited

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

1998Conscientiousness, goal orientation, and motivation to learn during the learning process: A longitudinal study.554 cited

Cited by

2021Alone on an island: A mixed-methods investigation of salesperson social isolation in general and in times of a pandemic52 cited
2017Customer query handling in sales interactions47 cited
2020Elucidating salespeople's market orientation, proactive service behavior and organizational culture in the B2B banking sector: a Malaysian perspective33 cited
2019Salesperson implementation of sales strategy and its impact on sales performance31 cited
2018Salesperson regulatory knowledge and sales performance29 cited
2017Product knowledge and salesperson performance: rethinking the role of optimism27 cited
2023Does knowledge collecting and donating enhance a bank's salesperson performance?11 cited
2022The Effect of Knowledge, Work Experience, and Work Spirit on Performance of Employees PT. Adira Dinamika Multifinance Pasuruan1 cited
2017Determinants of turnover intentions among marketing and sales representatives in the UAE1 cited