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Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India
16 references·5 citing·36 second hop
Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India (2012)Understanding the mechanism linking inter…On Happiness and Human Potentials: A Review of Research on Hedonic and Eudaimonic Well-Being (2001)On Happiness and Human Potent…Empathy and Moral Development: Implications for Caring and Justice (2001)Empathy and Moral Development…Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research (2000)Organizational Citizenship Be…Empathy and Moral Development (2000)Empathy and Moral DevelopmentEmotion, Regulation, and Moral Development (2000)Emotion, Regulation, and Mora…A META‐ANALYTIC REVIEW OF ATTITUDINAL AND DISPOSITIONAL PREDICTORS OF ORGANIZATIONAL CITIZENSHIP BEHAVIOR (1995)A META‐ANALYTIC REVIEW OF ATT…Putting the Service-Profit Chain to Work (1994)Putting the Service-Profit Ch…Emotional Intelligence (1990)Emotional IntelligenceStructural 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…Self-Reports in Organizational Research: Problems and Prospects (1986)Self-Reports in Organizationa…Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics (1981)Structural Equation Models wi…Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics (1981)Structural Equation Models wi…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Exploring the influence of supervisor and family work support on salespeople’s engagement and unethical behaviors (2022)Exploring the influence of su…The importance of customer’s perception of salesperson’s empathy in selling (2018)The importance of customer’s …Do sales and service compete? The impact of multiple psychological climates on frontline employee performance (2017)Do sales and service compete?…What personal selling and sales management recommendations from developed markets are relevant in emerging markets? (2016)What personal selling and sal…How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance (2015)How salesperson perceptions o…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)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)The need to belong: Desire for interpersonal attachments as a fundamental human motivation. (1995)Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. (2000)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Mental Illness and/or Mental Health? Investigating Axioms of the Complete State Model of Health. (2005)The meaning in life questionnaire: Assessing the presence of and search for meaning in life. (2006)The Warwick-Edinburgh Mental Well-being Scale (WEMWBS): development and UK validation (2007)Leadership: The Cutting Edge. (1979)Organizational citizenship behavior: Its nature and antecedents. (1983)Research in Organizational Behavior. (1986)Accounting for common method variance in cross-sectional research designs. (2001)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Sources of Method Bias in Social Science Research and Recommendations on How to Control It (2011)The expression of the emotions in man and animals. (1872)Generalized expectancies for internal versus external control of reinforcement. (1966)Development and validation of a measure of emotional intelligence (1998)The effects of leader and follower emotional intelligence on performance and attitude (2002)The Prosocial Classroom: Teacher Social and Emotional Competence in Relation to Student and Classroom Outcomes (2008)The Presentation of Self in Everyday Life (2023)Application of confirmatory factor analysis to the study of self-concept: First- and higher order factor models and their invariance across groups. (1985)A Practical Guide To Factorial Validity Using PLS-Graph: Tutorial And Annotated Example (2005)PLS-SEM: Indeed a Silver Bullet (2011)Response Rate and Response Quality of Internet-Based Surveys: An Experimental Study (2004)Introduction (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)User Acceptance of Information Technology: Toward A Unified View1 (2003)Technology Acceptance Model 3 and a Research Agenda on Interventions (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)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1988On the Evaluation of Structural Equation Models26,139 cited
  • 1986Self-Reports in Organizational Research: Problems and Prospects17,092 cited
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  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 2001On Happiness and Human Potentials: A Review of Research on Hedonic and Eudaimonic Well-Being11,549 cited
  • 1990Emotional Intelligence10,470 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1981Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics9,798 cited
  • 2000Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research5,889 cited
  • 1994Putting the Service-Profit Chain to Work3,732 cited
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  • 2000Empathy and Moral Development2,817 cited

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  • 2000Emotion, Regulation, and Moral Development2,422 cited
  • 2001Empathy and Moral Development: Implications for Caring and Justice2,410 cited
  • Cited by

    • 2018The importance of customer’s perception of salesperson’s empathy in selling48 cited
    • 2017Do sales and service compete? The impact of multiple psychological climates on frontline employee performance46 cited
    • 2015How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance26 cited
    • 2016What personal selling and sales management recommendations from developed markets are relevant in emerging markets?25 cited
    • 2022Exploring the influence of supervisor and family work support on salespeople’s engagement and unethical behaviors11 cited