References

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• 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
• 1979Rank-Order Tournaments as Optimum Labor Contracts3,033 cited
• 1982Commitment in Organizations: A Normative View1,699 cited
• 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
• 1978The Use of Vignettes in Survey Research1,169 cited
• 1972Pay and Organizational Effectiveness: A Psychological View.823 cited
• 2000Corridors of Influence in the Dissemination of Customer-Oriented Strategy to Customer Contact Service Employees791 cited
• 1988Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences764 cited
• 1994An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems731 cited
• 1998The Role of Relationship Quality in the Stratification of Vendors as Perceived by Customers663 cited
• 1993Behavior-Based and Outcome-Based Salesforce Control Systems635 cited
• 1992Developing Customer Orientation among Service Employees589 cited
• 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited