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Examining sales force performance in organizations that use behavior-based sales management processes
12 references·7 citing·41 second hop
Examining sales force performance in organizations that use behavior-based sales management processes (1996)Examining sales force performance in orga…Sales Force Management (2021)Sales Force ManagementSales Force Management (2013)Sales Force ManagementA Structural Model Depicting Salespeople's Job Stress (1994)A Structural Model Depicting …Behavior-Based and Outcome-Based Salesforce Control Systems (1993)Behavior-Based and Outcome-Ba…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment (1990)A Longitudinal Assessment of …A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment (1990)A Longitudinal Assessment of …Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation (1989)Salesforce Compensation: An E…Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation (1989)Salesforce Compensation: An E…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Measuring the performance of industrial salespersons (1982)Measuring the performance of …Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes (2021)Understanding salesperson int…Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review (2018)Clustering the mediators betw…Managing salespeople strategically when promoting new products—Incorporating market orientation into a sales management control framework (2015)Managing salespeople strategi…Sales Force Control Systems: A Review of Measurement Practices and Proposed Scale Refinements (2008)Sales Force Control Systems: …Antecedents and consequences of a firm's selling orientation (2003)Antecedents and consequences …Critical Evaluation of Porter et al.'s Organizational Commitment Questionnaire: Implications for Researchers (2001)Critical Evaluation of Porter…Benchmarks of Successful Salesforce Performance (1999)Benchmarks of Successful Sale…Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences (1988)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)The measurement of organizational commitment (1979)On the Evaluation of Structural Equation Models (1988)Structural Equations with Latent Variables. 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(1976)The Economic Institutions of Capitalism (1986)The Economic Institutions of Capitalism (1987)Explaining the Swollen Middle: Why Most Transactions Are a Mix of “Market” and “Hierarchy” (1993)Relationship Marketing and Distribution Channels (1995)Specific Investments in Marketing Relationships: Expropriation and Bonding Effects (2003)Generalized expectancies for internal versus external control of reinforcement. (1966)Adaptability in the workplace: Development of a taxonomy of adaptive performance. (2000)Rethinking Customer Solutions: From Product Bundles to Relational Processes (2007)Intrinsic Motivation and Self-Determination in Human Behavior (1985)Intrinsic Motivation and Self-Determination in Human Behavior (1988)Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Interorganizational Governance in Marketing Channels (1994)Significance tests and goodness of fit in the analysis of covariance structures. (1980)Research in Organizational Behavior (1984)Role Stress, Work-Family Conflict and Emotional Exhaustion: Inter-Relationships and Effects on Some Work-Related Consequences (1997)Employee Behavior in a Service Environment: A Model and Test of Potential Differences between Men and Women (1998)Learning and Performance Orientation of Salespeople: The Role of Supervisors (1998)Do Citizenship Behaviors Matter More for Managers Than for Salespeople? (1999)Strategy type and performance: the influence of sales force management (2000)A model of close business relationships in China (guanxi) (2001)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)A Comparison of Structural Models Representing Turnover Cognitions (1998)The Role of Trust in Salesperson—Sales Manager Relationships (2000)
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References

  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1982Measuring the performance of industrial salespersons646 cited
  • 1993Behavior-Based and Outcome-Based Salesforce Control Systems635 cited
  • 1990A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment451 cited
  • 2021Sales Force Management396 cited
  • 1989Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation351 cited
  • 1994A Structural Model Depicting Salespeople's Job Stress206 cited
  • 1990A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment187 cited
  • 1989Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation142 cited
  • 2013Sales Force Management109 cited

Cited by

  • 2021Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes50 cited
  • 2001Critical Evaluation of Porter et al.'s Organizational Commitment Questionnaire: Implications for Researchers

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46 cited
  • 1999Benchmarks of Successful Salesforce Performance39 cited
  • 2003Antecedents and consequences of a firm's selling orientation36 cited
  • 2008Sales Force Control Systems: A Review of Measurement Practices and Proposed Scale Refinements24 cited
  • 2018Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review18 cited
  • 2015Managing salespeople strategically when promoting new products—Incorporating market orientation into a sales management control framework18 cited