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Managing sales teams in a virtual environment
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Managing sales teams in a virtual environment (2010)Managing sales teams in a virtual environ…An empirical comparison of the efficacy of covariance-based and variance-based SEM (2009)An empirical comparison of th…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…A Partial Least Squares Latent Variable Modeling Approach for Measuring Interaction Effects: Results from a Monte Carlo Simulation Study and an Electronic-Mail Emotion/Adoption Study (2003)A Partial Least Squares Laten…A Temporally Based Framework and Taxonomy of Team Processes (2001)A Temporally Based Framework …Within-group agreement, non-independence, and reliability: Implications for data aggregation and analysis. (2000)Within-group agreement, non-i…Multilevel Theory, Research, and Methods in Organizations: Foundations, Extensions, and New Directions (2000)Multilevel Theory, Research, …The partial least squares approach for structural equation modeling. (1998)The partial least squares app…Modern Methods for Business Research (1998)Modern Methods for Business R…Functional relations among constructs in the same content domain at different levels of analysis: A typology of composition models. (1998)Functional relations among co…What Makes Teams Work: Group Effectiveness Research from the Shop Floor to the Executive Suite (1997)What Makes Teams Work: Group …The Tacit Dimension (1997)The Tacit DimensionCognitive Elements of Empowerment: An "Interpretive" Model of Intrinsic Task Motivation (1990)Cognitive Elements of Empower…The Empowerment Process: Integrating Theory and Practice (1988)The Empowerment Process: Inte…Trust in close relationships. (1985)Trust in close relationships.Estimating within-group interrater reliability with and without response bias. (1984)Estimating within-group inter…Management of organizational behavior (1969)Management of organizational …Metaverse and B2B marketing: untapped research opportunities (2025)Metaverse and B2B marketing: …When sales leaders induce competition among sales employees: a source of motivation or exhaustion? (2023)When sales leaders induce com…Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes (2023)Salespeople and teams as stak…Leading Virtually (2022)Leading VirtuallyThe impact of virtuality on team effectiveness in organizational and non‐organizational teams: A meta‐analysis (2021)The impact of virtuality on t…Team tenure and team performance: A meta‐analysis and process model (2019)Team tenure and team performa…The impact of a sales team’s perceived entitativity on customer satisfaction (2018)The impact of a sales team’s …Reviewing Work Team Design Characteristics Across Industries: Combining Meta-Analysis and Comprehensive Synthesis (2018)Reviewing Work Team Design Ch…A dual-process contingency model of leadership, transactive memory systems and team performance (2018)A dual-process contingency mo…Intangible sales team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance (2016)Intangible sales team resourc…Digital Sales Excellence: Systematischer Einsatz neuer Technologien im operativen Vertrieb (2015)Digital Sales Excellence: Sys…Do Retailers Really Profit from Ambidextrous Managers? The Impact of Frontline Mechanisms on New and Existing Product Selling Performance (2014)Do Retailers Really Profit fr…Statistical Theories of Mental Test Scores (1969)Intraclass correlations: Uses in assessing rater reliability. (1979)The magical number seven, plus or minus two: Some limits on our capacity for processing information. (1994)Answers to 20 Questions About Interrater Reliability and Interrater Agreement (2007)Is the CVI an acceptable indicator of content validity? Appraisal and recommendations (2007)Developmental sequence in small groups. (1965)Handbook of Industrial and Organizational Psychology. (1977)Research in Organizational Behavior. (1986)Enhancing the Effectiveness of Work Groups and Teams (2006)Team Effectiveness 1997-2007: A Review of Recent Advancements and a Glimpse Into the Future (2008)Knowledge sharing: A review and directions for future research (2009)Generalized expectancies for internal versus external control of reinforcement. 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(2004)CONSEQUENCES OF INDIVIDUALS' FIT AT WORK: A META‐ANALYSIS OF PERSON–JOB, PERSON–ORGANIZATION, PERSON–GROUP, AND PERSON–SUPERVISOR FIT (2005)What's the difference? diversity constructs as separation, variety, or disparity in organizations (2007)
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References

  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 1998The partial least squares approach for structural equation modeling.12,728 cited
  • 1997The Tacit Dimension12,409 cited
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  • 2003A Partial Least Squares Latent Variable Modeling Approach for Measuring Interaction Effects: Results from a Monte Carlo Simulation Study and an Electronic-Mail Emotion/Adoption Study6,477 cited
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  • 1997What Makes Teams Work: Group Effectiveness Research from the Shop Floor to the Executive Suite3,526 cited
  • 1990Cognitive Elements of Empowerment: An "Interpretive" Model of Intrinsic Task Motivation3,161 cited
  • 1969Management of organizational behavior3,160 cited
  • 1985Trust in close relationships.

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3,129 cited
  • 1998Functional relations among constructs in the same content domain at different levels of analysis: A typology of composition models.2,978 cited
  • 2009An empirical comparison of the efficacy of covariance-based and variance-based SEM2,904 cited
  • Cited by

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    • 2022Leading Virtually77 cited
    • 2016Intangible sales team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance65 cited
    • 2018A dual-process contingency model of leadership, transactive memory systems and team performance63 cited
    • 2021The impact of virtuality on team effectiveness in organizational and non‐organizational teams: A meta‐analysis56 cited
    • 2018Reviewing Work Team Design Characteristics Across Industries: Combining Meta-Analysis and Comprehensive Synthesis56 cited
    • 2014Do Retailers Really Profit from Ambidextrous Managers? The Impact of Frontline Mechanisms on New and Existing Product Selling Performance37 cited
    • 2018The impact of a sales team’s perceived entitativity on customer satisfaction27 cited
    • 2023When sales leaders induce competition among sales employees: a source of motivation or exhaustion?20 cited
    • 2023Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes17 cited
    • 2015Digital Sales Excellence: Systematischer Einsatz neuer Technologien im operativen Vertrieb11 cited
    • 2025Metaverse and B2B marketing: untapped research opportunities8 cited