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Levels of analysis and sources of data in sales research: a multilevel-multisource review
16 references·10 citing·43 second hop
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References

  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 1986Self-Reports in Organizational Research: Problems and Prospects17,092 cited
  • 2007Mail and internet surveys : the tailored design method9,606 cited
  • 2001Accounting for common method variance in cross-sectional research designs.8,464 cited
  • 2005Authentic leadership development: Getting to the root of positive forms of leadership5,469 cited
  • 1993CONDUCTING INTERORGANIZATIONAL RESEARCH USING KEY INFORMANTS.2,461 cited
  • 2007Differential challenge stressor-hindrance stressor relationships with job attitudes, turnover intentions, turnover, and withdrawal behavior: A meta-analysis.1,947 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 2004A MULTILEVEL INVESTIGATION OF FACTORS INFLUENCING EMPLOYEE SERVICE PERFORMANCE AND CUSTOMER OUTCOMES.1,185 cited
  • 1994Learning Orientation, Working Smart, and Effective Selling1,172 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,055 cited
  • 2013Understanding social media effects across seller, retailer, and consumer interactions624 cited
  • 1974Measuring the Job Satisfaction of Industrial Salesmen

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615 cited
  • 2007Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty551 cited
  • 2011When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters531 cited
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    • 2019Antecedents and performance outcomes of value-based selling in sales teams: a multilevel, systems theory of motivation perspective60 cited
    • 2017Propensity to trust salespeople: A contingent multilevel-multisource examination36 cited
    • 2019Are consumers loyal to home-sharing services?23 cited
    • 2017Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships22 cited
    • 2016Selling in an asymmetric retail world: perspectives from India, Russia, and the US on buyer–seller information differential, perceived adaptive selling, and purchase intention21 cited
    • 2018A review of climate and culture research in selling and sales management21 cited
    • 2019Fail fast, sell well: The contingent impact of failing fast on salesperson performance21 cited
    • 2023Sales team value co-creation in turbulent markets: the role of team learning and agility12 cited