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The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction
16 references·12 citing·39 second hop
The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction (1996)The effects of environmental dynamism and…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…EQS : structural equations program manual (1989)EQS : structural equations pr…Determinants of firm performance: The relative importance of economic and organizational factors (1989)Determinants of firm performa…Organizations: Rational, Natural, and Open Systems (1988)Organizations: Rational, Natu…On the Evaluation of Structural Equation Models (1988)On the Evaluation of Structur…An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment (1988)An Updated Paradigm for Scale…A CAUSAL MODEL OF LINKAGES AMONG ENVIRONMENTAL DIMENSIONS, MACRO ORGANIZATIONAL CHARACTERISTICS, AND PERFORMANCE. (1988)A CAUSAL MODEL OF LINKAGES AM…Job satisfaction and job performance: A meta-analysis. (1985)Job satisfaction and job perf…Information Richness. A New Approach to Managerial Behavior and Organization Design (1983)Information Richness. A New A…Organizations and Environments (1980)Organizations and EnvironmentsEstimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Development of the Job Diagnostic Survey. (1975)Development of the Job Diagno…Organizational Structure, Environment and Performance: The Role of Strategic Choice (1972)Organizational Structure, Env…Role Conflict and Ambiguity in Complex Organizations (1970)Role Conflict and Ambiguity i…Managerial Attitudes and Performance. (1968)Managerial Attitudes and Perf…Organizational Stress: Studies in Role Conflict and Ambiguity. (1965)Organizational Stress: Studie…Antecedents and performance implications of stakeholder understanding in green product innovation (2023)Antecedents and performance i…Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…Environment-Strategy and Alignment in a Restricted, Transitional Economy: Empirical Research on its Application to Iranian State-Owned Enterprises (2015)Environment-Strategy and Alig…Determinants of capital structure in small and medium sized enterprises in Malaysia (2015)Determinants of capital struc…Why people quit: Explaining employee turnover intentions among export sales managers (2014)Why people quit: Explaining e…Organizational Commitment, Job Satisfaction and Job Performance as a mediator between Role Stressors and Turnover Intentions A Study from an Egyptian cultural perspective (2013)Organizational Commitment, Jo…THE RELATIONSHIP BETWEEN SALES SKILLS AND SALESPERSON PERFORMANCE: AN EMPIRICAL STUDY IN THE MALAYSIA TELECOMMUNICATIONS COMPANY (2010)THE RELATIONSHIP BETWEEN SALE…The performance implications of company‐salesperson corporate brand misalignment (2010)The performance implications …The mediating role of job stress in predicting retail banking employees¿ turnover intentions in Taiwan (2008)The mediating role of job str…Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach (2007)Exploring the influence of sa…Individual Factors that Predict Customer-Orientation Behaviour of Malaysian Life Insurance Agents (2005)Individual Factors that Predi…Salesperson performance and job attitudes revisited (2002)Salesperson performance and j…Coefficient Alpha and the Internal Structure of Tests (1951)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Structural equation modeling in practice: A review and recommended two-step approach. 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this work references cited by second hop

References

  • 1988On the Evaluation of Structural Equation Models26,139 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1989EQS : structural equations program manual9,698 cited
  • 1975Development of the Job Diagnostic Survey.7,244 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
  • 1970Role Conflict and Ambiguity in Complex Organizations5,257 cited
  • 1988Organizations: Rational, Natural, and Open Systems5,191 cited
  • 1972Organizational Structure, Environment and Performance: The Role of Strategic Choice4,786 cited
  • 1965Organizational Stress: Studies in Role Conflict and Ambiguity.3,016 cited
  • 1980Organizations and Environments2,977 cited
  • 1983Information Richness. A New Approach to Managerial Behavior and Organization Design2,262 cited
  • 1968Managerial Attitudes and Performance.2,209 cited
  • 1985Job satisfaction and job performance: A meta-analysis.1,469 cited
  • 1988A CAUSAL MODEL OF LINKAGES AMONG ENVIRONMENTAL DIMENSIONS, MACRO ORGANIZATIONAL CHARACTERISTICS, AND PERFORMANCE.1,374 cited

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  • 1989Determinants of firm performance: The relative importance of economic and organizational factors1,306 cited
  • Cited by

    • 2014Why people quit: Explaining employee turnover intentions among export sales managers57 cited
    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 2015Environment-Strategy and Alignment in a Restricted, Transitional Economy: Empirical Research on its Application to Iranian State-Owned Enterprises46 cited
    • 2007Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach41 cited
    • 2002Salesperson performance and job attitudes revisited40 cited
    • 2010The performance implications of company‐salesperson corporate brand misalignment39 cited
    • 2013Organizational Commitment, Job Satisfaction and Job Performance as a mediator between Role Stressors and Turnover Intentions A Study from an Egyptian cultural perspective39 cited
    • 2010THE RELATIONSHIP BETWEEN SALES SKILLS AND SALESPERSON PERFORMANCE: AN EMPIRICAL STUDY IN THE MALAYSIA TELECOMMUNICATIONS COMPANY33 cited
    • 2008The mediating role of job stress in predicting retail banking employees¿ turnover intentions in Taiwan22 cited
    • 2005Individual Factors that Predict Customer-Orientation Behaviour of Malaysian Life Insurance Agents20 cited
    • 2015Determinants of capital structure in small and medium sized enterprises in Malaysia19 cited
    • 2023Antecedents and performance implications of stakeholder understanding in green product innovation11 cited