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Need for Cognition and Affective Orientation as Predictors of Sales Performance: An Investigation of Main and Interaction Effects
16 references·8 citing·48 second hop
Need for Cognition and Affective Orientation as Predictors of Sales Performance: An Investigation of Main and Interaction Effects (2008)Need for Cognition and Affective Orientat…Understanding Self-Report Bias in Organizational Behavior Research (2002)Understanding Self-Report Bia…Emotional intelligence: In search of an elusive construct. (1998)Emotional intelligence: In se…Individual differences in intuitive-experiential and analytical-rational thinking styles. (1996)Individual differences in int…Dispositional differences in cognitive motivation: The life and times of individuals varying in need for cognition. (1996)Dispositional differences in …Integration of the cognitive and the psychodynamic unconscious. (1994)Integration of the cognitive …The intelligence of emotional intelligence (1993)The intelligence of emotional…The development of markers for the Big-Five factor structure. (1992)The development of markers fo…Affect, Cognition and Social Behavior (1991)Affect, Cognition and Social …Positive Affect, Cognitive Processes, and Social Behavior (1987)Positive Affect, Cognitive Pr…Central and peripheral routes to persuasion: An individual difference perspective. (1986)Central and peripheral routes…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The Efficient Assessment of Need for Cognition (1984)The Efficient Assessment of N…Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states. (1983)Mood, misattribution, and jud…Effects of need for cognition on message evaluation, recall, and persuasion. (1983)Effects of need for cognition…The need for cognition. (1982)The need for cognition.Feeling and thinking: Preferences need no inferences. (1980)Feeling and thinking: Prefere…The role of salesperson emotional behavior in value proposition co-creation (2021)The role of salesperson emoti…Understanding self-efficacy and performance of salespersons in Islamic banking (2020)Understanding self-efficacy a…The direct and indirect effect of NFC on marketers’ work norms, vocational socialization, individual ethical position, and ethical perceptions (2017)The direct and indirect effec…How do servant leaders ignite absorptive capacity? The role of epistemic motivation and organizational support (2016)How do servant leaders ignite…Tailoring Web-Based Recruiting Messages: Individual Differences in the Persuasiveness of Affective and Cognitive Messages (2013)Tailoring Web-Based Recruitin…Managing resources and need for cognition: Impact on depressed mood at work (2012)Managing resources and need f…Entrepreneurial Opportunity Identification: A Motivation-Based Cognitive Approach (2012)Entrepreneurial Opportunity I…Cognitive and affective approaches to employee participation: Integration of the two approaches (2011)Cognitive and affective appro…The magical number seven, plus or minus two: Some limits on our capacity for processing information. (1956)Judgment under Uncertainty: Heuristics and Biases (1974)Negative affect and social judgment: The differential impact of anger and sadness (1994)The magical number seven, plus or minus two: Some limits on our capacity for processing information. 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(1990)Personality Structure: Emergence of the Five-Factor Model (1990)THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS (1991)The Big Five Trait taxonomy: History, measurement, and theoretical perspectives. (1999)A very brief measure of the Big-Five personality domains (2003)Grit: Perseverance and passion for long-term goals. (2007)The Structure of Psychological Well-Being. (1970)Availability: A heuristic for judging frequency and probability (1973)Happiness is everything, or is it? Explorations on the meaning of psychological well-being. (1989)The Emerging Field of Emotion Regulation: An Integrative Review (1998)Development and validation of the penn state worry questionnaire (1990)The benefits of being present: Mindfulness and its role in psychological well-being. (2003)Psychological Resilience and Positive Emotional Granularity: Examining the Benefits of Positive Emotions on Coping and Health (2004)Credibility and trust of information in online environments: The use of cognitive heuristics (2013)Who falls for fake news? The roles of bullshit receptivity, overclaiming, familiarity, and analytic thinking (2019)A Motivational Science Perspective on the Role of Student Motivation in Learning and Teaching Contexts. (2003)Risk as Analysis and Risk as Feelings: Some Thoughts about Affect, Reason, Risk, and Rationality (2004)Understanding and using the Implicit Association Test: III. Meta-analysis of predictive validity. (2009)
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References

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  • 1983Effects of need for cognition on message evaluation, recall, and persuasion.

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849 cited
  • 1991Affect, Cognition and Social Behavior813 cited
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    • 2011Cognitive and affective approaches to employee participation: Integration of the two approaches24 cited
    • 2016How do servant leaders ignite absorptive capacity? The role of epistemic motivation and organizational support22 cited
    • 2021The role of salesperson emotional behavior in value proposition co-creation18 cited
    • 2012Entrepreneurial Opportunity Identification: A Motivation-Based Cognitive Approach11 cited
    • 2017The direct and indirect effect of NFC on marketers’ work norms, vocational socialization, individual ethical position, and ethical perceptions9 cited