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Salespersons’ Information Overload: Scale Development, Validation, and its Relationship to Salesperson Job Satisfaction and Performance
16 references·16 citing·42 second hopsampled
Salespersons’ Information Overload: Scale Development, Validation, and its Relationship to Salesperson Job Satisfaction and Performance (2008)Salespersons’ Information Overload: Scale…Consumers' Need for Uniqueness: Scale Development and Validation (2001)Consumers' Need for Uniquenes…When choice is demotivating: Can one desire too much of a good thing? (2000)When choice is demotivating: …Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)Personal Selling and Sales Ma…Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)Cutoff criteria for fit index…Fit indices in covariance structure modeling: Sensitivity to underparameterized model misspecification. (1998)Fit indices in covariance str…The magical number seven, plus or minus two: Some limits on our capacity for processing information. (1994)The magical number seven, plu…Learning Orientation, Working Smart, and Effective Selling (1994)Learning Orientation, Working…Measurement of Consumer Susceptibility to Interpersonal Influence (1989)Measurement of Consumer Susce…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Efficient Assessment of Need for Cognition (1984)The Efficient Assessment of N…The need for cognition. (1982)The need for cognition.Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…The nature and causes of job satisfaction (1976)The nature and causes of job …Role conflict and ambiguity as critical variables in a model of organizational behavior (1972)Role conflict and ambiguity a…A new scale of social desirability independent of psychopathology. (1960)A new scale of social desirab…Consolidation and integration of information overload and communication overload – A theory-based derivation of distinct measurement models and scale development (2026)Consolidation and integration…Understanding the role of Leisure Involvement and Choice Complexity on Choice overload in booking of leisure activities online among Young Consumers (2024)Understanding the role of Lei…Dealing with information overload: a comprehensive review (2023)Dealing with information over…Measuring burdening effect of Shariah knowledge on sales performance; does work experience matter? A multi-group analysis in the Islamic finance industry (2021)Measuring burdening effect of…The role of analytical CRM on salesperson use of competitive intelligence (2020)The role of analytical CRM on…Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…Information Overload and the Entrepreneurs’ Behaviour: Mediating Role of Entrepreneurial Self-Efficacy (2020)Information Overload and the …A systematic literature review of negative psychological states and behaviors in sales (2020)A systematic literature revie…Shut down or turn off? The interplay between news overload and consumption (2019)Shut down or turn off? The in…Reconceptualizing the measurement of multidimensional salesperson job satisfaction (2019)Reconceptualizing the measure…Information overload in the information age: a review of the literature from business administration, business psychology, and related disciplines with a bibliometric approach and framework development (2018)Information overload in the i…E-Mail Interruptions and Individual Performance: Is There a Silver Lining?1 (2018)E-Mail Interruptions and Indi…Informationsüberlastung bei digitaler Zusammenarbeit – Ursachen, Folgen und Interventionsmöglichkeiten (2017)Informationsüberlastung bei d…Why do online consumers experience information overload? An extension of communication theory (2016)Why do online consumers exper…Get tired of socializing as social animal? An empirical explanation on discontinuous usage behavior in social network services (2015)Get tired of socializing as s…Complexity of sales situation and sales lead performance: An empirical study in business-to-business company (2015)Complexity of sales situation…The Psychology of Interpersonal Relations. (1958)Attitudes and Persuasion: Classic and Contemporary Approaches (1981)The Elaboration Likelihood Model of Persuasion (1986)The role of transportation in the persuasiveness of public narratives. (2000)Political conservatism as motivated social cognition. (2003)A Theory of Cognitive Dissonance (2017)An Analysis of Perceptual Confusions Among Some English Consonants (1955)Experimental Psychology (1955)A scaling method for priorities in hierarchical structures (1977)How to make a decision: The analytic hierarchy process (1990)The theory of planned behavior (1991)Preliminaries to speech analysis (2020)Comparative fit indexes in structural models. (1990)Alternative Ways of Assessing Model Fit (1992)Evaluating Goodness-of-Fit Indexes for Testing Measurement Invariance (2002)Sensitivity of Goodness of Fit Indexes to Lack of Measurement Invariance (2007)Significance tests and goodness of fit in the analysis of covariance structures. (1980)Two new Later Stone Age sites from the Final Pleistocene in the Falémé Valley, eastern Senegal (2024)A personality scale of manifest anxiety. (1953)The Social Desirability Variable in Personality Assessment and Research (1958)The Social Desirability Variable in Personality Assessment and Research. (1959)The CES-D Scale (1977)Individual differences in two emotion regulation processes: Implications for affect, relationships, and well-being. (2003)Construct validity in psychological tests. (1955)Review of Psychometric theory (2nd ed.). (1979)The Commitment-Trust Theory of Relationship Marketing (1994)PLS-SEM: Indeed a Silver Bullet (2011)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)A BEHAVIORAL MODEL OF RATIONAL CHOICE (1955)Generalized expectancies for internal versus external control of reinforcement. (1966)Intrinsic Motivation and Self-Determination in Human Behavior (1985)A Motivational Science Perspective on the Role of Student Motivation in Learning and Teaching Contexts. (2003)Psychology and Economics: Evidence from the Field (2009)Understanding Customer Experience Throughout the Customer Journey (2016)A General Approach to Confirmatory Maximum Likelihood Factor Analysis (1969)Intraclass Reliability Estimates: Testing Structural Assumptions (1974)On the Evaluation of Structural Equation Models (1988)When to use and how to report the results of PLS-SEM (2018)Understanding Information Systems Continuance: An Expectation-Confirmation Model1 (2001)Business-unit-level relationship between employee satisfaction, employee engagement, and business outcomes: A meta-analysis. (2002)CONSEQUENCES OF INDIVIDUALS' FIT AT WORK: A META‐ANALYSIS OF PERSON–JOB, PERSON–ORGANIZATION, PERSON–GROUP, AND PERSON–SUPERVISOR FIT (2005)The benefits of being present: Mindfulness and its role in psychological well-being. (2003)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error113,385 cited
  • 1999Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives110,919 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.42,320 cited
  • 1994The magical number seven, plus or minus two: Some limits on our capacity for processing information.17,469 cited
  • 1998Fit indices in covariance structure modeling: Sensitivity to underparameterized model misspecification.12,432 cited
  • 1960A new scale of social desirability independent of psychopathology.8,707 cited
  • 1976The nature and causes of job satisfaction6,848 cited
  • 1982The need for cognition.5,390 cited
  • 1984The Efficient Assessment of Need for Cognition3,047 cited
  • 2000When choice is demotivating: Can one desire too much of a good thing?2,564 cited
  • 1989Measurement of Consumer Susceptibility to Interpersonal Influence2,239 cited
  • 2001Consumers' Need for Uniqueness: Scale Development and Validation1,822 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1994Learning Orientation, Working Smart, and Effective Selling1,172 cited

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  • 1972Role conflict and ambiguity as critical variables in a model of organizational behavior1,068 cited
  • 1999Personal Selling and Sales Management: A Relationship Marketing Perspective800 cited
  • Cited by

    • 2018Information overload in the information age: a review of the literature from business administration, business psychology, and related disciplines with a bibliometric approach and framework development495 cited
    • 2023Dealing with information overload: a comprehensive review369 cited
    • 2018E-Mail Interruptions and Individual Performance: Is There a Silver Lining?1151 cited
    • 2016Why do online consumers experience information overload? An extension of communication theory112 cited
    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 2020A systematic literature review of negative psychological states and behaviors in sales43 cited
    • 2017Informationsüberlastung bei digitaler Zusammenarbeit – Ursachen, Folgen und Interventionsmöglichkeiten33 cited
    • 2015Complexity of sales situation and sales lead performance: An empirical study in business-to-business company32 cited
    • 2015Get tired of socializing as social animal? An empirical explanation on discontinuous usage behavior in social network services25 cited
    • 2020The role of analytical CRM on salesperson use of competitive intelligence22 cited
    • 2019Shut down or turn off? The interplay between news overload and consumption19 cited
    • 2019Reconceptualizing the measurement of multidimensional salesperson job satisfaction15 cited
    • 2021Measuring burdening effect of Shariah knowledge on sales performance; does work experience matter? A multi-group analysis in the Islamic finance industry10 cited
    • 2020Information Overload and the Entrepreneurs’ Behaviour: Mediating Role of Entrepreneurial Self-Efficacy9 cited
    • 2026Consolidation and integration of information overload and communication overload – A theory-based derivation of distinct measurement models and scale development6 cited
    • 2024Understanding the role of Leisure Involvement and Choice Complexity on Choice overload in booking of leisure activities online among Young Consumers1 cited