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Using Caliper to predict performance of salespeople
16 references·0 citing·42 second hop
Using Caliper to predict performance of salespeople (1997)Using Caliper to predict performance of s…Marketing: An Introduction (2025)Marketing: An IntroductionConscientiousness and performance of sales representatives: Test of the mediating effects of goal setting. (1993)Conscientiousness and perform…Predicting sales performance, job satisfaction, and depression by using the Achievement Strivings and Impatience-Irritability dimensions of Type A behavior. (1990)Predicting sales performance,…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Selling Activity and Sales Position Taxonomies for Industrial Salesforces (1986)Selling Activity and Sales Po…Explanatory style as a predictor of productivity and quitting among life insurance sales agents. (1986)Explanatory style as a predic…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Bank Management; Text and Cases. (1984)Bank Management; Text and Cas…Sales Management: Concepts and Cases (1982)Sales Management: Concepts an…Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Identifying Successful Indust…Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Identifying Successful Indust…A Handbook of Personnel Management Practice (1977)A Handbook of Personnel Manag…Psychological testing and assessment (1976)Psychological testing and ass…What makes a good salesman (1931)What makes a good salesmanCoefficient Alpha and the Internal Structure of Tests (1951)Helplessness: On Depression, Development, and Death (1975)Learned helplessness in humans: Critique and reformulation. (1978)Adult attachment in a nationally representative sample. (1997)Is There a Universal Positivity Bias in Attributions? A Meta-Analytic Review of Individual, Developmental, and Cultural Differences in the Self-Serving Attributional Bias. 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References

  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 2025Marketing: An Introduction842 cited
  • 1993Conscientiousness and performance of sales representatives: Test of the mediating effects of goal setting.829 cited
  • 1976Psychological testing and assessment607 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis559 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity519 cited
  • 1986Explanatory style as a predictor of productivity and quitting among life insurance sales agents.506 cited
  • 1977A Handbook of Personnel Management Practice273 cited
  • 1986Selling Activity and Sales Position Taxonomies for Industrial Salesforces236 cited
  • 1984Bank Management; Text and Cases.193 cited
  • 1990Predicting sales performance, job satisfaction, and depression by using the Achievement Strivings and Impatience-Irritability dimensions of Type A behavior.182 cited
  • 1977Identifying Successful Industrial Salesmen by Personality and Personal Characteristics138 cited
  • 1931What makes a good salesman106 cited
  • 1982Sales Management: Concepts and Cases

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81 cited
  • 1977Identifying Successful Industrial Salesmen by Personality and Personal Characteristics67 cited
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