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Sales Quotas: Unintended Consequences on Trust in Organization, Customer-Oriented Selling, and Sales Performance
16 references·6 citing·41 second hop
Sales Quotas: Unintended Consequences on Trust in Organization, Customer-Oriented Selling, and Sales Performance (2012)Sales Quotas: Unintended Consequences on …Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Trust in leadership: Meta-analytic findings and implications for research and practice. (2002)Trust in leadership: Meta-ana…Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. (2002)Building a practically useful…Justice at the millennium: A meta-analytic review of 25 years of organizational justice research. (2001)Justice at the millennium: A …Accounting for common method variance in cross-sectional research designs. (2001)Accounting for common method …Trust and Breach of the Psychological Contract (1996)Trust and Breach of the Psych…AFFECT- AND COGNITION-BASED TRUST AS FOUNDATIONS FOR INTERPERSONAL COOPERATION IN ORGANIZATIONS. (1995)AFFECT- AND COGNITION-BASED T…A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990. (1991)A Theory of Goal Setting and …A Theory of Goal Setting and Task Performance (1991)A Theory of Goal Setting and …The Social Psychology of Procedural Justice (1988)The Social Psychology of Proc…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…A Conceptual Framework for the Design of Organizational Control Mechanisms (1979)A Conceptual Framework for th…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Toward a theory of task motivation and incentives (1968)Toward a theory of task motiv…Coefficient Alpha and the Internal Structure of Tests (1951)Coefficient Alpha and the Int…Do salesforce management systems actually drive salesperson intentions? (2023)Do salesforce management syst…The effect of honest and humble leadership on salesperson customer orientation (2021)The effect of honest and humb…Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance (2017)The mediating effects of adap…Servant leadership, distributive justice and commitment to customer value in the salesforce (2016)Servant leadership, distribut…Selling Hope: The Role of Affect-Laden Health Care Advertising in Consumer Decision Making (2015)Selling Hope: The Role of Aff…Statistical Theories of Mental Test Scores (1969)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-Reports in Organizational Research: Problems and Prospects (1986)Sources of Method Bias in Social Science Research and Recommendations on How to Control It (2011)Lateral Collinearity and Misleading Results in Variance-Based SEM: An Illustration and Recommendations (2012)Exchange and Power in Social Life. (1965)Handbook of Industrial and Organizational Psychology. (1977)The measurement and antecedents of affective, continuance and normative commitment to the organization (1990)On the dimensionality of organizational justice: A construct validation of a measure. (2001)Ethical leadership: A social learning perspective for construct development and testing (2005)Antecedents and consequences of employee engagement (2006)Structural Equations with Latent Variables. (1991)Technology Acceptance Model 3 and a Research Agenda on Interventions (2008)Common Method Bias in PLS-SEM (2015)Construct validity in psychological tests. (1955)Review of Psychometric theory (2nd ed.). (1979)Significance tests and goodness of fit in the analysis of covariance structures. (1980)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)Economic Action and Social Structure: The Problem of Embeddedness (1985)On the Evaluation of Structural Equation Models (1988)An Integrative Model Of Organizational Trust (1995)Not So Different After All: A Cross-Discipline View Of Trust (1998)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Measurement and prediction (1950)Intraclass correlations: Uses in assessing rater reliability. (1979)The Pittsburgh sleep quality index: A new instrument for psychiatric practice and research (1989)The theory of planned behavior (1991)Prospect Theory: An Analysis of Decision under Risk (1979)Self-efficacy: the exercise of control (1997)New Directions in Goal-Setting Theory (2006)The Psychological Distance of Climate Change (2011)Motivation and social cognitive theory (2019)A Relational Model of Authority in Groups (1992)FOUNDATION FOR A GENERAL STRAIN THEORY OF CRIME AND DELINQUENCY* (1992)CONSEQUENCES OF ABUSIVE SUPERVISION. (2000)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)When to use and how to report the results of PLS-SEM (2018)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 1951Coefficient Alpha and the Internal Structure of Tests43,892 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
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  • 2002Building a practically useful theory of goal setting and task motivation: A 35-year odyssey.7,759 cited
  • 1995AFFECT- AND COGNITION-BASED TRUST AS FOUNDATIONS FOR INTERPERSONAL COOPERATION IN ORGANIZATIONS.7,320 cited
  • 1988The Social Psychology of Procedural Justice6,583 cited
  • 2001Justice at the millennium: A meta-analytic review of 25 years of organizational justice research.5,931 cited
  • 1991A Theory of Goal Setting and Task Performance4,840 cited
  • 1991A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990.4,145 cited
  • 1979A Conceptual Framework for the Design of Organizational Control Mechanisms3,692 cited
  • 2002Trust in leadership: Meta-analytic findings and implications for research and practice.

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3,545 cited
  • 1996Trust and Breach of the Psychological Contract3,027 cited
  • 1968Toward a theory of task motivation and incentives2,409 cited
  • Cited by

    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 2016Servant leadership, distributive justice and commitment to customer value in the salesforce42 cited
    • 2023Do salesforce management systems actually drive salesperson intentions?33 cited
    • 2021The effect of honest and humble leadership on salesperson customer orientation32 cited
    • 2017The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance27 cited
    • 2015Selling Hope: The Role of Affect-Laden Health Care Advertising in Consumer Decision Making23 cited