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A Path-Analytic Study of a Model of Salesperson Performance · Study

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ArticleA Path-Analytic Study of a Model of Salesperson Performance

Alan J. Dubinsky1986

Article1986

A Path-Analytic Study of a Model of Salesperson Performance

Alan J. Dubinsky · Steven W. Hartley

190 citations·0/0 files stored·Journal of the Academy of Marketing Science

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Employee Performance and Motivation Employee Performance and Management Accounting and Organizational Management

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References

1951Coefficient Alpha and the Internal Structure of Tests 1956The Presentation of Self in Everyday Life.2023The Presentation of Self in Everyday Life 1977Estimating Nonresponse Bias in Mail Surveys 1977Handbook of Industrial and Organizational Psychology.1964Work and motivation 1977Estimating Nonresponse Bias in Mail Surveys 1976Motivation through the design of work: test of a theory

Cited by

2014Personality traits and simultaneous reciprocal influences between job performance and job satisfaction 2008Generation Y employees' retail work experience: The mediating effect of job characteristics 1993Boundary Role Ambiguity: Facets, Determinants, and Impacts 2022A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance 2008Impact of Job Involvement on In-Role Job Performance and Organizational Citizenship Behaviour 1998

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1986Antecedents of retail salesperson performance: A path-analytic perspectivearticle · 29 shared references 1986A Model of Sales Supervisor Leadership Behavior and Retail Salespeople's Job-Related Outcomesarticle · 19 shared references 1982Perceived Organizational Climate and the Process of Salesperson Motivationarticle · 16 shared references 1993Boundary Role Ambiguity: Facets, Determinants, and Impactsarticle · 14 shared references 1996Evidence for Turkish industrial salespeoplearticle · 14 shared references 1989Effects of Supervisory Behavior: The Role of Individual Differences among Salespeoplearticle · 13 shared references

Details

Year1986

Typearticle

Published1986-03-01

VenueJournal of the Academy of Marketing Science

ISSN-L0092-0703

Languageen

Citations190

Files0 public / 0

ShelfEmployee Performance and Motivation

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doi10.1007/bf02722111

openalex_workW2019970984

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