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Salesperson Influence on Product Development: Insights from a Study of Small Manufacturing Organizations
16 references·14 citing·41 second hop
Salesperson Influence on Product Development: Insights from a Study of Small Manufacturing Organizations (2009)Salesperson Influence on Product Developm…Advances in Consumer Research (2025)Advances in Consumer ResearchAcademy of Management Journal (2013)Academy of Management JournalCommon method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…An Integrative Model of Organizational Trust (1995)An Integrative Model of Organ…An Integrative Model Of Organizational Trust (1995)An Integrative Model Of Organ…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Structural equation modeling in practice: A review and recommended two-step approach. 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References

  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1980Understanding Attitudes and Predicting Social Behavior25,805 cited
  • 1986Self-Reports in Organizational Research: Problems and Prospects17,092 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1995An Integrative Model Of Organizational Trust15,026 cited
  • 2025Advances in Consumer Research13,264 cited
  • 1979The Social Psychology of Organizations.12,235 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1995An Integrative Model of Organizational Trust10,705 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1993Market Orientation: Antecedents and Consequences7,032 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
  • 1962Power-Dependence Relations6,258 cited
  • 2013Academy of Management Journal4,798 cited

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1968
A Theory of Psychological Reactance
4,758 cited

Cited by

  • 2016The contingent roles of R&D–sales versus R&D–marketing cooperation in new-product development of business-to-business firms65 cited
  • 2012Employees’ Decision Making in the Face of Customers’ Fuzzy Return Requests63 cited
  • 2014Which influence tactics lead to sales performance? It is a matter of style60 cited
  • 2013International R&D partnerships and intrafirm R&D–marketing–production integration of manufacturing firms in emerging economies54 cited
  • 2014The Role of Sales in NPD : An Investigation of the U.S. Health‐Care Industry38 cited
  • 2018Managers as a Missing Entity in Job Crafting Research: Relationships between Store Manager Job Crafting, Job Resources, and Store Performance37 cited
  • 2016A job demands-resources perspective on salespersons’ market intelligence activities in new product development37 cited
  • 2019How intrafirm intermediary salespeople connect sales to marketing and product development29 cited
  • 2014The components of trustworthiness for higher education: a transnational perspective28 cited
  • 2013Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective27 cited
  • 2018Influence tactics, relational conditions, and key account managers' performance26 cited
  • 2023When and how sales manager feedback contributes to sales performance: the role of emotional labor and cross-selling18 cited
  • 2018New product selling challenges (key insights in the ICT sector)15 cited
  • 2024How marketers influence product platform decisions: A configurational approach7 cited