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Personality and ability factors in sales performance.
5 references·11 citing·46 second hop
Personality and ability factors in sales performance. (1962)Personality and ability factors in sales …The Psychology of affiliation (1963)The Psychology of affiliationThe effect of a course in psychology on the attitudes of research and development supervisors. (1960)The effect of a course in psy…Psychological test differences between industrial salesmen and retail salesmen. (1960)Psychological test difference…The measurement of occupational aptitude. (1955)The measurement of occupation…THE TOMKINS‐HORN PICTURE‐ARRANGEMENT TEST* (1952)THE TOMKINS‐HORN PICTURE‐ARRA…Role of Organizational Commitment and Performance Appraisal Politics in Employee Turnover Intention (2019)Role of Organizational Commit…The Relationships Between Traditional Selection Assessments and Workplace Performance Criteria Specificity: A Comparative Meta-Analysis (2015)The Relationships Between Tra…Practitioner’s View of Personality Testing and Industrial–Organizational Psychology: Practical and Legal Issues (2008)Practitioner’s View of Person…Assessing the Relationships Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension (1991)Assessing the Relationships A…Social values and salespeople's effort (1990)Social values and salespeople…How buyers view industrial salespeople (1989)How buyers view industrial sa…Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Identifying Successful Indust…An approach for determining criteria of sales performance. (1973)An approach for determining c…RESEARCH MODELS OF THE FUTURE FOR INDUSTRIAL AND ORGANIZATIONAL PSYCHOLOGY1 (1972)RESEARCH MODELS OF THE FUTURE…Job Attitudes and Sales Performance of Major Appliance Salesmen (1968)Job Attitudes and Sales Perfo…The Validity of the PAT in the Selection of Tabulating Machine Operators: An Analysis of Predictive Power (1961)The Validity of the PAT in th…A Theory of Leadership Effectiveness. (1968)A Theory of Leadership Effectiveness (1969)Career Dynamics: Matching Individual and Organizational Needs (1978)Smokers and beer drinkers: values and consumer susceptibility to interpersonal influence (1999)South African Business Dynamics (2001)Entrepreneurial selling in context (2019)Sales Force Management (1970)Sales Response as a Function of Territorial Potential and Sales Representative Workload (1975)Salesperson Failure: Definition, Determinants, and Outcomes (1994)Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance (1999)Measuring the performance of industrial salespersons (1982)The Determinants of Salesperson Performance: A Meta-Analysis (1985)Developing Buyer-Seller Relationships (1987)Reframing Salesforce Compensation Systems: An Agency Theory-Based Performance Management Perspective (1999)Exploring buyer-seller dyadic perceptions of technology and relationships (2016)A theory of human motivation. (1943)THE STRUCTURE OF SCIENTIFIC REVOLUTIONS (1963)Utilization of manpower: Development and evaluation of an assessment-classification model for matching individuals with jobs. (1974)Moving beyond the mechanistic model: An alternative approach to staffing for contemporary organizations (1997)A preliminary exploration on the measurement of expertise: An initial development of a psychometric scale (2012)A THEORY OF HUMAN MOTIVATION (2017)Towards a Methodology for Developing Evidence‐Informed Management Knowledge by Means of Systematic Review (2003)Cochrane Handbook for Systematic Reviews of Interventions (2008)Introduction to Meta‐Analysis (2009)Are they accurate? Recruiters' personality judgments in paper versus video resumes (2017)Managing and measuring performance in organizational development (2021)Marketing Management: Analysis, Planning and Control (1973)Effectiveness in Sales Interactions: A Contingency Framework (1981)Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers (1993)Does the hierarchical position of the buyer make a difference? The influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context (2014)Navigating the demands of increasing customer participation through firm and individual job resources (2021)The Psychological Bulletin (1904)Description and Measurement of Personality. (1947)Development of an empathy scale. (1969)Salespeople's Time Use and Performance (1990)The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness (1994)Salesperson Evaluation Using Relative Performance Efficiency: The Application of Data Envelopment Analysis (1995)Problems in the Validation of Projective Techniques (1959)THE STUDY OF THE PROBLEM OF PICTORIAL PERCEPTION AMONG UNACCULTURATED GROUPS (1967)A Silvan Tomkins Handbook: Foundations for Affect Theory (2020)Self-Perception Theory (1972)The processes of causal attribution. (1973)Mood and judgment: The affect infusion model (AIM). (1995)Research on Teacher Selection (1979)PERSONALITY AND TEST TAKING MOTIVATION (1996)Cognitive and GMA Testing in the European Community: Issues and Evidence (2002)
this work references cited by second hop

References

  • 1963The Psychology of affiliation1,678 cited
  • 1955The measurement of occupational aptitude.45 cited
  • 1952THE TOMKINS‐HORN PICTURE‐ARRANGEMENT TEST*34 cited
  • 1960Psychological test differences between industrial salesmen and retail salesmen.28 cited
  • 1960The effect of a course in psychology on the attitudes of research and development supervisors.19 cited

Cited by

  • 1977Identifying Successful Industrial Salesmen by Personality and Personal Characteristics67 cited
  • 1973An approach for determining criteria of sales performance.52 cited
  • 1972RESEARCH MODELS OF THE FUTURE FOR INDUSTRIAL AND ORGANIZATIONAL PSYCHOLOGY144 cited
  • 1990Social values and salespeople's effort43 cited
  • 1991Assessing the Relationships Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension38 cited
  • 1989How buyers view industrial salespeople36 cited
  • 2015The Relationships Between Traditional Selection Assessments and Workplace Performance Criteria Specificity: A Comparative Meta-Analysis34 cited
  • 1968Job Attitudes and Sales Performance of Major Appliance Salesmen31 cited
  • 2008Practitioner’s View of Personality Testing and Industrial–Organizational Psychology: Practical and Legal Issues

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6 cited
  • 1961The Validity of the PAT in the Selection of Tabulating Machine Operators: An Analysis of Predictive Power3 cited
  • 2019Role of Organizational Commitment and Performance Appraisal Politics in Employee Turnover Intention2 cited