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Salesperson Performance and Managerially Controllable Factors: An Investigation of Individual and Work Group Effects
16 references·8 citing·36 second hop
Salesperson Performance and Managerially Controllable Factors: An Investigation of Individual and Work Group Effects (1990)Salesperson Performance and Managerially …Theory Testing and Organizational Behavior: The Varient Approach. (1987)Theory Testing and Organizati…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance (1985)Relative Importance of Key Jo…Research in Organizational Behavior (1984)Research in Organizational Be…A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons (1984)A Role Stress Model of the Pe…The Measurement of Work Performance: Methods, Theory, and Applications (1983)The Measurement of Work Perfo…Stogdill's Handbook of LeadershipStogdill's Handbook of Leadership, by Bass Bernard M. Free Press, 1981, 856 pp., $39.95 cloth. (1982)Stogdill's Handbook of Leader…Stogdill's Handbook of Leadership (1982)Stogdill's Handbook of Leader…Leadership, beyond establishment views (1982)Leadership, beyond establishm…The Social Psychology of Organizations. (1979)The Social Psychology of Orga…Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors (1978)Salesforce Performance and Sa…Development of the Job Diagnostic Survey. (1975)Development of the Job Diagno…A vertical dyad linkage approach to leadership within formal organizations (1975)A vertical dyad linkage appro…Employee reactions to job characteristics. (1971)Employee reactions to job cha…Role Conflict and Ambiguity in Complex Organizations (1970)Role Conflict and Ambiguity i…Ecological Correlations and the Behavior of Individuals (1950)Ecological Correlations and t…Translating Corporate Social Responsibility into Action: A Social Learning Perspective (2020)Translating Corporate Social …Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…“Exchange lost” in leader–member exchange theory and research: A critique and a reconceptualization (2014)“Exchange lost” in leader–mem…AUTONOMY AND JOB SATISFACTION FOR A SAMPLE OF GREEK TEACHERS (2004)AUTONOMY AND JOB SATISFACTION…The Effect of Adding Items to Scales: An Illustrative Case of LMX (2001)The Effect of Adding Items to…The impact of values on salespeople's job responses: A cross-national investigation (1997)The impact of values on sales…The Impact of New Product Introductions on Sales Management Strategy (1995)The Impact of New Product Int…Individualized and Group-Based Views of Participation in Decision Making (1992)Individualized and Group-Base…Statistical principles in experimental design. (1962)Relationship between organizational justice and organizational citizenship behaviors: Do fairness perceptions influence employee citizenship? (1991)A META‐ANALYTIC REVIEW OF ATTITUDINAL AND DISPOSITIONAL PREDICTORS OF ORGANIZATIONAL CITIZENSHIP BEHAVIOR (1995)Linking Empowering Leadership and Employee Creativity: The Influence of Psychological Empowerment, Intrinsic Motivation, and Creative Process Engagement (2010)Work and the Nature of Man. (1967)THE HUMAN SIDE OF ENTERPRISE (1985)What Constitutes a Theoretical Contribution? (1989)Motivation and Personality (1997)Self‐determination theory and work motivation (2005)The Work Design Questionnaire (WDQ): Developing and validating a comprehensive measure for assessing job design and the nature of work. 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(1996)Meta-Analytic review of leader-member exchange theory: Correlates and construct issues. (1997)Ethics, character, and authentic transformational leadership behavior (1999)Personality and leadership: A qualitative and quantitative review. (2002)Toward a theory of spiritual leadership (2003)Absorptive Capacity: A New Perspective on Learning and Innovation (1990)PSYCHOLOGICAL CONDITIONS OF PERSONAL ENGAGEMENT AND DISENGAGEMENT AT WORK. 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this work references cited by second hop

References

  • 1979The Social Psychology of Organizations.12,235 cited
  • 1984Research in Organizational Behavior10,806 cited
  • 1975Development of the Job Diagnostic Survey.7,244 cited
  • 1970Role Conflict and Ambiguity in Complex Organizations5,257 cited
  • 1950Ecological Correlations and the Behavior of Individuals4,535 cited
  • 1975A vertical dyad linkage approach to leadership within formal organizations2,886 cited
  • 1971Employee reactions to job characteristics.2,442 cited
  • 1982Stogdill's Handbook of LeadershipStogdill's Handbook of Leadership, by Bass Bernard M. Free Press, 1981, 856 pp., $39.95 cloth.1,283 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1984A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons721 cited
  • 1987Theory Testing and Organizational Behavior: The Varient Approach.381 cited
  • 1983The Measurement of Work Performance: Methods, Theory, and Applications322 cited
  • 1978Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors319 cited
  • 1982Stogdill's Handbook of Leadership318 cited
  • 1982Leadership, beyond establishment views

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291 cited
  • 1985Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance261 cited
  • Cited by

    • 2020Translating Corporate Social Responsibility into Action: A Social Learning Perspective55 cited
    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 1992Individualized and Group-Based Views of Participation in Decision Making52 cited
    • 2014“Exchange lost” in leader–member exchange theory and research: A critique and a reconceptualization51 cited
    • 1997The impact of values on salespeople's job responses: A cross-national investigation47 cited
    • 2001The Effect of Adding Items to Scales: An Illustrative Case of LMX43 cited
    • 1995The Impact of New Product Introductions on Sales Management Strategy33 cited
    • 2004AUTONOMY AND JOB SATISFACTION FOR A SAMPLE OF GREEK TEACHERS33 cited