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How management control and job-related characteristics influence the performance of export sales managers
16 references·12 citing·38 second hop
How management control and job-related characteristics influence the performance of export sales managers (2007)How management control and job-related ch…The internationalization and performance of SMEs (2001)The internationalization and …Firm-Level Export Performance Assessment: Review, Evaluation, and Development (2000)Firm-Level Export Performance…An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …The resource‐based view of the firm: Ten years after (1995)The resource‐based view of th…Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures (1994)Marketing Strategy-Performanc…EQS : structural equations program manual (1989)EQS : structural equations pr…Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences (1988)Toward a Theory of Marketing …Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …On the Evaluation of Structural Equation Models (1988)On the Evaluation of Structur…An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment (1988)An Updated Paradigm for Scale…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Self-Reports in Organizational Research: Problems and Prospects (1986)Self-Reports in Organizationa…Retrospective reports of strategic‐level managers: Guidelines for increasing their accuracy (1985)Retrospective reports of stra…Mail and Telephone Surveys: The Total Design Method. (1982)Mail and Telephone Surveys: T…Mail and Telephone Surveys: The Total Design Method. (1979)Mail and Telephone Surveys: T…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Decoding laissez-faire leadership: an in-depth study on its influence over employee autonomy and well-being at work (2023)Decoding laissez-faire leader…How agency and self‐efficacy moderate the effects of strategic improvisational behaviors on sales performance: Evidence from an emerging market (2022)How agency and self‐efficacy …Organisational and environmental indicators of B2B sales performance (2021)Organisational and environmen…Greasing the wheels or blocking the path? Organizational structure, product innovativeness, and new product success☆ (2021)Greasing the wheels or blocki…Does brand-relationships matter? The role of brand attachment in salesperson performance in retailing (2021)Does brand-relationships matt…Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review (2018)Clustering the mediators betw…Dynamic Tensions from Management Control Systems and Performance in a Sub-Saharan African Economy: Mediating Effects of Competitive Strategy (2016)Dynamic Tensions from Managem…Learning-Oriented Sales Management Control: The Case of a Pharmaceutical Company (2013)Learning-Oriented Sales Manag…Psychic distance revisited: A proposed conceptual framework and research agenda (2011)Psychic distance revisited: A…Internationalizing Sales Research: Current Status, Opportunities, and Challenges (2011)Internationalizing Sales Rese…Sales Force Control Systems: A Review of Measurement Practices and Proposed Scale Refinements (2008)Sales Force Control Systems: …The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments (1977)The Competitive Advantage of Nations (1991)Clarifying the Entrepreneurial Orientation Construct and Linking It To Performance (1996)INTERNATIONAL DIVERSIFICATION AND FIRM PERFORMANCE: THE S-CURVE HYPOTHESIS. 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this work references cited by second hop

References

  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1988On the Evaluation of Structural Equation Models26,139 cited
  • 1986Self-Reports in Organizational Research: Problems and Prospects17,092 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1989EQS : structural equations program manual9,698 cited
  • 1982Mail and Telephone Surveys: The Total Design Method.6,852 cited
  • 1997An Examination of the Nature of Trust in Buyer-Seller Relationships6,819 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
  • 1979Mail and Telephone Surveys: The Total Design Method.5,023 cited
  • 2001The internationalization and performance of SMEs2,167 cited
  • 1994Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures2,155 cited
  • 1985Retrospective reports of strategic‐level managers: Guidelines for increasing their accuracy1,709 cited
  • 1995The resource‐based view of the firm: Ten years after1,694 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 2000Firm-Level Export Performance Assessment: Review, Evaluation, and Development

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894 cited
  • 1988Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences764 cited
  • Cited by

    • 2011Internationalizing Sales Research: Current Status, Opportunities, and Challenges60 cited
    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 2011Psychic distance revisited: A proposed conceptual framework and research agenda37 cited
    • 2021Greasing the wheels or blocking the path? Organizational structure, product innovativeness, and new product success☆33 cited
    • 2023Decoding laissez-faire leadership: an in-depth study on its influence over employee autonomy and well-being at work27 cited
    • 2008Sales Force Control Systems: A Review of Measurement Practices and Proposed Scale Refinements24 cited
    • 2021Organisational and environmental indicators of B2B sales performance20 cited
    • 2018Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review18 cited
    • 2022How agency and self‐efficacy moderate the effects of strategic improvisational behaviors on sales performance: Evidence from an emerging market18 cited
    • 2021Does brand-relationships matter? The role of brand attachment in salesperson performance in retailing17 cited
    • 2013Learning-Oriented Sales Management Control: The Case of a Pharmaceutical Company14 cited
    • 2016Dynamic Tensions from Management Control Systems and Performance in a Sub-Saharan African Economy: Mediating Effects of Competitive Strategy12 cited