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Salesperson coachability: what it is and why it matters
16 references·6 citing·37 second hop
Salesperson coachability: what it is and why it matters (2013)Salesperson coachability: what it is and …Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)Drivers of sales performance:…The Effects of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and Performance (2002)The Effects of Job Autonomy, …Transformational and Transactional Leadership and Salesperson Performance (2001)Transformational and Transact…Charisma and Leadership in Organizations (2000)Charisma and Leadership in Or…Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance (1998)Effects of Trait Competitiven…Foundations of Sport and Exercise Psychology (1995)Foundations of Sport and Exer…Transformational leadership, charisma, and beyond. (1988)Transformational leadership, …Profiting from controversy: Lessons from the person-situation debate. (1988)Profiting from controversy: L…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Marketing: Theory and Practice (1983)Marketing: Theory and PracticeOn predicting some of the people some of the time: The search for cross-situational consistencies in behavior. (1974)On predicting some of the peo…Situationism in psychology: An analysis and a critique. (1973)Situationism in psychology: A…Beyond Freedom and Dignity (1972)Beyond Freedom and DignityThe Scientific Analysis of Personality. (1966)The Scientific Analysis of Pe…Personality: A Psychological Interpretation (1938)Personality: A Psychological …Understanding self-efficacy and performance of salespersons in Islamic banking (2020)Understanding self-efficacy a…An Examination of Employee Coachability and Managerial Coaching in Organizations (2020)An Examination of Employee Co…Value-based selling: a multi-component exploration (2018)Value-based selling: a multi-…Exploring The State of Salesperson Insecurity: How It Emerges and Why It Matters? (2016)Exploring The State of Salesp…The impact of salesperson’s training on organizational outcomes (2015)The impact of salesperson’s t…Are salespeople born or made? Biology, personality, and the career satisfaction of salespeople (2015)Are salespeople born or made?…A DYNAMIC THEORY OF PERSONALITY (1936)Personality and Assessment (1968)The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)A social-cognitive approach to motivation and personality. (1988)A Measure of Subjective Happiness: Preliminary Reliability and Construct Validation (1999)Science and Human Behavior (1953)Toward a cognitive social learning reconceptualization of personality. (1973)Stability of aggressive reaction patterns in males: A review. (1979)Attitudes, Traits, and Actions: Dispositional Prediction of Behavior in Personality and Social Psychology (1987)One Hundred Years of Social Psychology Quantitatively Described (2003)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Comparative fit indexes in structural models. 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References

  • 1938Personality: A Psychological Interpretation3,212 cited
  • 1995Foundations of Sport and Exercise Psychology1,474 cited
  • 1974On predicting some of the people some of the time: The search for cross-situational consistencies in behavior.1,293 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1973Situationism in psychology: An analysis and a critique.1,096 cited
  • 1966The Scientific Analysis of Personality.1,048 cited
  • 2001Transformational and Transactional Leadership and Salesperson Performance930 cited
  • 2000Charisma and Leadership in Organizations861 cited
  • 1988Profiting from controversy: Lessons from the person-situation debate.837 cited
  • 2010Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?630 cited
  • 1983Marketing: Theory and Practice625 cited
  • 1998Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance605 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis559 cited
  • 1988Transformational leadership, charisma, and beyond.528 cited
  • 1972Beyond Freedom and Dignity

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498 cited
  • 2002The Effects of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and Performance427 cited
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    • 2016Exploring The State of Salesperson Insecurity: How It Emerges and Why It Matters?28 cited
    • 2020Understanding self-efficacy and performance of salespersons in Islamic banking24 cited
    • 2015The impact of salesperson’s training on organizational outcomes8 cited
    • 2020An Examination of Employee Coachability and Managerial Coaching in Organizations2 cited