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Managing Customer and Organizational Complexity in Sales Organizations
16 references·16 citing·42 second hopsampled
Managing Customer and Organizational Complexity in Sales Organizations (2014)Managing Customer and Organizational Comp…Common Method Bias in Marketing: Causes, Mechanisms, and Procedural Remedies (2012)Common Method Bias in Marketi…Linking job demands and resources to employee engagement and burnout: A theoretical extension and meta-analytic test. (2010)Linking job demands and resou…The Job Demands‐Resources model: state of the art (2007)The Job Demands‐Resources mod…Rethinking Customer Solutions: From Product Bundles to Relational Processes (2007)Rethinking Customer Solutions…Emerging Positive Organizational Behavior (2007)Emerging Positive Organizatio…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…The job demands-resources model of burnout. (2001)The job demands-resources mod…Self-efficacy and work-related performance: A meta-analysis. (1998)Self-efficacy and work-relate…Self-efficacy: the exercise of control (1997)Self-efficacy: the exercise o…Effectiveness correlates of transformational and transactional leadership: A meta-analytic review of the mlq literature (1996)Effectiveness correlates of t…A Review and an Integration of Research on Job Burnout (1993)A Review and an Integration o…Task Complexity: A Review and Analysis (1988)Task Complexity: A Review and…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Job Demands, Job Decision Latitude, and Mental Strain: Implications for Job Redesign (1979)Job Demands, Job Decision Lat…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Role Conflict and Ambiguity in Complex Organizations (1970)Role Conflict and Ambiguity i…A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance (2022)A self-determination theory-b…Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory (2021)Operationalizing salesperson …The role of complexity in the Valley of Death and radical innovation performance (2020)The role of complexity in the…Can’t leave it at home? The effects of personal stress on burnout and salesperson performance (2020)Can’t leave it at home? The e…A multidimensional perspective of business-to-business sales success: A meta-analytic review (2020)A multidimensional perspectiv…Why Poor Performance is Not Enough for a Foreign Exit: The Importance of Innovation Capability and International Experience (2019)Why Poor Performance is Not E…Self-efficacy and personal selling: review and examination with an emphasis on sales performance (2019)Self-efficacy and personal se…Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons (2019)Investigating Salesperson Per…Workplace ostracism and job performance: roles of self-efficacy and job level (2018)Workplace ostracism and job p…Unpacking the Relationship between Sales Control and Salesperson Performance: A Regulatory Fit Perspective (2018)Unpacking the Relationship be…The role of climate: implications for service employee engagement and customer service performance (2017)The role of climate: implicat…Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action (2017)Selling Value in Business Mar…Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict (2017)Salesperson ambidexterity and…Relational selling: Past, present and future (2017)Relational selling: Past, pre…Role hazard between supply chain partners in an institutionally fragmented market (2016)Role hazard between supply ch…Service employee burnout and engagement: the moderating role of power distance orientation (2015)Service employee burnout and …Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)Intrinsic Motivation and Self-Determination in Human Behavior (1985)Stress, social support, and the buffering hypothesis. (1985)The need to belong: Desire for interpersonal attachments as a fundamental human motivation. (1995)Towards a model of work engagement (2008)Job demands–resources theory: Taking stock and looking forward. (2016)Structural Equations with Latent Variables. (1991)Sources of Method Bias in Social Science Research and Recommendations on How to Control It (2011)Common Method Bias in Public Management Studies (2014)Detecting Common Method Bias (2019)Enhancing consumer engagement in e-commerce live streaming via relational bonds (2020)Development of the Job Diagnostic Survey. (1975)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-Reports in Organizational Research: Problems and Prospects (1986)Technology Acceptance Model 3 and a Research Agenda on Interventions (2008)Common Method Bias in PLS-SEM (2015)Intraclass correlations: Uses in assessing rater reliability. (1979)Stress, appraisal, and coping (1985)The Measurement of Engagement and Burnout: A Two Sample Confirmatory Factor Analytic Approach (2002)Job demands, job resources, and their relationship with burnout and engagement: a multi‐sample study (2004)Stress: Appraisal and Coping (2013)Social Learning Theory. (1978)The Framing of Decisions and the Psychology of Choice (1981)Self-Efficacy: The Exercise of Control (1999)Social Cognitive Theory: An Agentic Perspective (2001)POSITIVE PSYCHOLOGICAL CAPITAL: MEASUREMENT AND RELATIONSHIP WITH PERFORMANCE AND SATISFACTION (2007)Conservation of Resources in the Organizational Context: The Reality of Resources and Their Consequences (2017)Significance tests and goodness of fit in the analysis of covariance structures. (1980)On the Evaluation of Structural Equation Models (1988)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)When to use and how to report the results of PLS-SEM (2018)A Path Goal Theory of Leader Effectiveness (1971)Development and validation of work-family conflict and family-work conflict scales. (1996)Meta-Analytic review of leader-member exchange theory: Correlates and construct issues. (1997)The Emerging Field of Emotion Regulation: An Integrative Review (1998)Expectancy–Value Theory of Achievement Motivation (2000)Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. (2002)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 1997Self-efficacy: the exercise of control24,284 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 2001The job demands-resources model of burnout.13,574 cited
  • 2007The Job Demands‐Resources model: state of the art12,956 cited
  • 1979Job Demands, Job Decision Latitude, and Mental Strain: Implications for Job Redesign12,591 cited
  • 1970Role Conflict and Ambiguity in Complex Organizations5,257 cited
  • 1998Self-efficacy and work-related performance: A meta-analysis.3,787 cited
  • 2012Common Method Bias in Marketing: Causes, Mechanisms, and Procedural Remedies3,045 cited
  • 2010Linking job demands and resources to employee engagement and burnout: A theoretical extension and meta-analytic test.2,930 cited
  • 1996Effectiveness correlates of transformational and transactional leadership: A meta-analytic review of the mlq literature2,761 cited
  • 1993A Review and an Integration of Research on Job Burnout2,618 cited
  • 1988Task Complexity: A Review and Analysis1,629 cited

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2007
Emerging Positive Organizational Behavior
1,620 cited
  • 2007Rethinking Customer Solutions: From Product Bundles to Relational Processes1,376 cited
  • Cited by

    • 2017Relational selling: Past, present and future171 cited
    • 2017Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict154 cited
    • 2017The role of climate: implications for service employee engagement and customer service performance142 cited
    • 2022A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance140 cited
    • 2018Workplace ostracism and job performance: roles of self-efficacy and job level120 cited
    • 2020Can’t leave it at home? The effects of personal stress on burnout and salesperson performance117 cited
    • 2018Unpacking the Relationship between Sales Control and Salesperson Performance: A Regulatory Fit Perspective103 cited
    • 2021Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory98 cited
    • 2015Service employee burnout and engagement: the moderating role of power distance orientation96 cited
    • 2017Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action94 cited
    • 2016Role hazard between supply chain partners in an institutionally fragmented market84 cited
    • 2019Why Poor Performance is Not Enough for a Foreign Exit: The Importance of Innovation Capability and International Experience79 cited
    • 2019Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons76 cited
    • 2020The role of complexity in the Valley of Death and radical innovation performance66 cited
    • 2019Self-efficacy and personal selling: review and examination with an emphasis on sales performance65 cited
    • 2020A multidimensional perspective of business-to-business sales success: A meta-analytic review64 cited