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Communication apprehension and perceptions of salesperson performance: a multinational perspective
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Communication apprehension and perceptions of salesperson performance: a multinational perspective (2000)Communication apprehension and perception…An Introduction to Rhetorical Communication (2015)An Introduction to Rhetorical…The development of anxiety: The role of control in the early environment. (1998)The development of anxiety: T…Knowledge Structure Differences between More Effective and Less Effective Salespeople (1988)Knowledge Structure Differenc…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…The content validity of the PRCA‐24 as a measure of communication apprehension across communication contexts (1985)The content validity of the P…Communication: Apprehension, Avoidance, and Effectiveness (1985)Communication: Apprehension, …Communication Style in the Salesperson-Customer Dyad (1985)Communication Style in the Sa…Performance rating. (1980)Performance rating.Validity of the PRCA as an index of oral communication apprehension (1978)Validity of the PRCA as an in…ORAL COMMUNICATION APPREHENSION: A SUMMARY OF RECENT THEORY AND RESEARCH (1977)ORAL COMMUNICATION APPREHENSI…The unwillingness‐to‐communicate scale: Development and validation (1976)The unwillingness‐to‐communic…The interpersonal communication book (1976)The interpersonal communicati…Measures of communication‐bound anxiety (1970)Measures of communication‐bou…Anxiety and Behavior (1966)Anxiety and BehaviorCoefficient Alpha and the Internal Structure of Tests (1951)Coefficient Alpha and the Int…Generalized expectancies for internal versus external control of reinforcement. (1966)Development and validation of brief measures of positive and negative affect: The PANAS scales. (1988)Biobehavioral responses to stress in females: Tend-and-befriend, not fight-or-flight. (2000)A modern learning theory perspective on the etiology of panic disorder. (2001)Brave men and timid women? A review of the gender differences in fear and anxiety (2009)Diagnostic and Statistical Manual of Mental Disorders (2013)Research on the Teaching of English (1929)The Empirical Development of an Instrument to Measure Writing Apprehension (1975)A Conceptualization and Measure of Argumentativeness (1982)Assessment of basic social skills. (1986)Self-Generated Versus Other-Generated Statements and Impressions in Computer-Mediated Communication (2009)Measurement and prediction (1950)Intraclass correlations: Uses in assessing rater reliability. (1979)The Pittsburgh sleep quality index: A new instrument for psychiatric practice and research (1989)The theory of planned behavior (1991)Primary, Secondary, and Meta-Analysis of Research (1976)Meta-analysis in social research (1982)Meta-Analysis: Cumulating Research Findings across Studies (1986)Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance (1993)Employee Behavior in a Service Environment: A Model and Test of Potential Differences between Men and Women (1998)Interpersonal Deception Theory (1996)Helping Crisis Managers Protect Reputational Assets (2002)An Integrated Approach to Communication Theory and Research (2014)Development of a measure of interpersonal communication competence (1994)Self-disclosure in social networking sites (2015)A Taxonomy of Social Cues for Conversational Agents (2019)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)A test of leadership categorization theory: Internal structure, information processing, and leadership perceptions (1984)PERSONALITY MEASURES AS PREDICTORS OF JOB PERFORMANCE: A META‐ANALYTIC REVIEW (1991)Emotional Intelligence, Cognitive Intelligence, and Job Performance (2006)Acculturative Stress and Specific Coping Strategies among Immigrant and Later Generation College Students (1987)Psychometric properties of the State-Trait Inventory for Cognitive and Somatic Anxiety (STICSA): Comparison to the State-Trait Anxiety Inventory (STAI). (2007)
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References

  • 1951Coefficient Alpha and the Internal Structure of Tests43,892 cited
  • 1998The development of anxiety: The role of control in the early environment.1,382 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1977ORAL COMMUNICATION APPREHENSION: A SUMMARY OF RECENT THEORY AND RESEARCH888 cited
  • 1980Performance rating.876 cited
  • 1966Anxiety and Behavior853 cited
  • 1976The interpersonal communication book795 cited
  • 2015An Introduction to Rhetorical Communication746 cited
  • 1970Measures of communication‐bound anxiety723 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis559 cited
  • 1976The unwillingness‐to‐communicate scale: Development and validation409 cited
  • 1985Communication: Apprehension, Avoidance, and Effectiveness370 cited
  • 1978Validity of the PRCA as an index of oral communication apprehension370 cited
  • 1985Communication Style in the Salesperson-Customer Dyad318 cited
  • 1985The content validity of the PRCA‐24 as a measure of communication apprehension across communication contexts267 cited
  • 1988

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Knowledge Structure Differences between More Effective and Less Effective Salespeople
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