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Understanding the adoption of new brands through salespeople: a multilevel framework
16 references·16 citing·31 second hopsampled
Understanding the adoption of new brands through salespeople: a multilevel framework (2007)Understanding the adoption of new brands …Why Some New Products are More Successful than Others (2001)Why Some New Products are Mor…Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments (2000)Assessing the effects of qual…Self-Efficacy: The Exercise of Control (1999)Self-Efficacy: The Exercise o…Applications of structural equation modeling in marketing and consumer research: A review (1996)Applications of structural eq…Scale Development : Theory and Applications (1991)Scale Development : Theory an…An Empirical Examination of the Structural Antecedents of Attitude toward the Ad in an Advertising Pretesting Context (1989)An Empirical Examination of t…Prediction of goal-directed behavior: Attitudes, intentions, and perceived behavioral control (1986)Prediction of goal-directed b…From Intentions to Actions: A Theory of Planned Behavior (1985)From Intentions to Actions: A…Action control : from cognition to behavior (1985)Action control : from cogniti…Sociological Methodology 1982 (1983)Sociological Methodology 1982Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models (1982)Asymptotic Confidence Interva…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Social Learning Theory. (1978)Social Learning Theory.Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Work and motivation (1964)Work and motivationThe ambivalent role of monetary sales incentives in service innovation selling (2021)The ambivalent role of moneta…Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions (2020)Engaging a product-focused sa…Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships (2020)Drown or Blossom? The Impact …The dark side of salesperson brand identification in the luxury sector: When brand orientation generates management issues and negative customer perception (2019)The dark side of salesperson …The role of leadership in salespeople’s price negotiation behavior (2017)The role of leadership in sal…Are conservative approaches to new product selling a blessing in disguise? (2017)Are conservative approaches t…Getting business-to-business salespeople to implement strategies associated with introducing new products and services (2016)Getting business-to-business …Frontline Employees' Innovative Service Behavior as Key to Customer Loyalty: Insights into FLEs' Resource Gain Spiral (2016)Frontline Employees' Innovati…Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling (2015)Alternative Mechanisms Guidin…The Role of Sales in NPD : An Investigation of the U.S. Health‐Care Industry (2014)The Role of Sales in NPD : An…The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction (2013)The curvilinear and condition…Multilevel Research in the Field of Organizational Behavior (2013)Multilevel Research in the Fi…Group influences of selling teams on industrial salespeople’s cross-selling behavior (2012)Group influences of selling t…How does product program innovativeness affect customer satisfaction? A comparison of goods and services (2010)How does product program inno…The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales (2009)The Motivation Hub: Effects o…Effects of Salesperson Experience, Age, and Goal Setting on New Product Performance Trajectory: A Growth Curve Modeling Approach (2008)Effects of Salesperson Experi…Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unifying theory of behavioral change. (1977)The theory of planned behavior (1991)Understanding Information Technology Usage: A Test of Competing Models (1995)Efficacy of the Theory of Planned Behaviour: A meta‐analytic review (2001)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)How destination image and evaluative factors affect behavioral intentions? (2006)Examining the structural relationships of destination image, tourist satisfaction and destination loyalty: An integrated approach (2007)Experience quality, perceived value, satisfaction and behavioral intentions for heritage tourists (2009)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)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Self‐determination theory and work motivation (2005)Self-efficacy: Toward a unifying theory of behavioral change (1978)Self-efficacy mechanism in human agency. (1982)Social Cognitive Theory: An Agentic Perspective (2001)Confidence Limits for the Indirect Effect: Distribution of the Product and Resampling Methods (2004)lavaan : An R Package for Structural Equation Modeling (2012)Partial Least Squares Structural Equation Modeling (PLS-SEM) Using R (2021)Index Construction with Formative Indicators: An Alternative to Scale Development (2001)Scale Development Research (2006)Making sense of Cronbach's alpha (2011)Response Rate and Response Quality of Internet-Based Surveys: An Experimental Study (2004)Introduction (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1999Self-Efficacy: The Exercise of Control46,779 cited
  • 1978Social Learning Theory.25,426 cited
  • 1985From Intentions to Actions: A Theory of Planned Behavior19,049 cited
  • 1991Scale Development : Theory and Applications15,552 cited
  • 1982Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models12,786 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1964Work and motivation10,436 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 2000Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments6,398 cited
  • 1986Prediction of goal-directed behavior: Attitudes, intentions, and perceived behavioral control5,523 cited
  • 1985Action control : from cognition to behavior3,431 cited
  • 1996Applications of structural equation modeling in marketing and consumer research: A review2,550 cited
  • 1989An Empirical Examination of the Structural Antecedents of Attitude toward the Ad in an Advertising Pretesting Context2,191 cited
  • 1983Sociological Methodology 1982

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1,917 cited
  • 2001Why Some New Products are More Successful than Others1,470 cited
  • Cited by

    • 2010How does product program innovativeness affect customer satisfaction? A comparison of goods and services122 cited
    • 2016Frontline Employees' Innovative Service Behavior as Key to Customer Loyalty: Insights into FLEs' Resource Gain Spiral105 cited
    • 2013Multilevel Research in the Field of Organizational Behavior101 cited
    • 2012Group influences of selling teams on industrial salespeople’s cross-selling behavior85 cited
    • 2013The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction82 cited
    • 2020Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions69 cited
    • 2009The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales68 cited
    • 2017The role of leadership in salespeople’s price negotiation behavior56 cited
    • 2008Effects of Salesperson Experience, Age, and Goal Setting on New Product Performance Trajectory: A Growth Curve Modeling Approach56 cited
    • 2015Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling53 cited
    • 2016Getting business-to-business salespeople to implement strategies associated with introducing new products and services52 cited
    • 2019The dark side of salesperson brand identification in the luxury sector: When brand orientation generates management issues and negative customer perception48 cited
    • 2017Are conservative approaches to new product selling a blessing in disguise?43 cited
    • 2020Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships42 cited
    • 2021The ambivalent role of monetary sales incentives in service innovation selling40 cited
    • 2014The Role of Sales in NPD : An Investigation of the U.S. Health‐Care Industry38 cited