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Motivating Salespeople to Contribute to Marketing Intelligence Activities: An Expectancy Theory Approach
16 references·2 citing·35 second hop
Motivating Salespeople to Contribute to Marketing Intelligence Activities: An Expectancy Theory Approach (2012)Motivating Salespeople to Contribute to M…The Motivation to Work (2017)The Motivation to WorkMotivation and Personality (2016)Motivation and PersonalityOrganisational Behaviour (2014)Organisational BehaviourFactors That Motivate Business Faculty to Conduct Research: An Expectancy Theory Analysis (2006)Factors That Motivate Busines…Quality Managemnet and Quality Assurance Standards—Part 3 (2004)Quality Managemnet and Qualit…Marketing management: analysis. planning. implementation and control (2000)Marketing management: analysi…Motivation and Personality (1997)Motivation and PersonalityBehavior-Based and Outcome-Based Salesforce Control Systems (1993)Behavior-Based and Outcome-Ba…Selling Activity and Sales Position Taxonomies for Industrial Salesforces (1986)Selling Activity and Sales Po…Budgetary Participation, Motivation, and Managerial Performance. (1986)Budgetary Participation, Moti…THE HUMAN SIDE OF ENTERPRISE (1985)THE HUMAN SIDE OF ENTERPRISEThe Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Expectancy Theory Predictions of Salesmen's Performance (1974)Expectancy Theory Predictions…Work and motivation (1964)Work and motivationTowards an understanding of inequity. (1963)Towards an understanding of i…The Use of Influence Tactics and Outcome Valence on Goal Commitment for Assigned Student Team Projects (2016)The Use of Influence Tactics …Relationships among perceptions of organizational politics (POPs), work motivation and salesperson performance (2015)Relationships among perceptio…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences (1988)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)A Theory of Social Comparison Processes (1954)Social Behavior: Its Elementary Forms (1963)New directions in equity research. (1973)FOUNDATION FOR A GENERAL STRAIN THEORY OF CRIME AND DELINQUENCY* (1992)What's the difference? diversity constructs as separation, variety, or disparity in organizations (2007)Generalized expectancies for internal versus external control of reinforcement. (1966)An empirical test of a new theory of human needs (1969)Business ethics: A literature review with a focus on marketing ethics (1989)Measurement Issues in Cross-National Research (1995)Service Customization Through Employee Adaptiveness (2005)The theory of planned behavior (1991)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Self‐determination theory and work motivation (2005)PSYCHOLOGICAL CONDITIONS OF PERSONAL ENGAGEMENT AND DISENGAGEMENT AT WORK. (1990)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)Handbook of Positive Psychology (2001)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Customer Loyalty: Toward an Integrated Conceptual Framework (1994)Evolving to a New Dominant Logic for Marketing (2003)The External Control of Organizations. (1978)Teaching For Quality Learning At University (1999)Workplace spirituality and employee work attitudes (2003)Positive Psychology in Clinical Practice (2004)Media, Tasks, and Communication Processes: A Theory of Media Synchronicity1 (2008)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)The Camberwell Assessment of Need: The Validity and Reliability of an Instrument to Assess the Needs of People with Severe Mental Illness (1995)Toward A Hierarchical Model of Intrinsic and Extrinsic Motivation (1997)The Unfolding Story of the Second Demographic Transition (2010)
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References

  • 1997Motivation and Personality15,128 cited
  • 1964Work and motivation10,436 cited
  • 2000Marketing management: analysis. planning. implementation and control6,649 cited
  • 2017The Motivation to Work5,564 cited
  • 1963Towards an understanding of inequity.5,146 cited
  • 1985THE HUMAN SIDE OF ENTERPRISE4,850 cited
  • 2016Motivation and Personality1,801 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1993Behavior-Based and Outcome-Based Salesforce Control Systems635 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
  • 2004Quality Managemnet and Quality Assurance Standards—Part 3451 cited
  • 2014Organisational Behaviour416 cited
  • 1986Budgetary Participation, Motivation, and Managerial Performance.374 cited
  • 1974Expectancy Theory Predictions of Salesmen's Performance260 cited
  • 1986Selling Activity and Sales Position Taxonomies for Industrial Salesforces236 cited
  • 2006Factors That Motivate Business Faculty to Conduct Research: An Expectancy Theory Analysis

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205 cited

Cited by

  • 2015Relationships among perceptions of organizational politics (POPs), work motivation and salesperson performance17 cited
  • 2016The Use of Influence Tactics and Outcome Valence on Goal Commitment for Assigned Student Team Projects5 cited