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The Role of Top Management in Developing a Customer-Oriented Sales Force
16 references·2 citing·45 second hop
The Role of Top Management in Developing a Customer-Oriented Sales Force (2012)The Role of Top Management in Developing …Servant leadership, procedural justice climate, service climate, employee attitudes, and organizational citizenship behavior: A cross-level investigation. (2010)Servant leadership, procedura…How low does ethical leadership flow? Test of a trickle-down model (2008)How low does ethical leadersh…Defining and Measuring Servant Leadership Behaviour in Organizations (2008)Defining and Measuring Servan…Upper Echelons Theory: An Update (2007)Upper Echelons Theory: An Upd…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…A general approach to representing multifaceted personality constructs: Application to state self‐esteem (1994)A general approach to represe…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)Upper Echelons: The Organizat…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Representing and Testing Organizational Theories: A Holistic Construal (1982)Representing and Testing Orga…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…The Social Psychology of Organizations. (1979)The Social Psychology of Orga…Social Learning Theory. (1978)Social Learning Theory.Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Customer value-in-use monitoring in business markets: An investigation into its determinants and consequences (2023)Customer value-in-use monitor…The impact of service climate on gratitude in driving customer outcomes (2022)The impact of service climate…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)The Capabilities of Market-Driven Organizations (1994)Market Orientation and the Learning Organization (1995)Customer value: The next source for competitive advantage (1997)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-Reports in Organizational Research: Problems and Prospects (1986)Structural Equations with Latent Variables. 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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error113,385 cited
  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.84,999 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.42,320 cited
  • 1978Social Learning Theory.25,528 cited
  • 1984Upper Echelons: The Organization as a Reflection of Its Top Managers16,343 cited
  • 1979The Social Psychology of Organizations.12,305 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1993Market Orientation: Antecedents and Consequences8,825 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,728 cited
  • 2007Upper Echelons Theory: An Update5,020 cited
  • 1982Representing and Testing Organizational Theories: A Holistic Construal2,062 cited
  • 2008How low does ethical leadership flow? Test of a trickle-down model1,627 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1994A general approach to representing multifaceted personality constructs: Application to state self‐esteem1,483 cited
  • 2010Servant leadership, procedural justice climate, service climate, employee attitudes, and organizational citizenship behavior: A cross-level investigation.

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956 cited
  • 2008Defining and Measuring Servant Leadership Behaviour in Organizations782 cited
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    • 2022The impact of service climate on gratitude in driving customer outcomes13 cited
    • 2023Customer value-in-use monitoring in business markets: An investigation into its determinants and consequences13 cited