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Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself
16 references·1 citing·50 second hop
Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself (1994)Perceptions and Attitudes of Salespeople …Selling Activity and Sales Position Taxonomies for Industrial Salesforces (1986)Selling Activity and Sales Po…Salesforce Socialization (1986)Salesforce SocializationA Path-Analytic Study of a Model of Salesperson Performance (1986)A Path-Analytic Study of a Mo…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Supervisory Behavior, Role Stress, and the Job Satisfaction of Industrial Salespeople (1983)Supervisory Behavior, Role St…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…The Sales Manager's Bases of Social Power and Influence upon the Sales Force (1980)The Sales Manager's Bases of …The measurement of organizational commitment (1979)The measurement of organizati…Territory Sales Response (1979)Territory Sales ResponseComparative examination of three approaches to the prediction of turnover. (1979)Comparative examination of th…A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role Clarity (1979)A Path Analysis of Causes and…Supervisor influence and subordinate mobility aspirations as moderators of consideration and initiating structure. (1978)Supervisor influence and subo…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…A Multistage Decision Model for Salesforce Management (1977)A Multistage Decision Model f…Organizational Climate and Job Satisfaction in the Salesforce (1976)Organizational Climate and Jo…Employee satisfaction: Work-related and personal factors (2010)Employee satisfaction: Work-r…Coefficient Alpha and the Internal Structure of Tests (1951)Organizational commitment, job satisfaction, and turnover among psychiatric technicians. (1974)The measurement and antecedents of affective, continuance and normative commitment to the organization (1990)A three-component conceptualization of organizational commitment (1991)The Commitment-Trust Theory of Relationship Marketing (1994)Work and motivation (1964)The nature and causes of job satisfaction (1976)Attitude-behavior relations: A theoretical analysis and review of empirical research. (1977)The Impact of Role Variables on IS Personnel Work Attitudes and Intentions (1985)Turnover Theory at the Empirical Interface: Problems of Fit and Function (2002)Experience sampling mood and its correlates at work (2005)Power-Dependence Relations (1962)Self-monitoring of expressive behavior. (1974)The Bases of Social Power (1986)The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)A Parsimonious Estimating Technique for Interaction and Quadratic Latent Variables (1995)Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis (2006)Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors (1978)The Determinants of Salesperson Performance: A Meta-Analysis (1985)Role Stress, Work-Family Conflict and Emotional Exhaustion: Inter-Relationships and Effects on Some Work-Related Consequences (1997)Salesperson creative performance: conceptualization, measurement, and nomological validity (2002)Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment (2012)Overcoming Resistance to Change (1948)Role Conflict and Ambiguity in Complex Organizations (1970)Employee reactions to job characteristics. (1971)Performance and Satisfaction in an Industrial Sales Force: An Examination of Their Antecedents and Simultaneity (1980)Antecedents and consequences of role stress: A covariance structure analysis (1989)A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment (1990)A Path Goal Theory of Leader Effectiveness (1971)Review of Psychometric theory (2nd ed.). (1979)Work Role Ambiguity, Job Satisfaction, and Job Performance: Meta-Analyses and Review (1994)The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships (1999)An Empirical Test of Trust-Building Processes and Outcomes in Sales Manager–Salesperson Relationships (2003)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)A theory of human motivation. (1943)Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance (1985)The effect of work climate on critical employee and customer outcomes (2001)Motivation and Personality (2016)Motivation reconsidered: The concept of competence. (1959)A vertical dyad linkage approach to leadership within formal organizations (1975)Motivation through the design of work: test of a theory (1976)The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry (1991)Friends, Businesspeople, and Relationship Roles: A Conceptual Framework and a Research Agenda (2006)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)
this work references cited by second hop

References

  • 1979The measurement of organizational commitment8,817 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
  • 1976Organizational Climate and Job Satisfaction in the Salesforce437 cited
  • 1979Comparative examination of three approaches to the prediction of turnover.303 cited
  • 1986Salesforce Socialization298 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research290 cited
  • 1983Supervisory Behavior, Role Stress, and the Job Satisfaction of Industrial Salespeople268 cited
  • 1986Selling Activity and Sales Position Taxonomies for Industrial Salesforces236 cited
  • 1986A Path-Analytic Study of a Model of Salesperson Performance190 cited
  • 1979A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role Clarity142 cited
  • 1980The Sales Manager's Bases of Social Power and Influence upon the Sales Force135 cited
  • 1979Territory Sales Response110 cited
  • 1977A Multistage Decision Model for Salesforce Management

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82 cited
  • 1978Supervisor influence and subordinate mobility aspirations as moderators of consideration and initiating structure.54 cited
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    • 2010Employee satisfaction: Work-related and personal factors15 cited