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Information Asymmetry Between Salesperson and Supervisor: Postulates from Agency and Social Exchange Theories
16 references·16 citing·28 second hopsampled
Information Asymmetry Between Salesperson and Supervisor: Postulates from Agency and Social Exchange Theories (1997)Information Asymmetry Between Salesperson…Exchange and Power in Social Life (2017)Exchange and Power in Social …Why People Obey the Law (2006)Why People Obey the LawCITIZENSHIP BEHAVIOR AND SOCIAL EXCHANGE. (1994)CITIZENSHIP BEHAVIOR AND SOCI…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)A Model of Distributor Firm a…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…A Taxonomy of Organizational Justice Theories (1987)A Taxonomy of Organizational …What Should Be Done with Equity Theory? (1980)What Should Be Done with Equi…Trust and Power (1979)Trust and PowerReview of Psychometric theory (2nd ed.). (1979)Review of Psychometric theory…Marketing Research: Methodological Foundations (1977)Marketing Research: Methodolo…Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Markets and Hierarchies: Anal…Toward a theory of task motivation and incentives (1968)Toward a theory of task motiv…Exchange and Power in Social Life. (1965)Exchange and Power in Social …The Social Psychology of Groups (1960)The Social Psychology of Grou…The Social Psychology of Groups (1959)The Social Psychology of Grou…Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes (2023)Salespeople and teams as stak…Positive feedback, feedback seeking and performance: Feedback orientation as a moderator (2023)Positive feedback, feedback s…To be or not to be: a review of the (un)ethical salespeople literature (2022)To be or not to be: a review …Exploring the organizational factors affecting salesforce ethical behavior: a review-based article (2020)Exploring the organizational …Does it pay to be proactive? Testing proactiveness and the joint effect of internal and external collaboration on key account manager performance (2018)Does it pay to be proactive? …Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review (2018)Clustering the mediators betw…Trust, information asymmetry and professional service online referral agents (2017)Trust, information asymmetry …Are information asymmetry and sharing good, bad, or context dependent? A meta-analytic review (2015)Are information asymmetry and…An agency theory scale for financial services (2015)An agency theory scale for fi…IMPACT OF ORGANISATIONAL FACTORS ON BUDGETARY SLACK (2014)IMPACT OF ORGANISATIONAL FACT…The effects of information asymmetry on budget slack: An experimental research (2013)The effects of information as…Gestaltung und Erfolgsauswirkungen der Absatzplanung: Eine branchenübergreifende empirische Analyse (2008)Gestaltung und Erfolgsauswirk…Salespeople as information gatherers: Associated success factors (2006)Salespeople as information ga…Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations (2003)Starting to Solve the Method …Influence of Control Systems on Opportunistic Behaviors of Salespeople: A Test of Gender Differences (2002)Influence of Control Systems …Optimism and Street-Smarts: Identifying and Improving Salesperson Intelligence (1999)Optimism and Street-Smarts: I…A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Significance tests and goodness of fit in the analysis of covariance structures. (1980)The Framing of Decisions and the Psychology of Choice (1981)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)FOUNDATION FOR A GENERAL STRAIN THEORY OF CRIME AND DELINQUENCY* (1992)Why should i share? examining social capital and knowledge contribution in electronic networks of practice (2005)Social Exchange Theory (2006)Legitimacy and Authority in International Politics (1999)Political Trust and Trustworthiness (2000)The Role of Procedural Justice and Legitimacy in Shaping Public Support for Policing (2003)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Separation of Ownership and Control (1983)The Commitment-Trust Theory of Relationship Marketing (1994)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Beyond Accuracy: What Data Quality Means to Data Consumers (1996)The Impact of Technostress on Role Stress and Productivity (2007)Evaluation of Structural Equation Models Using the Partial Least Squares (PLS) Approach (2009)A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies (2000)Social Capital in the Creation of Human Capital (2000)Inequity In Social Exchange (1965)Social Capital: Its Origins and Applications in Modern Sociology (1998)
this work references cited by second hop· second hop is a sample of the most-cited connections

References

  • 2017Exchange and Power in Social Life15,909 cited
  • 1965Exchange and Power in Social Life.13,624 cited
  • 1976Markets and Hierarchies: Analysis and Antitrust Implications.13,381 cited
  • 1979Review of Psychometric theory (2nd ed.).11,425 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1959The Social Psychology of Groups5,898 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 2006Why People Obey the Law5,146 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1977Marketing Research: Methodological Foundations4,351 cited
  • 1979Trust and Power3,065 cited
  • 1980What Should Be Done with Equity Theory?3,007 cited
  • 1968Toward a theory of task motivation and incentives2,409 cited
  • 1987A Taxonomy of Organizational Justice Theories2,308 cited
  • 1960The Social Psychology of Groups2,173 cited
  • 1994CITIZENSHIP BEHAVIOR AND SOCIAL EXCHANGE.1,926 cited

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Cited by

  • 2006Salespeople as information gatherers: Associated success factors59 cited
  • 2015Are information asymmetry and sharing good, bad, or context dependent? A meta-analytic review55 cited
  • 1999Optimism and Street-Smarts: Identifying and Improving Salesperson Intelligence47 cited
  • 2003Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations40 cited
  • 2013The effects of information asymmetry on budget slack: An experimental research27 cited
  • 2018Does it pay to be proactive? Testing proactiveness and the joint effect of internal and external collaboration on key account manager performance27 cited
  • 2015An agency theory scale for financial services26 cited
  • 2002Influence of Control Systems on Opportunistic Behaviors of Salespeople: A Test of Gender Differences25 cited
  • 2017Trust, information asymmetry and professional service online referral agents19 cited
  • 2014IMPACT OF ORGANISATIONAL FACTORS ON BUDGETARY SLACK19 cited
  • 2018Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review18 cited
  • 2020Exploring the organizational factors affecting salesforce ethical behavior: a review-based article17 cited
  • 2023Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes17 cited
  • 2022To be or not to be: a review of the (un)ethical salespeople literature16 cited
  • 2008Gestaltung und Erfolgsauswirkungen der Absatzplanung: Eine branchenübergreifende empirische Analyse16 cited
  • 2023Positive feedback, feedback seeking and performance: Feedback orientation as a moderator7 cited