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Effects of considering uncontrollable factors in sales force performance evaluation
16 references·6 citing·41 second hop
Effects of considering uncontrollable factors in sales force performance evaluation (2000)Effects of considering uncontrollable fac…Communication And Persuasion (2017)Communication And PersuasionJournal of Applied Social Psychology (2010)Journal of Applied Social Psy…Basics of Structural Equation Modeling (1998)Basics of Structural Equation…An integrative framework for explaining reactions to decisions: Interactive effects of outcomes and procedures. (1996)An integrative framework for …LISREL 7 : user's reference guide (1989)LISREL 7 : user's reference g…The Social Psychology of Procedural Justice (1988)The Social Psychology of Proc…An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment (1988)An Updated Paradigm for Scale…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Consequences of individual feedback on behavior in organizations. (1979)Consequences of individual fe…The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)The Intuitive Psychologist An…Inequity In Social Exchange (1965)Inequity In Social ExchangeWork and motivation (1964)Work and motivationThe psychology of interpersonal relations. (1958)The psychology of interperson…The Psychology of Interpersonal Relations. (1958)The Psychology of Interperson…Communication and persuasion (1954)Communication and persuasionPerformans Değerlendirme Üzerine Türkiye’de Yazılan Lisansüstü Tezlerin İncelenmesi (2024)Performans Değerlendirme Üzer…The (Un)Controllability Principle: The Benefits of Holding Employees Accountable for Uncontrollable Factors (2022)The (Un)Controllability Princ…How Behavioral Economics Should Shape the Navy’s New Evaluation System (2019)How Behavioral Economics Shou…L'effet du contrôle par les résultats sur l'engagement organisationnel affectif : Le rôle médiateur de la justice procédurale perçue (2014)L'effet du contrôle par les r…Examining the Role of Management Control Systems in the Creation of an Innovative Culture (2014)Examining the Role of Managem…Performance appraisal politics from appraisee perspective: a study of antecedents in the Indian context (2012)Performance appraisal politic…Generalized expectancies for internal versus external control of reinforcement. 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References

  • 1958The psychology of interpersonal relations.13,448 cited
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  • 1965Inequity In Social Exchange10,813 cited
  • 1964Work and motivation10,436 cited
  • 1989LISREL 7 : user's reference guide6,783 cited
  • 1988The Social Psychology of Procedural Justice6,583 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
  • 1977The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process4,168 cited
  • 2017Communication And Persuasion2,240 cited
  • 1979Consequences of individual feedback on behavior in organizations.1,821 cited
  • 1998Basics of Structural Equation Modeling1,527 cited
  • 1996An integrative framework for explaining reactions to decisions: Interactive effects of outcomes and procedures.1,375 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1954Communication and persuasion1,081 cited
  • 2010

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Journal of Applied Social Psychology
1,077 cited

Cited by

  • 2012Performance appraisal politics from appraisee perspective: a study of antecedents in the Indian context22 cited
  • 2014L'effet du contrôle par les résultats sur l'engagement organisationnel affectif : Le rôle médiateur de la justice procédurale perçue20 cited
  • 2022The (Un)Controllability Principle: The Benefits of Holding Employees Accountable for Uncontrollable Factors15 cited
  • 2014Examining the Role of Management Control Systems in the Creation of an Innovative Culture14 cited
  • 2024Performans Değerlendirme Üzerine Türkiye’de Yazılan Lisansüstü Tezlerin İncelenmesi2 cited
  • 2019How Behavioral Economics Should Shape the Navy’s New Evaluation System0 cited