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Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?
16 references·16 citing·48 second hopsampled
Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)Drivers of sales performance: a contempor…Methods of Meta-Analysis: Correcting Error and Bias in Research Findings (2015)Methods of Meta-Analysis: Cor…Evolving to a New Dominant Logic for Marketing (2003)Evolving to a New Dominant Lo…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Job Burnout (2001)Job BurnoutCrafting a Job: Revisioning Employees as Active Crafters of Their Work (2001)Crafting a Job: Revisioning E…Practical Meta-Analysis (2000)Practical Meta-AnalysisThe Behavioral Consequences of Service Quality (1996)The Behavioral Consequences o…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Handbook of industrial and organizational psychology (1993)Handbook of industrial and or…Agency Theory: An Assessment and Review (1989)Agency Theory: An Assessment …Statistical Methods for Meta-Analysis (1988)Statistical Methods for Meta-…Increasing Returns and Long-Run Growth (1986)Increasing Returns and Long-R…A Conceptual Model of Service Quality and Its Implications for Future Research (1985)A Conceptual Model of Service…The file drawer problem and tolerance for null results. (1979)The file drawer problem and t…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Handbook of Industrial and Organizational Psychology. (1977)Handbook of Industrial and Or…A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance (2022)A self-determination theory-b…The transformation of professional selling: Implications for leading the modern sales organization (2018)The transformation of profess…The double-edged effects of perceived knowledge hiding: empirical evidence from the sales context (2018)The double-edged effects of p…The role of climate: implications for service employee engagement and customer service performance (2017)The role of climate: implicat…The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness (2017)The role of a solutions sales…Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler (2017)Social media use in B2b sales…Meta-analysis: integrating accumulated knowledge (2017)Meta-analysis: integrating ac…Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance (2015)Social Networks within Sales …Does the Customer Matter Most? Exploring Strategic Frontline Employees’ Influence of Customers, the Internal Business Team, and External Business Partners (2015)Does the Customer Matter Most…Regulation of emotions, interpersonal conflict, and job performance for salespeople (2014)Regulation of emotions, inter…Examining the Drivers and Performance Implications of Boundary Spanner Creativity (2013)Examining the Drivers and Per…Buyers’ perceived switching costs and switching: a meta-analytic assessment of their antecedents (2013)Buyers’ perceived switching c…Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment (2012)Revolution in Sales: The Impa…Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills (2012)Gaining and leveraging custom…Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas (2012)Advancing Sales Performance R…Marketing of the Life Sciences: A New Framework and Research Agenda for a Nascent Field (2009)Marketing of the Life Science…SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)Measuring Service Quality: A Reexamination and Extension (1992)The Different Roles of Satisfaction, Trust, and Commitment in Customer Relationships (1999)Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments (2000)Understanding Customer Experience Throughout the Customer Journey (2016)Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)Advertising as Information (1974)Breaking Free from Product Marketing (1977)Strategic Management and Marketing in the Service Sector (1984)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)STRATEGY IN EMERGING ECONOMIES. 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References

  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1985A Conceptual Model of Service Quality and Its Implications for Future Research21,635 cited
  • 1986Increasing Returns and Long-Run Growth20,133 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 2003Evolving to a New Dominant Logic for Marketing14,777 cited
  • 1989Agency Theory: An Assessment and Review13,327 cited
  • 2001Job Burnout12,831 cited
  • 1996The Behavioral Consequences of Service Quality11,994 cited
  • 1977Handbook of Industrial and Organizational Psychology.11,945 cited
  • 1988Statistical Methods for Meta-Analysis10,330 cited
  • 2000Practical Meta-Analysis9,196 cited
  • 1979The file drawer problem and tolerance for null results.9,043 cited
  • 2015Methods of Meta-Analysis: Correcting Error and Bias in Research Findings5,540 cited
  • 1993Handbook of industrial and organizational psychology5,339 cited
  • 2001Crafting a Job: Revisioning Employees as Active Crafters of Their Work

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Cited by

  • 2015Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance282 cited
  • 2017Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler255 cited
  • 2012Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment241 cited
  • 2017Meta-analysis: integrating accumulated knowledge227 cited
  • 2012Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas209 cited
  • 2012Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills192 cited
  • 2018The double-edged effects of perceived knowledge hiding: empirical evidence from the sales context182 cited
  • 2015Does the Customer Matter Most? Exploring Strategic Frontline Employees’ Influence of Customers, the Internal Business Team, and External Business Partners178 cited
  • 2013Buyers’ perceived switching costs and switching: a meta-analytic assessment of their antecedents174 cited
  • 2009Marketing of the Life Sciences: A New Framework and Research Agenda for a Nascent Field159 cited
  • 2017The role of climate: implications for service employee engagement and customer service performance142 cited
  • 2018The transformation of professional selling: Implications for leading the modern sales organization140 cited
  • 2022A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance140 cited
  • 2017The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness135 cited
  • 2013Examining the Drivers and Performance Implications of Boundary Spanner Creativity133 cited
  • 2014Regulation of emotions, interpersonal conflict, and job performance for salespeople129 cited