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When Intelligence is (Dys)Functional for Achieving Sales Performance
16 references·4 citing·47 second hop
When Intelligence is (Dys)Functional for Achieving Sales Performance (2008)When Intelligence is (Dys)Functional for …Handbook of Personality: Theory and Research (2008)Handbook of Personality: Theo…Evolving to a New Dominant Logic for Marketing (2003)Evolving to a New Dominant Lo…Deliberate Learning and the Evolution of Dynamic Capabilities (2002)Deliberate Learning and the E…Working with Emotional Intelligence (1999)Working with Emotional Intell…What's your strategy for managing knowledge? (1999)What's your strategy for mana…The Big Five Trait taxonomy: History, measurement, and theoretical perspectives. (1999)The Big Five Trait taxonomy: …Psychological Safety and Learning Behavior in Work Teams (1999)Psychological Safety and Lear…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Distinguishing optimism from neuroticism (and trait anxiety, self-mastery, and self-esteem): A reevaluation of the Life Orientation Test. (1994)Distinguishing optimism from …Multiple intelligences: the theory in practice (1993)Multiple intelligences: the t…Human Cognitive Abilities (1993)Human Cognitive AbilitiesTHE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS (1991)THE BIG FIVE PERSONALITY DIME…Absorptive Capacity: A New Perspective on Learning and Innovation (1990)Absorptive Capacity: A New Pe…Increasing Returns and Long-Run Growth (1986)Increasing Returns and Long-R…Society and the Adolescent Self-Image (1965)Society and the Adolescent Se…"General Intelligence," Objectively Determined and Measured (1904)"General Intelligence," Objec…The past, present, and future of adaptive selling: Toward an integrative framework (2025)The past, present, and future…Lonely and Insecure: How salesperson Well-Being impacts performance (2024)Lonely and Insecure: How sale…The role of customer entertainment in B2B sales strategy: Comparative insights from professional buyers and salespeople (2020)The role of customer entertai…What makes sales presentations effective – a buyer‐seller perspective (2012)What makes sales presentation…An alternative "description of personality": The Big-Five factor structure. 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this work references cited by second hop

References

  • 1990Absorptive Capacity: A New Perspective on Learning and Innovation35,597 cited
  • 1965Society and the Adolescent Self-Image30,118 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1986Increasing Returns and Long-Run Growth20,133 cited
  • 2003Evolving to a New Dominant Logic for Marketing14,777 cited
  • 1999Psychological Safety and Learning Behavior in Work Teams11,982 cited
  • 1991THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS8,686 cited
  • 1999The Big Five Trait taxonomy: History, measurement, and theoretical perspectives.7,993 cited
  • 2008Handbook of Personality: Theory and Research7,847 cited
  • 1994Distinguishing optimism from neuroticism (and trait anxiety, self-mastery, and self-esteem): A reevaluation of the Life Orientation Test.7,454 cited
  • 2002Deliberate Learning and the Evolution of Dynamic Capabilities6,953 cited
  • 1999Working with Emotional Intelligence6,248 cited
  • 1904"General Intelligence," Objectively Determined and Measured6,205 cited
  • 1993Human Cognitive Abilities4,120 cited
  • 1999What's your strategy for managing knowledge?4,115 cited

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  • 1993Multiple intelligences: the theory in practice3,788 cited
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    • 2012What makes sales presentations effective – a buyer‐seller perspective30 cited
    • 2020The role of customer entertainment in B2B sales strategy: Comparative insights from professional buyers and salespeople28 cited
    • 2024Lonely and Insecure: How salesperson Well-Being impacts performance18 cited
    • 2025The past, present, and future of adaptive selling: Toward an integrative framework14 cited