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The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction
16 references·16 citing·41 second hopsampled
The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction (2013)The curvilinear and conditional effects o…Cognitive Load Theory and Complex Learning: Recent Developments and Future Directions (2005)Cognitive Load Theory and Com…Multicollinearity and Measurement Error in Structural Equation Models: Implications for Theory Testing (2004)Multicollinearity and Measure…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…The Loyalty Effect (2001)The Loyalty EffectCutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)Cutoff criteria for fit index…Cognitive Architecture and Instructional Design (1998)Cognitive Architecture and In…Power analysis and determination of sample size for covariance structure modeling. (1996)Power analysis and determinat…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment (1988)An Updated Paradigm for Scale…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…A meta-analysis and conceptual critique of research on role ambiguity and role conflict in work settings (1985)A meta-analysis and conceptua…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Role Conflict and Ambiguity in Complex Organizations (1970)Role Conflict and Ambiguity i…Organizational Stress: Studies in Role Conflict and Ambiguity. (1965)Organizational Stress: Studie…The contingent effects of innovative digital sales technologies on B2B firms’ financial performance (2024)The contingent effects of inn…A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use (2023)A desire for success: Explori…Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario (2021)Capability management control…Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context (2019)The divergent effects of orga…How logistics service quality and product quality matter in the retailer–customer relationship of food drive-throughs (2019)How logistics service quality…Boosting sales force morale in highly dynamic, complex markets: The role of job resources (2018)Boosting sales force morale i…Are mobile devices a blessing or a curse? Effects of mobile technology use on salesperson role stress and job satisfaction (2018)Are mobile devices a blessing…Alleviating job stress to improve service employee work affect: the influence of rewarding (2017)Alleviating job stress to imp…Exploring The State of Salesperson Insecurity: How It Emerges and Why It Matters? (2016)Exploring The State of Salesp…The effect of ‘can do’ and ‘reason to’ motivations on service–sales ambidexterity (2015)The effect of ‘can do’ and ‘r…Investing in Buyer–Seller Relationships in Transitional Markets: A Market–Based Assets Perspective (2015)Investing in Buyer–Seller Rel…Can salespeople lead themselves? Thought self-leadership strategies and their influence on sales performance (2015)Can salespeople lead themselv…A contingency model of emotional intelligence in professional selling (2015)A contingency model of emotio…Why people quit: Explaining employee turnover intentions among export sales managers (2014)Why people quit: Explaining e…Contingent cross-selling and up-selling relationships with performance and job satisfaction: an MOA-theoretic examination (2014)Contingent cross-selling and …Significance tests and goodness of fit in the analysis of covariance structures. (1980)Structural Equations with Latent Variables. (1991)Alternative Ways of Assessing Model Fit (1992)Fit indices in covariance structure modeling: Sensitivity to underparameterized model misspecification. (1998)Evaluating the use of exploratory factor analysis in psychological research. 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(1994)Why Minimal Guidance During Instruction Does Not Work: An Analysis of the Failure of Constructivist, Discovery, Problem-Based, Experiential, and Inquiry-Based Teaching (2006)Focus on Formative Feedback (2008)Cognitive Load Theory (2011)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-Reports in Organizational Research: Problems and Prospects (1986)Technology Acceptance Model 3 and a Research Agenda on Interventions (2008)Sources of Method Bias in Social Science Research and Recommendations on How to Control It (2011)Common Method Bias in PLS-SEM (2015)Construct validity in psychological tests. (1955)Review of Psychometric theory (2nd ed.). 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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1999Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives108,592 cited
  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1996Power analysis and determination of sample size for covariance structure modeling.10,386 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
  • 1998Cognitive Architecture and Instructional Design6,017 cited
  • 1970Role Conflict and Ambiguity in Complex Organizations5,257 cited
  • 1965Organizational Stress: Studies in Role Conflict and Ambiguity.3,016 cited
  • 2005Cognitive Load Theory and Complex Learning: Recent Developments and Future Directions2,204 cited
  • 1985A meta-analysis and conceptual critique of research on role ambiguity and role conflict in work settings1,818 cited
  • 2001The Loyalty Effect1,406 cited

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  • 2004Multicollinearity and Measurement Error in Structural Equation Models: Implications for Theory Testing1,227 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • Cited by

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    • 2014Why people quit: Explaining employee turnover intentions among export sales managers57 cited
    • 2015Can salespeople lead themselves? Thought self-leadership strategies and their influence on sales performance57 cited
    • 2015A contingency model of emotional intelligence in professional selling57 cited
    • 2019How logistics service quality and product quality matter in the retailer–customer relationship of food drive-throughs55 cited
    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 2017Alleviating job stress to improve service employee work affect: the influence of rewarding49 cited
    • 2023A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use35 cited
    • 2015Investing in Buyer–Seller Relationships in Transitional Markets: A Market–Based Assets Perspective32 cited
    • 2018Boosting sales force morale in highly dynamic, complex markets: The role of job resources30 cited
    • 2024The contingent effects of innovative digital sales technologies on B2B firms’ financial performance29 cited
    • 2016Exploring The State of Salesperson Insecurity: How It Emerges and Why It Matters?28 cited
    • 2019The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context26 cited
    • 2021Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario25 cited