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Applying Learned Optimism to Increase Sales Productivity
9 references·16 citing·36 second hop
Applying Learned Optimism to Increase Sales Productivity (1999)Applying Learned Optimism to Increase Sal…Explanatory Style and Illness (1987)Explanatory Style and IllnessExplanatory style as a predictor of productivity and quitting among life insurance sales agents. (1986)Explanatory style as a predic…An attributional theory of achievement motivation and emotion. (1985)An attributional theory of ac…The attributional Style Questionnaire (1982)The attributional Style Quest…Depressive attributional style. (1979)Depressive attributional styl…Learned helplessness in humans: Critique and reformulation. (1978)Learned helplessness in human…Cognitive Therapy and the Emotional Disorders (1977)Cognitive Therapy and the Emo…Helplessness: On Depression, Development, and Death (1975)Helplessness: On Depression, …Cognitive Therapy and the Emotional Disorders (1975)Cognitive Therapy and the Emo…Keeping Positive and Building Strength (2015)Keeping Positive and Building…Top Management Team Shared Leadership and Organizational Ambidexterity: a Moderated Mediation Framework (2013)Top Management Team Shared Le…Where to go from here: Integration and future research on work engagement (2010)Where to go from here: Integr…Performance of College Students: Impact of Study Time and Study Habits (2010)Performance of College Studen…Transformational and transactional leadership styles, followers' positive and negative emotions, and performance in German nonprofit orchestras (2009)Transformational and transact…Enhancing performance through goal setting, engagement, and optimism (2009)Enhancing performance through…Leadership Style and Team Processes in Self-Managed Teams (2008)Leadership Style and Team Pro…Perceiving Emotion in the Buyer–Seller Interchange: The Moderated Impact on Performance (2007)Perceiving Emotion in the Buy…Optimism, Stress, Life Satisfaction, and Job Burnout in Restaurant Managers (2007)Optimism, Stress, Life Satisf…Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations (2006)Learning and Performance Goal…Development of a core confidence-higher order construct. (2006)Development of a core confide…Attribution Theory in Industrial and Organizational Psychology: A Review (2006)Attribution Theory in Industr…Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure (2005)Bouncing Back: How Salesperso…Top management team process, shared leadership, and new venture performance: a theoretical model and research agenda (2003)Top management team process, …A Measure of Selling Skill: Scale Development and Validation (2002)A Measure of Selling Skill: S…Positive Approach To Leadership (PAL) Implications for Today's Organizations (2001)Positive Approach To Leadersh…Self-Reports in Organizational Research: Problems and Prospects (1986)Exploration and Exploitation in Organizational Learning (1991)Common method biases in behavioral research: A critical review of the literature and recommended remedies. 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this work references cited by second hop

References

  • 1985An attributional theory of achievement motivation and emotion.7,833 cited
  • 1975Cognitive Therapy and the Emotional Disorders7,244 cited
  • 1978Learned helplessness in humans: Critique and reformulation.7,117 cited
  • 1975Helplessness: On Depression, Development, and Death6,180 cited
  • 1977Cognitive Therapy and the Emotional Disorders2,889 cited
  • 1982The attributional Style Questionnaire1,809 cited
  • 1979Depressive attributional style.1,099 cited
  • 1986Explanatory style as a predictor of productivity and quitting among life insurance sales agents.506 cited
  • 1987Explanatory Style and Illness249 cited

Cited by

  • 2006Development of a core confidence-higher order construct.309 cited
  • 2013Top Management Team Shared Leadership and Organizational Ambidexterity: a Moderated Mediation Framework269 cited
  • 2003Top management team process, shared leadership, and new venture performance: a theoretical model and research agenda240 cited
  • 2010Performance of College Students: Impact of Study Time and Study Habits236 cited
  • 2002A Measure of Selling Skill: Scale Development and Validation218 cited
  • 2015Keeping Positive and Building Strength

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

217 cited
  • 2007Optimism, Stress, Life Satisfaction, and Job Burnout in Restaurant Managers171 cited
  • 2010Where to go from here: Integration and future research on work engagement164 cited
  • 2009Enhancing performance through goal setting, engagement, and optimism132 cited
  • 2008Leadership Style and Team Processes in Self-Managed Teams127 cited
  • 2009Transformational and transactional leadership styles, followers' positive and negative emotions, and performance in German nonprofit orchestras119 cited
  • 2001Positive Approach To Leadership (PAL) Implications for Today's Organizations114 cited
  • 2006Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations113 cited
  • 2006Attribution Theory in Industrial and Organizational Psychology: A Review107 cited
  • 2005Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure103 cited
  • 2007Perceiving Emotion in the Buyer–Seller Interchange: The Moderated Impact on Performance93 cited