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Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors
16 references·16 citing·34 second hopsampled
Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors (1978)Salesforce Performance and Satisfaction a…A Dynamic Theory of Personality - Selected Papers (2008)A Dynamic Theory of Personali…Attribution: Perceiving the Causes of Behavior (1987)Attribution: Perceiving the C…Self-esteem : its conceptualization and measurement (1976)Self-esteem : its conceptuali…Organizational Climate and Job Satisfaction in the Salesforce (1976)Organizational Climate and Jo…On predicting some of the people some of the time: The search for cross-situational consistencies in behavior. (1974)On predicting some of the peo…Toward a cognitive social learning reconceptualization of personality. (1973)Toward a cognitive social lea…Situationism in psychology: An analysis and a critique. (1973)Situationism in psychology: A…Employee reactions to job characteristics. (1971)Employee reactions to job cha…Toward an hypothesis of work behavior. (1970)Toward an hypothesis of work …Role Conflict and Ambiguity in Complex Organizations (1970)Role Conflict and Ambiguity i…Statistical Theories of Mental Test Scores (1969)Statistical Theories of Menta…Managerial Attitudes and Performance. (1968)Managerial Attitudes and Perf…Ecological Psychology: Concepts and Methods for Studying the Environment of Human Behavior (1968)Ecological Psychology: Concep…The antecedents of self-esteem (1965)The antecedents of self-esteemThe Lonely Crowd (1950)The Lonely CrowdPrinciples of topological psychology. (1936)Principles of topological psy…The Quality-of-Life (QOL) Research Movement: Past, Present, and Future (2006)The Quality-of-Life (QOL) Res…A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics (2006)A Contingency Approach to Ada…Job Satisfaction, Job Performance, and Effort: A Reexamination Using Agency Theory (2005)Job Satisfaction, Job Perform…Performance, satisfaction and turnover in call centers (2002)Performance, satisfaction and…Role stress in call centers: Its effects on employee performance and satisfaction (2001)Role stress in call centers: …The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships (1999)The Role of Emotional Exhaust…INTELLIGENCE AND JOB SATISFACTION. (1998)INTELLIGENCE AND JOB SATISFAC…Employee Behavior in a Service Environment: A Model and Test of Potential Differences between Men and Women (1998)Employee Behavior in a Servic…Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model (1996)Examining the Role of Organiz…A Structural Model Depicting Salespeople's Job Stress (1994)A Structural Model Depicting …Understanding the Domain of Cross-National Buyer-Seller Interactions (1992)Understanding the Domain of C…Personal Differences, Job Tension, Job Outcomes, and Store Performance: A Study of Retail Store Managers (1990)Personal Differences, Job Ten…Selling Activity and Sales Position Taxonomies for Industrial Salesforces (1986)Selling Activity and Sales Po…A Path-Analytic Study of a Model of Salesperson Performance (1986)A Path-Analytic Study of a Mo…Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self- Esteem, Job Satisfaction, and Motivation (1985)Some Unexplored Supervisory B…Organizational Commitment and Marketing (1985)Organizational Commitment and…A Theory of Social Comparison Processes (1954)Personality and Assessment (1968)The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)Social Learning Theory. (1978)The proactive component of organizational behavior: A measure and correlates (1993)Human Aggression (2002)A DYNAMIC THEORY OF PERSONALITY (1936)Personality: A Psychological Interpretation (1938)A social-cognitive approach to motivation and personality. (1988)A Measure of Subjective Happiness: Preliminary Reliability and Construct Validation (1999)Work and the Nature of Man. (1967)THE HUMAN SIDE OF ENTERPRISE (1985)What Constitutes a Theoretical Contribution? (1989)Motivation and Personality (1997)Self‐determination theory and work motivation (2005)The Work Design Questionnaire (WDQ): Developing and validating a comprehensive measure for assessing job design and the nature of work. (2006)Control theory: A useful conceptual framework for personality-social, clinical, and health psychology. (1982)Laddering theory, method, analysis, and interpretation. (2001)Differences Between Tight and Loose Cultures: A 33-Nation Study (2011)A Path Goal Theory of Leader Effectiveness (1971)Development and validation of work-family conflict and family-work conflict scales. (1996)Meta-Analytic review of leader-member exchange theory: Correlates and construct issues. (1997)Intraclass correlations: Uses in assessing rater reliability. (1979)What is coefficient alpha? An examination of theory and applications. (1993)Accounting for common method variance in cross-sectional research designs. (2001)Extrinsic and Intrinsic Motivation to Use Computers in the Workplace 1 (1992)When Work And Family Are Allies: A Theory Of Work-Family Enrichment (2006)The processes of causal attribution. (1973)Role congruity theory of prejudice toward female leaders. (2002)Self-discrepancy: A theory relating self and affect. (1987)A Psychobiological Model of Temperament and Character (1993)Handbook of Positive Psychology (2001)The Psychology of Interpersonal Relations. (1958)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)
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References

  • 1969Statistical Theories of Mental Test Scores8,023 cited
  • 1970Role Conflict and Ambiguity in Complex Organizations5,257 cited
  • 1965The antecedents of self-esteem4,663 cited
  • 1936Principles of topological psychology.3,934 cited
  • 1987Attribution: Perceiving the Causes of Behavior3,713 cited
  • 1973Toward a cognitive social learning reconceptualization of personality.3,181 cited
  • 1971Employee reactions to job characteristics.2,442 cited
  • 1968Managerial Attitudes and Performance.2,209 cited
  • 1968Ecological Psychology: Concepts and Methods for Studying the Environment of Human Behavior1,726 cited
  • 1974On predicting some of the people some of the time: The search for cross-situational consistencies in behavior.1,293 cited
  • 1950The Lonely Crowd1,253 cited
  • 1973Situationism in psychology: An analysis and a critique.1,096 cited
  • 1970Toward an hypothesis of work behavior.763 cited
  • 2008A Dynamic Theory of Personality - Selected Papers741 cited
  • 1976Self-esteem : its conceptualization and measurement534 cited
  • 1976Organizational Climate and Job Satisfaction in the Salesforce

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437 cited

Cited by

  • 1998Employee Behavior in a Service Environment: A Model and Test of Potential Differences between Men and Women695 cited
  • 2006The Quality-of-Life (QOL) Research Movement: Past, Present, and Future455 cited
  • 1999The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships345 cited
  • 2005Job Satisfaction, Job Performance, and Effort: A Reexamination Using Agency Theory319 cited
  • 1985Organizational Commitment and Marketing303 cited
  • 1992Understanding the Domain of Cross-National Buyer-Seller Interactions267 cited
  • 1986Selling Activity and Sales Position Taxonomies for Industrial Salesforces236 cited
  • 2001Role stress in call centers: Its effects on employee performance and satisfaction223 cited
  • 1985Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self- Esteem, Job Satisfaction, and Motivation209 cited
  • 1994A Structural Model Depicting Salespeople's Job Stress206 cited
  • 2002Performance, satisfaction and turnover in call centers204 cited
  • 1998INTELLIGENCE AND JOB SATISFACTION.199 cited
  • 1996Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model198 cited
  • 1990Personal Differences, Job Tension, Job Outcomes, and Store Performance: A Study of Retail Store Managers197 cited
  • 2006A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics190 cited
  • 1986A Path-Analytic Study of a Model of Salesperson Performance190 cited