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Motivating Sales Entrepreneurs to Change: A Conceptual Framework of Factors Leading to Successful Change Management Initiatives in Sales Organizations
16 references·5 citing·40 second hop
Motivating Sales Entrepreneurs to Change: A Conceptual Framework of Factors Leading to Successful Change Management Initiatives in Sales Organizations (2000)Motivating Sales Entrepreneurs to Change:…Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination (1998)Innovation, Market Orientatio…Organizational Learning: A Theory of Action Perspective (1997)Organizational Learning: A Th…The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)The Management of Customer-Co…The American Customer Satisfaction Index: Nature, Purpose, and Findings (1996)The American Customer Satisfa…The fifth discipline fieldbook: Strategies and tools for building a learning organization (1995)The fifth discipline fieldboo…Market Orientation and the Learning Organization (1995)Market Orientation and the Le…Reengineering the corporation: A manifesto for business revolution (1993)Reengineering the corporation…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…The fifth discipline, the art and practice of the learning organization (1991)The fifth discipline, the art…REVOLUTIONARY CHANGE THEORIES: A MULTILEVEL EXPLORATION OF THE PUNCTUATED EQUILIBRIUM PARADIGM (1991)REVOLUTIONARY CHANGE THEORIES…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: The Const…Organizational Learning (1988)Organizational LearningCentral Problems in the Management of Innovation (1986)Central Problems in the Manag…Organizational commitment, job satisfaction, and turnover among psychiatric technicians. (1974)Organizational commitment, jo…What is job satisfaction? (1969)What is job satisfaction?Conceptualizing an integrative typology of sales enablement strategy (2024)Conceptualizing an integrativ…Entrepreneurial motivation as a key salesperson competence: trait antecedents and performance consequences (2018)Entrepreneurial motivation as…Organizational Commitment, Job Satisfaction and Job Performance as a mediator between Role Stressors and Turnover Intentions A Study from an Egyptian cultural perspective (2013)Organizational Commitment, Jo…The impact of sales management controls on the entrepreneurial orientation of the sales department (2012)The impact of sales managemen…Creating a partnership‐oriented, knowledge creation culture in strategic sales alliances: a conceptual framework (2003)Creating a partnership‐orient…Prospect Theory: An Analysis of Decision under Risk (1979)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Prospect theory: An analysis of decision under risk (1988)Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments (2000)Corporate Social Responsibility, Customer Satisfaction, and Market Value (2006)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)Dimensions of Consumer Expertise (1987)Organizational culture and leadership (1993)Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations (1996)The Field behind the Screen: Using Netnography for Marketing Research in Online Communities (2002)A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis (1993)THE ANTECEDENTS, CONSEQUENCES, AND MEDIATING ROLE OF ORGANIZATIONAL AMBIDEXTERITY. 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(1988)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)The Capabilities of Market-Driven Organizations (1994)Exploitation, Exploration, and Process Management: The Productivity Dilemma Revisited (2003)The female leadership advantage: An evaluation of the evidence (2003)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)Psychological Safety and Learning Behavior in Work Teams (1999)Review : Knowledge Management and Knowledge Management Systems: Conceptual Foundations And Research Issues1,2 (2001)The myopia of learning (1993)Role congruity theory of prejudice toward female leaders. (2002)Toward a knowledge‐based theory of the firm (1996)Absorptive Capacity: A Review, Reconceptualization, and Extension (2002)
this work references cited by second hop

References

  • 1991The fifth discipline, the art and practice of the learning organization20,050 cited
  • 1997Organizational Learning: A Theory of Action Perspective11,107 cited
  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications7,320 cited
  • 1993Market Orientation: Antecedents and Consequences7,032 cited
  • 1988Organizational Learning6,656 cited
  • 1993Reengineering the corporation: A manifesto for business revolution6,454 cited
  • 1974Organizational commitment, job satisfaction, and turnover among psychiatric technicians.5,724 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1996The American Customer Satisfaction Index: Nature, Purpose, and Findings4,733 cited
  • 1995Market Orientation and the Learning Organization4,379 cited
  • 1998Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination3,968 cited
  • 1986Central Problems in the Management of Innovation3,748 cited
  • 1969What is job satisfaction?2,766 cited
  • 1991REVOLUTIONARY CHANGE THEORIES: A MULTILEVEL EXPLORATION OF THE PUNCTUATED EQUILIBRIUM PARADIGM2,183 cited
  • 1995The fifth discipline fieldbook: Strategies and tools for building a learning organization

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2,109 cited
  • 1996The Management of Customer-Contact Service Employees: An Empirical Investigation1,920 cited
  • Cited by

    • 2003Creating a partnership‐oriented, knowledge creation culture in strategic sales alliances: a conceptual framework52 cited
    • 2013Organizational Commitment, Job Satisfaction and Job Performance as a mediator between Role Stressors and Turnover Intentions A Study from an Egyptian cultural perspective39 cited
    • 2018Entrepreneurial motivation as a key salesperson competence: trait antecedents and performance consequences36 cited
    • 2012The impact of sales management controls on the entrepreneurial orientation of the sales department28 cited
    • 2024Conceptualizing an integrative typology of sales enablement strategy14 cited