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Behavioral Self-Management as a Supplement to External Sales Force Controls
16 references·2 citing·46 second hop
Behavioral Self-Management as a Supplement to External Sales Force Controls (2013)Behavioral Self-Management as a Supplemen…PathGoal Theory of Leadership (2010)PathGoal Theory of LeadershipPerspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…A meta-analytic study of the effects of goal setting on task performance: 1966–1984 (1987)A meta-analytic study of the …Goal setting: A meta-analytic examination of the empirical evidence. (1986)Goal setting: A meta-analytic…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Goal setting and task performance: 1969–1980. (1981)Goal setting and task perform…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Self-Management as a Substitute for Leadership: A Social Learning Theory Perspective (1980)Self-Management as a Substitu…Cognitive and self-control therapies (1978)Cognitive and self-control th…Organizational Control: Two Functions (1975)Organizational Control: Two F…Development of the Job Diagnostic Survey. (1975)Development of the Job Diagno…A Review of Research on the Application of Goal Setting in Organizations (1975)A Review of Research on the A…The role of task-goal attributes in employee performance. (1974)The role of task-goal attribu…Behavioral self-control (1974)Behavioral self-controlSelf-Directed Behavior: Self-Modification for Personal Adjustment (1972)Self-Directed Behavior: Self-…Job enlargement, individual differences, and worker responses. (1968)Job enlargement, individual d…A tangled web: views of deception from the customer's perspective (2014)A tangled web: views of decep…A multi‐level framework for self‐management in school (1996)A multi‐level framework for s…A Path Goal Theory of Leader Effectiveness (1971)Role conflict and ambiguity as critical variables in a model of organizational behavior (1972)Gender and the effectiveness of leaders: A meta-analysis. (1995)Vertical versus shared leadership as predictors of the effectiveness of change management teams: An examination of aversive, directive, transactional, transformational, and empowering leader behaviors. (2002)Toward a theory of spiritual leadership (2003)Toward a theory of task motivation and incentives (1968)Leadership and Decision-Making (1973)THE HUMAN SIDE OF ENTERPRISE (1985)The Determinants of Goal Commitment (1988)Handbook of Industrial, Work & Organizational Psychology (2001)The achieving society. (1961)Principles of behavior modification (1969)Social Learning Theory. (1978)Distributed leadership: according to the evidence (2008)Exploring social constructions of followership: A qualitative study (2010)A meta-analysis of shared leadership and team effectiveness. (2013)Power-Dependence Relations (1962)Self-monitoring of expressive behavior. (1974)The Bases of Social Power (1986)The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)A Parsimonious Estimating Technique for Interaction and Quadratic Latent Variables (1995)Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis (2006)Motivation through the design of work: test of a theory (1976)Job Demands, Job Decision Latitude, and Mental Strain: Implications for Job Redesign (1979)The measurement of experienced burnout (1981)The job demands-resources model of burnout. (2001)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Telling more than we can know: Verbal reports on mental processes. (1977)Formative assessment and the design of instructional systems (1989)A Multimethod Examination of the Benefits and Detriments of Intragroup Conflict (1995)Employability: A psycho-social construct, its dimensions, and applications (2004)Intrinsic Motivation and Self-Determination in Human Behavior (1985)The Economic Institutions of Capitalism (1987)Intrinsic Motivation and Self-Determination in Human Behavior (1988)Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Interorganizational Governance in Marketing Channels (1994)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)Institutionalized Organizations: Formal Structure as Myth and Ceremony (1977)Communication and Control Processes in the Delivery of Service Quality (1988)The Structuring of Organizations (1989)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)Development of a Structured Interview for Assessing Student Use of Self-Regulated Learning Strategies (1986)A social cognitive view of self-regulated academic learning. (1989)Student differences in self-regulated learning: Relating grade, sex, and giftedness to self-efficacy and strategy use. (1990)
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References

  • 1975Development of the Job Diagnostic Survey.7,244 cited
  • 1981Goal setting and task performance: 1969–1980.2,451 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 2010PathGoal Theory of Leadership1,045 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1974Behavioral self-control726 cited
  • 1980Self-Management as a Substitute for Leadership: A Social Learning Theory Perspective688 cited
  • 1975Organizational Control: Two Functions653 cited
  • 1975A Review of Research on the Application of Goal Setting in Organizations587 cited
  • 1987A meta-analytic study of the effects of goal setting on task performance: 1966–1984578 cited
  • 1986Goal setting: A meta-analytic examination of the empirical evidence.455 cited
  • 1968Job enlargement, individual differences, and worker responses.416 cited
  • 1972Self-Directed Behavior: Self-Modification for Personal Adjustment282 cited
  • 1978Cognitive and self-control therapies249 cited

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1974
The role of task-goal attributes in employee performance.
238 cited

Cited by

  • 1996A multi‐level framework for self‐management in school52 cited
  • 2014A tangled web: views of deception from the customer's perspective20 cited