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An Exploratory Examination of Situational Variables, Effort and Salesperson Performance
16 references·0 citing·39 second hop
An Exploratory Examination of Situational Variables, Effort and Salesperson Performance (1994)An Exploratory Examination of Situational…Assessing dissimilarity relations under missing data conditions: Evidence from computer simulations. (2007)Assessing dissimilarity relat…Corporate Ethical Values and Organizational Commitment in Marketing (1989)Corporate Ethical Values and …Training in Organizations: Needs Assessment, Development, and Evaluation (1986)Training in Organizations: Ne…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons (1984)A Role Stress Model of the Pe…Goal setting and task performance: 1969–1980. (1981)Goal setting and task perform…Situational Constraints and Work Outcomes: The Influences Of a Frequently Overlooked Construct (1980)Situational Constraints and W…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Handbook of Industrial and Organizational Psychology. (1977)Handbook of Industrial and Or…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…ORGANIZATIONAL CLIMATES: AN ESSAY 1 (1975)ORGANIZATIONAL CLIMATES: AN E…Motivation in Work Organizations (1973)Motivation in Work Organizati…Toward a theory of task motivation and incentives (1968)Toward a theory of task motiv…Work and motivation (1964)Work and motivationThe achieving society. (1961)The achieving society.The attraction paradigm (1972)Psychology of intergroup relations (1986)Perceived self-efficacy in the exercise of personal agency (1990)The Common Ingroup Identity Model: Recategorization and the Reduction of Intergroup Bias (1993)Work Group Diversity and Group Performance: An Integrative Model and Research Agenda. (2004)Not all job demands are equal: Differentiating job hindrances and job challenges in the Job Demands–Resources model (2010)The Principles of Scientific Management. (1912)The Theory of Reasoned Action: A Meta-Analysis of Past Research with Recommendations for Modifications and Future Research (1988)Negative self-efficacy and goal effects revisited. (2003)Principles of Scientific Management, The (2015)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Telling more than we can know: Verbal reports on mental processes. (1977)Social Learning Theory. (1978)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)The theory of planned behavior (1991)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Self‐determination theory and work motivation (2005)MIS Problems and Failures: A Socio- Technical Perspective (1977)The Dimensions, Antecedents, and Consequences of Emotional Labor (1996)Inclusion and Diversity in Work Groups: A Review and Model for Future Research (2010)Evaluating the use of exploratory factor analysis in psychological research. (1999)The job demands-resources model of burnout. (2001)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)Achievement goals and optimal motivation: Testing multiple goal models. (2001)The role of national culture in international marketing research (2001)Organizational Learning from Performance Feedback (2003)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)
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References

  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1977Handbook of Industrial and Organizational Psychology.11,945 cited
  • 1964Work and motivation10,436 cited
  • 1961The achieving society.4,994 cited
  • 1981Goal setting and task performance: 1969–1980.2,451 cited
  • 1968Toward a theory of task motivation and incentives2,409 cited
  • 2007Assessing dissimilarity relations under missing data conditions: Evidence from computer simulations.2,032 cited
  • 1973Motivation in Work Organizations1,240 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1986Training in Organizations: Needs Assessment, Development, and Evaluation1,065 cited
  • 1975ORGANIZATIONAL CLIMATES: AN ESSAY 11,023 cited
  • 1989Corporate Ethical Values and Organizational Commitment in Marketing806 cited
  • 1984A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons721 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited

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  • 1980Situational Constraints and Work Outcomes: The Influences Of a Frequently Overlooked Construct520 cited
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