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Effects of Goal-Directed Emotions on Salesperson Volitions, Behavior, and Performance: A Longitudinal Study
16 references·16 citing·27 second hopsampled
Effects of Goal-Directed Emotions on Salesperson Volitions, Behavior, and Performance: A Longitudinal Study (1997)Effects of Goal-Directed Emotions on Sale…The Effect of Effort on Sales Performance and Job Satisfaction (1994)The Effect of Effort on Sales…The Self-Regulation of Attitudes, Intentions, and Behavior (1992)The Self-Regulation of Attitu…Alternative Ways of Assessing Model Fit (1992)Alternative Ways of Assessing…Emotion And Adaptation (1991)Emotion And AdaptationAppraisal determinants of discrete emotions (1991)Appraisal determinants of dis…A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990. (1991)A Theory of Goal Setting and …Flow: the psychology of optimal experience (1990)Flow: the psychology of optim…Intrinsic Motivation and Self-Determination in Human Behavior (1988)Intrinsic Motivation and Self…Product/Consumption-Based Affective Responses and Postpurchase Processes (1987)Product/Consumption-Based Aff…Toward a consensual structure of mood. (1985)Toward a consensual structure…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Patterns of cognitive appraisal in emotion. (1985)Patterns of cognitive apprais…Intrinsic Motivation and Self-Determination in Human Behavior (1985)Intrinsic Motivation and Self…An attributional theory of achievement motivation and emotion. (1985)An attributional theory of ac…Motivation reconsidered: The concept of competence. (1963)Motivation reconsidered: The …Motivation reconsidered: The concept of competence. (1959)Motivation reconsidered: The …A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance (2022)A self-determination theory-b…Regulation of emotions, interpersonal conflict, and job performance for salespeople (2014)Regulation of emotions, inter…The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience (2013)The impact of job satisfactio…Understanding Workaholics' Motivations: A Self‐Determination Perspective (2011)Understanding Workaholics' Mo…Emotional Intelligence in Marketing Exchanges (2011)Emotional Intelligence in Mar…The Role of Consensus in Sales Team Performance (2010)The Role of Consensus in Sale…Emotional Intelligence in Marketing Exchanges (2010)Emotional Intelligence in Mar…Charitable organizations' storytelling influence on donors' emotions and intentions (2009)Charitable organizations' sto…Customer orientation and salesperson performance (2007)Customer orientation and sale…The role of social and self‐conscious emotions in the regulation of business‐to‐business relationships in salesperson‐customer interactions (2006)The role of social and self‐c…Influence Tactics for Effective Adaptive Selling (2006)Influence Tactics for Effecti…The Role of Goal Orientation on Negative Emotions and Goal Setting When Initial Performance Falls Short of One's Performance Goal (2005)The Role of Goal Orientation …The Adaptive Consequences of Pride in Personal Selling (2004)The Adaptive Consequences of …Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China (2004)Goal-Setting Paradoxes? Trade…A Within-Person Examination of Correlates of Performance and Emotions While Working (2004)A Within-Person Examination o…Sales Call Anxiety: Exploring What it Means When Fear Rules a Sales Encounter (2000)Sales Call Anxiety: Exploring…Structural Model Evaluation and Modification: An Interval Estimation Approach (1990)Fit indices in covariance structure modeling: Sensitivity to underparameterized model misspecification. (1998)Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)Evaluating Goodness-of-Fit Indexes for Testing Measurement Invariance (2002)Generalized expectancies for internal versus external control of reinforcement. (1966)Psychological stress and the coping process (1966)Learned helplessness in humans: Critique and reformulation. 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References

  • 1992Alternative Ways of Assessing Model Fit27,192 cited
  • 1985Intrinsic Motivation and Self-Determination in Human Behavior26,744 cited
  • 1988Intrinsic Motivation and Self-Determination in Human Behavior15,312 cited
  • 1991Emotion And Adaptation12,682 cited
  • 1990Flow: the psychology of optimal experience12,637 cited
  • 1985An attributional theory of achievement motivation and emotion.7,833 cited
  • 1959Motivation reconsidered: The concept of competence.5,681 cited
  • 1963Motivation reconsidered: The concept of competence.4,792 cited
  • 1985Toward a consensual structure of mood.4,370 cited
  • 1991A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990.4,145 cited
  • 1985Patterns of cognitive appraisal in emotion.4,061 cited
  • 1987Product/Consumption-Based Affective Responses and Postpurchase Processes2,464 cited
  • 1992The Self-Regulation of Attitudes, Intentions, and Behavior2,185 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1991Appraisal determinants of discrete emotions881 cited

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  • 1994The Effect of Effort on Sales Performance and Job Satisfaction746 cited
  • Cited by

    • 2006Influence Tactics for Effective Adaptive Selling321 cited
    • 2009Charitable organizations' storytelling influence on donors' emotions and intentions210 cited
    • 2004The Adaptive Consequences of Pride in Personal Selling201 cited
    • 2011Understanding Workaholics' Motivations: A Self‐Determination Perspective185 cited
    • 2004A Within-Person Examination of Correlates of Performance and Emotions While Working180 cited
    • 2006The role of social and self‐conscious emotions in the regulation of business‐to‐business relationships in salesperson‐customer interactions153 cited
    • 2010Emotional Intelligence in Marketing Exchanges153 cited
    • 2005The Role of Goal Orientation on Negative Emotions and Goal Setting When Initial Performance Falls Short of One's Performance Goal147 cited
    • 2000Sales Call Anxiety: Exploring What it Means When Fear Rules a Sales Encounter146 cited
    • 2022A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance140 cited
    • 2007Customer orientation and salesperson performance140 cited
    • 2004Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China130 cited
    • 2013The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience129 cited
    • 2014Regulation of emotions, interpersonal conflict, and job performance for salespeople129 cited
    • 2011Emotional Intelligence in Marketing Exchanges123 cited
    • 2010The Role of Consensus in Sales Team Performance119 cited