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The Job Characteristics of Industrial Salespersons: Relationship to Motivation and Satisfaction
16 references·16 citing·39 second hopsampled
The Job Characteristics of Industrial Salespersons: Relationship to Motivation and Satisfaction (1982)The Job Characteristics of Industrial Sal…Performance and Satisfaction in an Industrial Sales Force: An Examination of Their Antecedents and Simultaneity (1980)Performance and Satisfaction …Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors (1978)Salesforce Performance and Sa…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Motivation through the design of work: test of a theory (1976)Motivation through the design…Employee reactions to job characteristics: A constructive replication. (1975)Employee reactions to job cha…Development of the Job Diagnostic Survey. (1975)Development of the Job Diagno…A New Strategy for Job Enrichment (1975)A New Strategy for Job Enrich…Expectancy Theory Predictions of Salesmen's Performance (1974)Expectancy Theory Predictions…Expectancy models of job satisfaction, occupational preference and effort: A theoretical, methodological, and empirical appraisal. (1974)Expectancy models of job sati…Employee reactions to job characteristics. (1971)Employee reactions to job cha…Motivation and Organizational Climate (1969)Motivation and Organizational…Job enlargement, individual differences, and worker responses. (1968)Job enlargement, individual d…Industrial Jobs and the Worker (1966)Industrial Jobs and the WorkerActivation theory and task design (1966)Activation theory and task de…Work and motivation (1964)Work and motivationX-Scale: a new scale to measure consumer xenocentrism (2019)X-Scale: a new scale to measu…Impact of BYOD on organizational commitment: an empirical investigation (2018)Impact of BYOD on organizatio…(Re) defining salesperson motivation: current status, main challenges, and research directions (2018)(Re) defining salesperson mot…Leadership and Creativity: The Impact of Transformational Leadership on Individual Creativity (2016)Leadership and Creativity: Th…The future of HR is RH: Respect for humanity at work (2015)The future of HR is RH: Respe…Job characteristics, work attitudes and behaviors in a non‐western context (2009)Job characteristics, work att…Analysing the job characteristics model: new support from a cross-section of establishments (2007)Analysing the job characteris…New Directions in Sales Leadership Research (2005)New Directions in Sales Leade…Going the extra mile (2002)Going the extra mileThe importance of the critical psychological states in the job characteristics model: A meta-analytic and structural equations modeling examination. (2000)The importance of the critica…Influence of Managerial Behaviors and Job Autonomy on Job Satisfaction of Industrial Salespersons (1999)Influence of Managerial Behav…ORGANIZATIONAL COMMITMENT, JOB SATISFACTION AND JOB CHARACTERISTICS: AN EMPIRICAL STUDY OF EXPATRIATES IN SAUDI ARABIA (1996)ORGANIZATIONAL COMMITMENT, JO…Clarification of the Meaning of Job Stress in the Context of Sales Force Research (1995)Clarification of the Meaning …Full-time vs. part-time salespeople (1990)Full-time vs. part-time sales…Exploring salesperson turnover: A causal model (1989)Exploring salesperson turnove…The Manager-Salesperson Relationship: an Exploratory Examination of the Vertical-Dyad Linkage Model (1986)The Manager-Salesperson Relat…The theory of decision making. (1954)Toward a cognitive social learning reconceptualization of personality. 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(1977)Sample Size Effects on Chi Square and Other Statistics Used in Evaluating Causal Models (1982)Research Design Effects on the Reliability of Rating Scales: A Meta-Analysis (1984)The Quality-of-Life (QOL) Research Movement: Past, Present, and Future (2006)Generalized expectancies for internal versus external control of reinforcement. (1966)An empirical test of a new theory of human needs (1969)Business ethics: A literature review with a focus on marketing ethics (1989)Measurement Issues in Cross-National Research (1995)Service Customization Through Employee Adaptiveness (2005)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)User Involvement and MIS Success: A Review of Research (1984)A Framework for Analyzing Customer Service Orientations in Manufacturing (1989)Deconstructing Organizational Taboos: The Suppression of Gender Conflict in Organizations (1990)Behavioral Norms and Expectations (1988)Employee Participation: Diverse Forms and Different Outcomes (1988)The creative environment scales: Work environment inventory (1989)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)A Predictive Model of Self-Managing Work Team Effectiveness (1996)KNOWLEDGE WORKER TEAM EFFECTIVENESS: THE ROLE OF AUTONOMY, INTERDEPENDENCE, TEAM DEVELOPMENT, AND CONTEXTUAL SUPPORT VARIABLES (1997)On Corporate Social Responsibility, Sensemaking, and the Search for Meaningfulness Through Work (2017)
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References

  • 1964Work and motivation10,436 cited
  • 1976Motivation through the design of work: test of a theory8,956 cited
  • 1975Development of the Job Diagnostic Survey.7,244 cited
  • 1971Employee reactions to job characteristics.2,442 cited
  • 1969Motivation and Organizational Climate1,369 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
  • 1975A New Strategy for Job Enrichment567 cited
  • 1974Expectancy models of job satisfaction, occupational preference and effort: A theoretical, methodological, and empirical appraisal.522 cited
  • 1966Industrial Jobs and the Worker475 cited
  • 1980Performance and Satisfaction in an Industrial Sales Force: An Examination of Their Antecedents and Simultaneity431 cited
  • 1968Job enlargement, individual differences, and worker responses.416 cited
  • 1966Activation theory and task design337 cited
  • 1978Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors319 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research290 cited
  • 1974Expectancy Theory Predictions of Salesmen's Performance

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260 cited
  • 1975Employee reactions to job characteristics: A constructive replication.178 cited
  • Cited by

    • 2005New Directions in Sales Leadership Research121 cited
    • 2007Analysing the job characteristics model: new support from a cross-section of establishments113 cited
    • 2015The future of HR is RH: Respect for humanity at work106 cited
    • 1999Influence of Managerial Behaviors and Job Autonomy on Job Satisfaction of Industrial Salespersons83 cited
    • 2002Going the extra mile83 cited
    • 2009Job characteristics, work attitudes and behaviors in a non‐western context80 cited
    • 2000The importance of the critical psychological states in the job characteristics model: A meta-analytic and structural equations modeling examination.67 cited
    • 1996ORGANIZATIONAL COMMITMENT, JOB SATISFACTION AND JOB CHARACTERISTICS: AN EMPIRICAL STUDY OF EXPATRIATES IN SAUDI ARABIA65 cited
    • 2018(Re) defining salesperson motivation: current status, main challenges, and research directions64 cited
    • 1989Exploring salesperson turnover: A causal model62 cited
    • 1995Clarification of the Meaning of Job Stress in the Context of Sales Force Research54 cited
    • 2016Leadership and Creativity: The Impact of Transformational Leadership on Individual Creativity53 cited
    • 1986The Manager-Salesperson Relationship: an Exploratory Examination of the Vertical-Dyad Linkage Model49 cited
    • 2018Impact of BYOD on organizational commitment: an empirical investigation47 cited
    • 2019X-Scale: a new scale to measure consumer xenocentrism47 cited
    • 1990Full-time vs. part-time salespeople44 cited