Citation map · Study

SZodixStudyAcademic Library

Shelves Open access

Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated

The Sales Manager's Bases of Social Power and Influence upon the Sales Force

16 references·16 citing·43 second hopsampled

FromToDepth

this work references cited by second hop· second hop is a sample of the most-cited connections

References

1962Power-Dependence Relations6,258 cited
1986The Bases of Social Power4,542 cited
2007The concept of power3,868 cited
1969The measurement of satisfaction in work and retirement: A strategy for the study of attitudes.1,198 cited
1974Power in a Channel of Distribution: Sources and Consequences931 cited
1972Power Measurement in the Distribution Channel797 cited
1962PATTERNS OF LEADERSHIP BEHAVIOR RELATED TO EMPLOYEE GRIEVANCES AND TURNOVER606 cited
1976Sources of Power: Their Impact on Intrachannel Conflict464 cited
1976Organizational Climate and Job Satisfaction in the Salesforce437 cited
1976Channel Domination and Countervailing Power in Distributive Channels294 cited
1976An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad270 cited
1975The Relationship of Age, Tenure, and Job Satisfaction in Males and Females196 cited
1975Role Clarity and the Salesman196 cited
1970Employee Attitudes as a Function of Age and Length of Service: A Reconceptualization147 cited
1978Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

143 cited

1979A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role Clarity142 cited

Cited by

1992The Effect of Influence Type and Performance Outcomes on Attitude toward the Influencer353 cited
1985Field studies of French and Raven's bases of power: Critique, reanalysis, and suggestions for future research.337 cited
1989Psychometric assessment of a reduced version of INDSALES135 cited
1999Effects of perceived power of supervisor on subordinate stress and motivation: the moderating role of subordinate characteristics134 cited
1996Leadership, Decision Making and Performance of Sales Managers: A Multi-Level Approach120 cited
1993Social Power Bases: A Meta‐Anaiytic Examination of Interrelationships and Outcomes1114 cited
1989Antecedents and Outcomes of Organizational Commitment: A Study of Salespeople104 cited
1993The Relationship Between Psychological Climate And Salesperson-Sales Manager Trust in Sales Organizations101 cited
2000Effects of perceived power of supervisor on subordinate work attitudes91 cited
1988Performance and job satisfaction effects on salesperson turnover: A replication and extension91 cited
2006The effects of influence strategies on dealer satisfaction and performance in Taiwan's motor industry77 cited
1983Demographics, job satisfaction, and propensity to leave of industrial salesmen74 cited
1993Leader Power, Commitment, Satisfaction, Compliance, and Propensity to Leave a Job Among U.S. Accountants72 cited
1994Purchasing power65 cited
1991An Exploratory Study of Reciprocal Trust Between Sales Managers and Salespersons64 cited
2009Measuring Asymmetrical Power Distribution in Supply Chain Networks: What Is the Appropriate Method?63 cited