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Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople
3 references·16 citing·55 second hop
Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople (1983)Personal and Organizational Variables: Th…Personal characteristics of salespeople and the attractiveness of alternative rewards (1979)Personal characteristics of s…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Does liking explain variance above and beyond LMX? A meta-analysis (2016)Does liking explain variance …The Relationship Between Organizational Commitment, Job Satisfaction, and Turnover Among New Salespeople (2013)The Relationship Between Orga…An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes (2013)An Empirical Assessment of Sa…Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature (2010)Determinants of B2B salespers…Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts (2009)Exploratory navigation and sa…Customer-directed selling behaviors and performance: a comparison of existing perspectives (2009)Customer-directed selling beh…Factors influencing organizations to improve data quality in their information systems (2007)Factors influencing organizat…A cross-national investigation of incentive sales compensation (2006)A cross-national investigatio…Values and Organizational Justice (2004)Values and Organizational Jus…Sales Contest Effectiveness: An Examination of Sales Contest Design Preferences of Field Sales Forces (2004)Sales Contest Effectiveness: …An Exploratory Investigation of the Relationship of Sales Force Compensation and Intrinsic Motivation (2001)An Exploratory Investigation …Salesperson Performance, Pay, and Job Satisfaction: Tests of a Model Using Data Collected in the United States and Japan (1999)Salesperson Performance, Pay,…Psychological Adaptiveness and Sales Performance (1992)Psychological Adaptiveness an…The Customer-Salesperson Dyad: An Interaction/Communication Model and Review (1990)The Customer-Salesperson Dyad…Exploring salesperson turnover: A causal model (1989)Exploring salesperson turnove…Performance and job satisfaction effects on salesperson turnover: A replication and extension (1988)Performance and job satisfact…Two Structural Equation Models: LISREL and PLS Applied to Consumer Exit-Voice Theory (1982)PEOPLE AND ORGANIZATIONAL CULTURE: A PROFILE COMPARISON APPROACH TO ASSESSING PERSON-ORGANIZATION FIT (1991)Democracy in America (2000)An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople (2002)A Cross-National Model of Job-Related Outcomes of Work Role and Family Role Variables: A Retail Sales Context (2004)Assessing cross-cultural marketing theory and research (2010)Handbook of Industrial and Organizational Psychology. (1977)Intermediate linkages in the relationship between job satisfaction and employee turnover. (1977)Research in Organizational Behavior. (1986)Met Expectations and Turnover in Direct Selling (1991)Influence of Managerial Behaviors and Job Autonomy on Job Satisfaction of Industrial Salespersons (1999)Leadership Behavior and Organizational Commitment: A Comparative Study of American and Indian Salespersons (1999)A theory of human motivation. (1943)The Emerging Role of Women in Industrial Selling: A Decade of Change (1992)Motivation and Personality (1997)The effect of working relationship quality on salesperson performance and job satisfaction: Adaptive selling behavior in Korean automobile sales representatives (2005)A THEORY OF HUMAN MOTIVATION (2017)Job Crafting: Older Workers’ Mechanism for Maintaining Person-Job Fit (2017)Estimating Nonresponse Bias in Mail Surveys (1977)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Scale Development : Theory and Applications (1991)Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation (2012)The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance (2014)Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training (2018)Culture's Consequences: International Differences in Work-Related Values (1981)Structural Equations with Latent Variables (1989)Culture's Consequences: Comparing Values, Behaviors, Institutions, and Organizations across Nations (2002)Consequences of Workplace Bullying on Employee Identification and Satisfaction Among Australians and Singaporeans (2010)Are Perceptions of Organizational Justice Universal? An Exploration of Measurement Invariance Across Thirteen Cultures (2011)Belonging, Status, or Self-Protection? Examining Justice Motives in a Three-Level Cultural Meta-Analysis of Organizational Justice Effects (2013)The Presentation of Self in Everyday Life. (1956)Social Learning Theory. (1978)Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships (2000)Promoting Employee Flexibility Through HR Practices (2013)Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler (2017)The Presentation of Self in Everyday Life (2023)Work and motivation (1964)The measurement of organizational commitment (1979)The Effect of Action Orientation on the Academic Performance of Undergraduate Marketing Majors (2004)The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities (2006)A process model of burnout among salespeople: Some new thoughts (2007)Generalized expectancies for internal versus external control of reinforcement. (1966)Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance (1985)Selling Activity and Sales Position Taxonomies for Industrial Salesforces (1986)The effect of work climate on critical employee and customer outcomes (2001)Motivation and Personality (2016)The Silent Language (1959)The Hidden Dimension (1973)Developing Buyer-Seller Relationships (1987)Influence Tactics for Effective Adaptive Selling (2006)The impact of sales encounters on brand loyalty (2009)Salesperson's listening ability as an antecedent to relationship selling (2013)Response Rate and Response Quality of Internet-Based Surveys: An Experimental Study (2004)Introduction (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)
this work references cited by second hop

References

  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research290 cited
  • 1979Personal characteristics of salespeople and the attractiveness of alternative rewards147 cited

Cited by

  • 2009Customer-directed selling behaviors and performance: a comparison of existing perspectives116 cited
  • 1999Salesperson Performance, Pay, and Job Satisfaction: Tests of a Model Using Data Collected in the United States and Japan111 cited
  • 1990The Customer-Salesperson Dyad: An Interaction/Communication Model and Review110 cited
  • 2013An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes108 cited
  • 1988Performance and job satisfaction effects on salesperson turnover: A replication and extension91 cited
  • 2004Values and Organizational Justice85 cited
  • 1992Psychological Adaptiveness and Sales Performance83 cited
  • 2009Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts80 cited
  • 2004Sales Contest Effectiveness: An Examination of Sales Contest Design Preferences of Field Sales Forces77 cited
  • 2016Does liking explain variance above and beyond LMX? A meta-analysis75 cited
  • 2006

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A cross-national investigation of incentive sales compensation
72 cited
  • 2013The Relationship Between Organizational Commitment, Job Satisfaction, and Turnover Among New Salespeople68 cited
  • 2001An Exploratory Investigation of the Relationship of Sales Force Compensation and Intrinsic Motivation67 cited
  • 2007Factors influencing organizations to improve data quality in their information systems63 cited
  • 2010Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature62 cited
  • 1989Exploring salesperson turnover: A causal model62 cited