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Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance
12 references·16 citing·46 second hop
Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance (1985)Relative Importance of Key Job Dimensions…The Motivation to Work (2017)The Motivation to WorkPathGoal Theory of Leadership (2010)PathGoal Theory of LeadershipModeling effort decisions with behavioral decision theory: Toward an individual differences model of expectancy theory (1981)Modeling effort decisions wit…Reliability: A Review of Psychometric Basics and Recent Marketing Practices (1979)Reliability: A Review of Psyc…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…An Attribution Theory of Leadership (1977)An Attribution Theory of Lead…Development of the Job Diagnostic Survey. (1975)Development of the Job Diagno…Expectancy Theory Predictions of Salesmen's Performance (1974)Expectancy Theory Predictions…Validation and extension of the contingency model of leadership effectiveness: A review of empirical findings. (1971)Validation and extension of t…Employee reactions to job characteristics. (1971)Employee reactions to job cha…Statistical Theories of Mental Test Scores (1969)Statistical Theories of Menta…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…Performance, incentives, and needs for autonomy, competence, and relatedness: a meta-analysis (2016)Performance, incentives, and …Exploring the relationship among servant leadership, intrinsic motivation and performance in an industrial sales setting (2016)Exploring the relationship am…Job Characteristics and the Creativity of Frontline Service Employees (2010)Job Characteristics and the C…The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited (2007)The role of salesperson motiv…Getting the Job Done: The Moderating Role of Initiative on the Relationship Between Intrinsic Motivation and Adaptive Selling (2007)Getting the Job Done: The Mod…The effects of work‐family conflict, emotional exhaustion, and intrinsic motivation on job outcomes of front‐line employees (2006)The effects of work‐family co…Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation (2004)Organizational Readiness for …Top management team process, shared leadership, and new venture performance: a theoretical model and research agenda (2003)Top management team process, …Antecedents and Consequences of Merit Pay Fairness for Industrial Salespeople (2003)Antecedents and Consequences …Salesperson creative performance: conceptualization, measurement, and nomological validity (2002)Salesperson creative performa…Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes (1999)Empowered Selling Teams: How …A REVIEW AND EVALUATION OF THE PSYCHOMETRIC PROPERTIES OF THE JOB DIAGNOSTIC SURVEY (1990)A REVIEW AND EVALUATION OF TH…Effects of Supervisory Behavior: The Role of Individual Differences among Salespeople (1989)Effects of Supervisory Behavi…The Influence of Career Stages on Components of Salesperson Motivation (1988)The Influence of Career Stage…An Empirical Study of Salesforce Turnover (1987)An Empirical Study of Salesfo…A Path Goal Theory of Leader Effectiveness (1971)Role conflict and ambiguity as critical variables in a model of organizational behavior (1972)Gender and the effectiveness of leaders: A meta-analysis. 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References

  • 1969Statistical Theories of Mental Test Scores8,023 cited
  • 1975Development of the Job Diagnostic Survey.7,244 cited
  • 2017The Motivation to Work5,564 cited
  • 1971Employee reactions to job characteristics.2,442 cited
  • 1979Reliability: A Review of Psychometric Basics and Recent Marketing Practices1,592 cited
  • 2010PathGoal Theory of Leadership1,045 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
  • 1977An Attribution Theory of Leadership393 cited
  • 1971Validation and extension of the contingency model of leadership effectiveness: A review of empirical findings.342 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research290 cited
  • 1974Expectancy Theory Predictions of Salesmen's Performance260 cited
  • 1981Modeling effort decisions with behavioral decision theory: Toward an individual differences model of expectancy theory96 cited

Cited by

  • 2002Salesperson creative performance: conceptualization, measurement, and nomological validity331 cited
  • 2006The effects of work‐family conflict, emotional exhaustion, and intrinsic motivation on job outcomes of front‐line employees247 cited

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2010
Job Characteristics and the Creativity of Frontline Service Employees
244 cited
  • 2003Top management team process, shared leadership, and new venture performance: a theoretical model and research agenda240 cited
  • 2003Antecedents and Consequences of Merit Pay Fairness for Industrial Salespeople204 cited
  • 2016Performance, incentives, and needs for autonomy, competence, and relatedness: a meta-analysis202 cited
  • 1990A REVIEW AND EVALUATION OF THE PSYCHOMETRIC PROPERTIES OF THE JOB DIAGNOSTIC SURVEY186 cited
  • 1987An Empirical Study of Salesforce Turnover183 cited
  • 1989Effects of Supervisory Behavior: The Role of Individual Differences among Salespeople183 cited
  • 1999Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes182 cited
  • 2007The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited165 cited
  • 2004Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation164 cited
  • 2007Getting the Job Done: The Moderating Role of Initiative on the Relationship Between Intrinsic Motivation and Adaptive Selling154 cited
  • 1988The Influence of Career Stages on Components of Salesperson Motivation154 cited
  • 2022A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance140 cited
  • 2016Exploring the relationship among servant leadership, intrinsic motivation and performance in an industrial sales setting139 cited