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Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance
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Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance (1999)Accounting for the Impact of Territory Ch…Data Envelopment Analysis (2016)Data Envelopment AnalysisData envelopment analysis: The evolution of the state of the art (1978?1995) (1996)Data envelopment analysis: Th…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels (1987)Output Sector Munificence Eff…Technological Discontinuities and Organizational Environments (1986)Technological Discontinuities…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Revision of the Self-Monitoring Scale. (1984)Revision of the Self-Monitori…Dimensions of Organizational Task Environments (1984)Dimensions of Organizational …The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …The External Control of Organizations. (1978)The External Control of Organ…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Organizations and Their Environments (1974)Organizations and Their Envir…Generalized expectancies for internal versus external control of reinforcement. 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References

  • 1966Generalized expectancies for internal versus external control of reinforcement.21,937 cited
  • 1986Technological Discontinuities and Organizational Environments6,124 cited
  • 1978The External Control of Organizations.4,945 cited
  • 1984Dimensions of Organizational Task Environments3,912 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1984Revision of the Self-Monitoring Scale.1,229 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 2016Data Envelopment Analysis1,150 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,055 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1996Data envelopment analysis: The evolution of the state of the art (1978?1995)802 cited
  • 1987Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels630 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research

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574 cited
  • 1974Organizations and Their Environments381 cited
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