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Commitment to technological change, sales force intelligence norms, and salesperson key outcomes
16 references·16 citing·33 second hopsampled
Commitment to technological change, sales force intelligence norms, and salesperson key outcomes (2015)Commitment to technological change, sales…Principles and Practice of Structural Equation Modeling (2012)Principles and Practice of St…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Affective, Continuance, and Normative Commitment to the Organization: A Meta-analysis of Antecedents, Correlates, and Consequences (2002)Affective, Continuance, and N…Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)Cutoff criteria for fit index…Principles and Practice of Structural Equation Modeling (1998)Principles and Practice of St…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Organizational culture and leadership (1993)Organizational culture and le…Structural Equations with Latent Variables. (1991)Structural Equations with Lat…A three-component conceptualization of organizational commitment (1991)A three-component conceptuali…Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: The Const…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…The Social Psychology of Organizations. (1979)The Social Psychology of Orga…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…The Social Psychology of Groups (1959)The Social Psychology of Grou…The impact of generative AI technology on B2B sales process and performance: an empirical study (2025)The impact of generative AI t…Sales technology research: a review and future research agenda (2023)Sales technology research: a …Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem (2023)Integrating technology within…Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change (2022)Understanding salespeople's r…The triggers and consequences of digital sales: a systematic literature review (2022)The triggers and consequences…A trust model for consumer conversion in community-based group buying: the dual roles of group leaders (2022)A trust model for consumer co…Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory (2021)Operationalizing salesperson …Examining the needs to adopt big data analytics in B2B organizations: development of propositions and model of needs (2021)Examining the needs to adopt …Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Systematic review of determin…Sales technology and salespeople’s ambidexterity: an ecosystem approach (2020)Sales technology and salespeo…Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions (2020)Engaging a product-focused sa…On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts (2019)On conceptualizing, measuring…A new typology to characterize Italian digital entrepreneurs (2019)A new typology to characteriz…The dark side of technology: examining the impact of technology overload on salespeople (2018)The dark side of technology: …Relationship commitment and value creation in sponsorship relationships (2018)Relationship commitment and v…Are mobile devices a blessing or a curse? Effects of mobile technology use on salesperson role stress and job satisfaction (2018)Are mobile devices a blessing…Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)Significance tests and goodness of fit in the analysis of covariance structures. (1980)Comparative fit indexes in structural models. (1990)Alternative Ways of Assessing Model Fit (1992)Fit indices in covariance structure modeling: Sensitivity to underparameterized model misspecification. (1998)Evaluating the Fit of Structural Equation Models: Tests of Significance and Descriptive Goodness-of-Fit Measures (2003)Sensitivity of Goodness of Fit Indexes to Lack of Measurement Invariance (2007)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-Reports in Organizational Research: Problems and Prospects (1986)Technology Acceptance Model 3 and a Research Agenda on Interventions (2008)Sources of Method Bias in Social Science Research and Recommendations on How to Control It (2011)Common Method Bias in PLS-SEM (2015)Structural equation modeling in practice: A review and recommended two-step approach. (1988)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Multidimensional Assessment of Emotion Regulation and Dysregulation: Development, Factor Structure, and Initial Validation of the Difficulties in Emotion Regulation Scale (2003)Structural Equation Modelling: Guidelines for Determining Model Fit (2008)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)lavaan : An R Package for Structural Equation Modeling (2012)POSITIVE PSYCHOLOGICAL CAPITAL: MEASUREMENT AND RELATIONSHIP WITH PERFORMANCE AND SATISFACTION (2007)Measurement invariance conventions and reporting: The state of the art and future directions for psychological research (2016)Assessing measurement model quality in PLS-SEM using confirmatory composite analysis (2019)Absorptive Capacity: A New Perspective on Learning and Innovation (1990)PSYCHOLOGICAL CONDITIONS OF PERSONAL ENGAGEMENT AND DISENGAGEMENT AT WORK. (1990)A Dynamic Theory of Organizational Knowledge Creation (1994)Organizational Learning and Communities-of-Practice: Toward a Unified View of Working, Learning, and Innovation (1991)On the Evaluation of Structural Equation Models (1988)When to use and how to report the results of PLS-SEM (2018)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1999Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives108,592 cited
  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 2012Principles and Practice of Structural Equation Modeling38,893 cited
  • 1998Principles and Practice of Structural Equation Modeling36,041 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1991Structural Equations with Latent Variables.17,443 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1993Organizational culture and leadership16,462 cited
  • 1979The Social Psychology of Organizations.12,235 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1991A three-component conceptualization of organizational commitment11,041 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications7,320 cited
  • 2002Affective, Continuance, and Normative Commitment to the Organization: A Meta-analysis of Antecedents, Correlates, and Consequences

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6,899 cited
  • 1959The Social Psychology of Groups5,898 cited
  • Cited by

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    • 2018Are mobile devices a blessing or a curse? Effects of mobile technology use on salesperson role stress and job satisfaction68 cited
    • 2023Sales technology research: a review and future research agenda61 cited
    • 2022The triggers and consequences of digital sales: a systematic literature review53 cited
    • 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
    • 2019A new typology to characterize Italian digital entrepreneurs50 cited
    • 2021Examining the needs to adopt big data analytics in B2B organizations: development of propositions and model of needs44 cited
    • 2020Sales technology and salespeople’s ambidexterity: an ecosystem approach42 cited
    • 2019On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts38 cited
    • 2022Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change36 cited
    • 2018Relationship commitment and value creation in sponsorship relationships27 cited
    • 2023Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem18 cited
    • 2022A trust model for consumer conversion in community-based group buying: the dual roles of group leaders16 cited
    • 2025The impact of generative AI technology on B2B sales process and performance: an empirical study13 cited