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Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach
16 references·0 citing·35 second hop
Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach (2002)Salesperson and Sales Manager Perceptions…Journal of Organizational Behavior (2006)Journal of Organizational Beh…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects (1993)Antecedents and Consequences …Matching People and Organizations: Selection and Socialization in Public Accounting Firms (1991)Matching People and Organizat…A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment. (1990)A review and meta-analysis of…Antecedents and outcomes of organizational commitment (1989)Antecedents and outcomes of o…Predictors of Job Satisfaction and Organizational Commitment in Human Service Organizations (1988)Predictors of Job Satisfactio…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…The Social Psychology of Organizations. (1979)The Social Psychology of Orga…The Social Psychology of Organizations. (1979)The Social Psychology of Orga…The measurement of organizational commitment (1979)The measurement of organizati…Antecedents and Outcomes of Organizational Commitment (1977)Antecedents and Outcomes of O…Development of the Job Diagnostic Survey. (1975)Development of the Job Diagno…Role Conflict and Ambiguity in Complex Organizations (1970)Role Conflict and Ambiguity i…Managerial Attitudes and Performance. (1968)Managerial Attitudes and Perf…Coefficient Alpha and the Internal Structure of Tests (1951)Organizational commitment, job satisfaction, and turnover among psychiatric technicians. (1974)The measurement and antecedents of affective, continuance and normative commitment to the organization (1990)A three-component conceptualization of organizational commitment (1991)Statistical principles in experimental design. (1962)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Perceived organizational support: A review of the literature. (2002)Social Exchange Theory: An Interdisciplinary Review (2005)Motivation through the design of work: test of a theory (1976)Job Demands, Job Decision Latitude, and Mental Strain: Implications for Job Redesign (1979)The measurement of experienced burnout (1981)The job demands-resources model of burnout. (2001)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Comparative fit indexes in structural models. (1990)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)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Testing the "side-bet theory" of organizational commitment: Some methodological considerations. (1984)Communication and Control Processes in the Delivery of Service Quality (1988)BEYOND SELF-MANAGEMENT: ANTECEDENTS AND CONSEQUENCES OF TEAM EMPOWERMENT. (1999)A Path Goal Theory of Leader Effectiveness (1971)Development and validation of work-family conflict and family-work conflict scales. (1996)Meta-Analytic review of leader-member exchange theory: Correlates and construct issues. (1997)Extrinsic and Intrinsic Motivation to Use Computers in the Workplace 1 (1992)Self‐determination theory and work motivation (2005)When Work And Family Are Allies: A Theory Of Work-Family Enrichment (2006)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)Emotional Labor in Service Roles: The Influence of Identity (1993)Why Differences Make a Difference: A Field Study of Diversity, Conflict and Performance in Workgroups (1999)Ethical leadership: A review and future directions (2006)Social Identity Theory and the Organization (1989)Role congruity theory of prejudice toward female leaders. (2002)Building Better Causal Theories: A Fuzzy Set Approach to Typologies in Organization Research (2011)
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References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
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  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1993Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects

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1,066 cited
  • 1988Predictors of Job Satisfaction and Organizational Commitment in Human Service Organizations872 cited
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