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Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations
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Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations (2004)Comment: Starting to Solve the Method Puz…Understanding the latent structure of job performance ratings. (2000)Understanding the latent stru…Sales Performance: Timing of Measurement and Type of Measurement Make a Difference (2000)Sales Performance: Timing of …Apples and apples or apples and oranges? A meta-analysis of objective and subjective measures of salesperson performance. (1999)Apples and apples or apples a…ON THE INTERCHANGEABILITY OF OBJECTIVE AND SUBJECTIVE MEASURES OF EMPLOYEE PERFORMANCE: A META‐ANALYSIS (1995)ON THE INTERCHANGEABILITY OF …The Effect of Effort on Sales Performance and Job Satisfaction (1994)The Effect of Effort on Sales…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…THE RELATIONSHIP BETWEEN SUPERVISORY RATINGS AND RESULTS‐ORIENTED MEASURES OF PERFORMANCE: A META‐ANALYSIS (1986)THE RELATIONSHIP BETWEEN SUPE…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 Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Communication Style in the Salesperson-Customer Dyad (1985)Communication Style in the Sa…Customer: Salesman Interaction in Appliance Retailing (1973)Customer: Salesman Interactio…Liderlik ve yetenek geliştirme programlarının performansa etkisi: Perakende satış temsilcileri üzerine bir araştırma (2021)Liderlik ve yetenek geliştirm…Fail fast, sell well: The contingent impact of failing fast on salesperson performance (2019)Fail fast, sell well: The con…Motivational Mechanisms in the Relation between Job Characteristics and Employee Functioning (2017)Motivational Mechanisms in th…Testing an Enhanced, Process-Based View of the Sales Process (2013)Testing an Enhanced, Process-…Examining the Influence of Job Resourcefulness on Sales Performance (2013)Examining the Influence of Jo…Transplants' role stress and work outcome in IT outsourcing relationships (2011)Transplants' role stress and …Permanent employee investment and social exchange and psychological cooperative climate among temporary employees (2010)Permanent employee investment…Does best practice HRM only work for intrinsically motivated employees? (2010)Does best practice HRM only w…Leadership Propensity and Sales Performance among Sales Personnel and Managers in a Specialty Retail Store Setting (2009)Leadership Propensity and Sal…Need for Cognition and Affective Orientation as Predictors of Sales Performance: An Investigation of Main and Interaction Effects (2008)Need for Cognition and Affect…The Relevance of Authenticity in Personal Selling: Is Genuineness an Asset or Liability? (2006)The Relevance of Authenticity…Emotional Intelligence and Dispositional Affectivity as Predictors of Performance in Salespeople (2006)Emotional Intelligence and Di…Coefficient Alpha and the Internal Structure of Tests (1951)Applied Linear Statistical Models. 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References

  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1994The Effect of Effort on Sales Performance and Job Satisfaction746 cited
  • 1995ON THE INTERCHANGEABILITY OF OBJECTIVE AND SUBJECTIVE MEASURES OF EMPLOYEE PERFORMANCE: A META‐ANALYSIS633 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis559 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity519 cited
  • 2000Understanding the latent structure of job performance ratings.344 cited
  • 1985Communication Style in the Salesperson-Customer Dyad318 cited
  • 1986THE RELATIONSHIP BETWEEN SUPERVISORY RATINGS AND RESULTS‐ORIENTED MEASURES OF PERFORMANCE: A META‐ANALYSIS243 cited
  • 1999Apples and apples or apples and oranges? A meta-analysis of objective and subjective measures of salesperson performance.84 cited
  • 1973Customer: Salesman Interaction in Appliance Retailing74 cited
  • 2000Sales Performance: Timing of Measurement and Type of Measurement Make a Difference64 cited

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  • 2006Emotional Intelligence and Dispositional Affectivity as Predictors of Performance in Salespeople

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106 cited
  • 2010Does best practice HRM only work for intrinsically motivated employees?52 cited
  • 2006The Relevance of Authenticity in Personal Selling: Is Genuineness an Asset or Liability?47 cited
  • 2008Need for Cognition and Affective Orientation as Predictors of Sales Performance: An Investigation of Main and Interaction Effects45 cited
  • 2013Testing an Enhanced, Process-Based View of the Sales Process41 cited
  • 2009Leadership Propensity and Sales Performance among Sales Personnel and Managers in a Specialty Retail Store Setting33 cited
  • 2010Permanent employee investment and social exchange and psychological cooperative climate among temporary employees31 cited
  • 2017Motivational Mechanisms in the Relation between Job Characteristics and Employee Functioning28 cited
  • 2013Examining the Influence of Job Resourcefulness on Sales Performance24 cited
  • 2011Transplants' role stress and work outcome in IT outsourcing relationships21 cited
  • 2019Fail fast, sell well: The contingent impact of failing fast on salesperson performance21 cited
  • 2021Liderlik ve yetenek geliştirme programlarının performansa etkisi: Perakende satış temsilcileri üzerine bir araştırma2 cited