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Important First-line Sales Management Qualifications: What Sales Executives Think
15 references·0 citing·40 second hop
Important First-line Sales Management Qualifications: What Sales Executives Think (1983)Important First-line Sales Management Qua…Personnel: A Diagnostic Approach. (1983)Personnel: A Diagnostic Appro…Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors (1978)Salesforce Performance and Sa…Sales Management: A Tactical Approach (1977)Sales Management: A Tactical …Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Identifying Successful Indust…Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Identifying Successful Indust…Sales Management: Decisions, Policies, and Cases (1976)Sales Management: Decisions, …Management : a systems and contingency analysis of managerial functions (1976)Management : a systems and co…Interorganization Role-Set Relations and the Performance and Satisfaction of Industrial Salesmen (1972)Interorganization Role-Set Re…An empirical test of the man-in-the-middle hypothesis among executives in a hierarchical organization employing a unit-set analysis (1972)An empirical test of the man-…Relation of Leader Consideration and Initiating Structure to R and D Subordinates' Satisfaction (1971)Relation of Leader Considerat…Managerial Behavior, Performance, and Effectiveness. (1971)Managerial Behavior, Performa…Explorations in Managerial Talent. (1971)Explorations in Managerial Ta…Checklists for Describing Job Applicants. (1970)Checklists for Describing Job…The outside Salesman: Interorganizational Link (1969)The outside Salesman: Interor…The Salesman's Role Revisited (1966)The Salesman's Role RevisitedPATTERNS OF LEADERSHIP BEHAVIOR RELATED TO EMPLOYEE GRIEVANCES AND TURNOVER (1962)Job characteristic relationships: individual and structural moderators (1976)The Impact of Channel Leadership Behavior on Intrachannel Conflict (1983)The evolution of leadership: Past insights, present trends, and future directions (2024)The antecedents of self-esteem (1965)Statistical Theories of Mental Test Scores (1969)Role Conflict and Ambiguity in Complex Organizations (1970)Employee Behavior in a Service Environment: A Model and Test of Potential Differences between Men and Women (1998)The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships (1999)The Quality-of-Life (QOL) Research Movement: Past, Present, and Future (2006)Personality and Motivation Structure and Measurement (1958)Development of an empathy scale. (1969)Personality and Prediction: Principles of Personality Assessment (1973)Adaptive selling: The role of gender, age, sales experience, and education (1994)Exploring the Distinctive Nature of Work Commitments: Their Relationships with Personal Characteristics, Job Performance, and Propensity to Leave (1994)What is really necessary in successful buyer/seller relationships? (1995)Selling as a Dyadic Relationship – A New Approach (1963)Toward a Theory of Inter-Organizational Relations (1965)Social responsibility and personal success: Are they incompatible? (1986)Research for Marketing Decisions (1989)Salesperson Evaluation Using Relative Performance Efficiency: The Application of Data Envelopment Analysis (1995)Influence of Personal Characteristics on Salespeople's Coping Style (1999)The Psychological Bulletin (1904)Description and Measurement of Personality. (1947)Salespeople's Time Use and Performance (1990)The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness (1994)How managers plan—the analysis of managers' activities (1980)Research notes and communications what is planning anyway? (1981)Work Culture: An Exposition in the Indian Context (1991)COMPARING RECRUITER, STUDENT, AND FACULTY PERCEPTIONS OF IMPORTANT APPLICANT AND JOB CHARACTERISTICS (1981)Personnel Department Effectiveness: A Tripartite Approach (1984)AN EMPIRICAL DERIVATION OF THE DIMENSIONS ALONG WHICH CHARACTERISTICS OF JOBS ARE PERCEIVED. (1985)Some correlates of work values. (1975)Predictors of survivors' job involvement following layoffs: A field study. (1988)When Psychopaths go to Work: A Case Study of an Industrial Psychopath (1995)Conceptualizing and Measuring Organizational and Psychological Climate: Pitfalls in Multilevel Research (1985)TRANSFER OF TRAINING: A REVIEW AND DIRECTIONS FOR FUTURE RESEARCH (1988)AN EMPIRICAL INVESTIGATION OF THE PREDICTORS OF EXECUTIVE CAREER SUCCESS (1995)Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research (2003)Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction (2018)
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References

  • 1971Managerial Behavior, Performance, and Effectiveness.1,507 cited
  • 1978Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors319 cited
  • 1971Explorations in Managerial Talent.142 cited
  • 1977Identifying Successful Industrial Salesmen by Personality and Personal Characteristics138 cited
  • 1976Management : a systems and contingency analysis of managerial functions121 cited
  • 1983Personnel: A Diagnostic Approach.119 cited
  • 1971Relation of Leader Consideration and Initiating Structure to R and D Subordinates' Satisfaction113 cited
  • 1972Interorganization Role-Set Relations and the Performance and Satisfaction of Industrial Salesmen92 cited
  • 1966The Salesman's Role Revisited79 cited
  • 1977Identifying Successful Industrial Salesmen by Personality and Personal Characteristics67 cited
  • 1972An empirical test of the man-in-the-middle hypothesis among executives in a hierarchical organization employing a unit-set analysis42 cited
  • 1970Checklists for Describing Job Applicants.26 cited
  • 1969The outside Salesman: Interorganizational Link22 cited
  • 1977Sales Management: A Tactical Approach15 cited
  • 1976Sales Management: Decisions, Policies, and Cases

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