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Boosting sales force morale in highly dynamic, complex markets: The role of job resources
16 references·8 citing·47 second hop
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(2000)Within-group agreement, non-i…Multilevel Theory, Research, and Methods in Organizations: Foundations, Extensions, and New Directions (2000)Multilevel Theory, Research, …A multilevel approach to theory and research in organizations: Contextual, temporal, and emergent processes. (2000)A multilevel approach to theo…Functional relations among constructs in the same content domain at different levels of analysis: A typology of composition models. (1998)Functional relations among co…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Organizational Culture and Marketing: Defining the Research Agenda (1989)Organizational Culture and Ma…Organizational Culture: Can It Be a Source of Sustained Competitive Advantage? (1986)Organizational Culture: Can I…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…The measurement of organizational commitment (1979)The measurement of organizati…A Social Information Processing Approach to Job Attitudes and Task Design (1978)A Social Information Processi…Does salesperson bricolage matter in fostering service-sales ambidexterity in B2B markets? A perspective through the sales management control system (2024)Does salesperson bricolage ma…When sales leaders induce competition among sales employees: a source of motivation or exhaustion? (2023)When sales leaders induce com…When does boundary-spanner burnout connect participation and customer relationship performance? 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(1979)Stress, appraisal, and coping (1985)The Measurement of Engagement and Burnout: A Two Sample Confirmatory Factor Analytic Approach (2002)Job demands, job resources, and their relationship with burnout and engagement: a multi‐sample study (2004)Stress: Appraisal and Coping (2013)Significance tests and goodness of fit in the analysis of covariance structures. (1980)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)When to use and how to report the results of PLS-SEM (2018)The Ripple Effect: Emotional Contagion and its Influence on Group Behavior (2002)THE ANTECEDENTS, CONSEQUENCES, AND MEDIATING ROLE OF ORGANIZATIONAL AMBIDEXTERITY. 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References

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  • 2001The job demands-resources model of burnout.13,574 cited
  • 2007The Job Demands‐Resources model: state of the art12,956 cited
  • 1979The measurement of organizational commitment8,817 cited
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  • 1978A Social Information Processing Approach to Job Attitudes and Task Design5,564 cited
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  • 2000A multilevel approach to theory and research in organizations: Contextual, temporal, and emergent processes.

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2,536 cited
  • 2016Organizational Climate and Culture2,034 cited
  • 1989Organizational Culture and Marketing: Defining the Research Agenda1,802 cited
  • Cited by

    • 2023“Turning role conflict into performance”: assessing the moderating role of self-monitoring, manager trust and manager identification29 cited
    • 2021Navigating the demands of increasing customer participation through firm and individual job resources26 cited
    • 2021Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario25 cited
    • 2023When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density22 cited
    • 2023When sales leaders induce competition among sales employees: a source of motivation or exhaustion?20 cited
    • 2021Sales complexity and value appropriation: a taxonomy of sales situations19 cited
    • 2023Managing ambiguity: salesperson bricolage behavior and its organizational determinants18 cited
    • 2024Does salesperson bricolage matter in fostering service-sales ambidexterity in B2B markets? A perspective through the sales management control system13 cited