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Steering the Sales Force for New Product Selling: Why Is it Different, and How Can Firms Motivate Different Sales Reps?
16 references·2 citing·39 second hop
Steering the Sales Force for New Product Selling: Why Is it Different, and How Can Firms Motivate Different Sales Reps? (2018)Steering the Sales Force for New Product …Specification, evaluation, and interpretation of structural equation models (2011)Specification, evaluation, an…Cultures and Organizations, Software of the mind. Intercultural Cooperation and Its Importance for survival (2010)Cultures and Organizations, S…Brand Experience: What Is It? How Is It Measured? Does It Affect Loyalty? (2009)Brand Experience: What Is It?…Self‐determination theory and work motivation (2005)Self‐determination theory and…Handbook of Self-Determination Research (2004)Handbook of Self-Determinatio…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)A Critical Review of Construc…Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. (2000)Self-determination theory and…Approach and avoidance motivation and achievement goals (1999)Approach and avoidance motiva…A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. (1999)A meta-analytic review of exp…A hierarchical model of approach and avoidance achievement motivation. (1997)A hierarchical model of appro…An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment (1988)An Updated Paradigm for Scale…Intrinsic Motivation and Self-Determination in Human Behavior (1985)Intrinsic Motivation and Self…Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models (1982)Asymptotic Confidence Interva…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Dynamic and global drivers of salesperson effectiveness (2023)Dynamic and global drivers of…Exploring the role of service touchpoints on the path to financial, behavioral and relational customer outcomes: insights from a B2B service context (2021)Exploring the role of service…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)The Psychology of Interpersonal Relations. 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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 2000Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being.46,804 cited
  • 1985Intrinsic Motivation and Self-Determination in Human Behavior26,744 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1982Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models12,786 cited
  • 2005Self‐determination theory and work motivation7,742 cited
  • 1999A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation.7,172 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
  • 2003A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research5,847 cited
  • 2004Handbook of Self-Determination Research4,542 cited
  • 2009Brand Experience: What Is It? How Is It Measured? Does It Affect Loyalty?4,414 cited
  • 2010Cultures and Organizations, Software of the mind. Intercultural Cooperation and Its Importance for survival3,923 cited
  • 2011

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Specification, evaluation, and interpretation of structural equation models
3,734 cited
  • 1997A hierarchical model of approach and avoidance achievement motivation.3,713 cited
  • 1999Approach and avoidance motivation and achievement goals3,100 cited
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    • 2023Dynamic and global drivers of salesperson effectiveness23 cited
    • 2021Exploring the role of service touchpoints on the path to financial, behavioral and relational customer outcomes: insights from a B2B service context18 cited