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Salesperson implementation of sales strategy and its impact on sales performance
16 references·4 citing·40 second hop
Salesperson implementation of sales strategy and its impact on sales performance (2019)Salesperson implementation of sales strat…A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)A new criterion for assessing…PLS marker variable approach to diagnosing and controlling for method variance (2011)PLS marker variable approach …Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)Drivers of sales performance:…How motivation, opportunity, and ability drive knowledge sharing: The constraining‐factor model (2007)How motivation, opportunity, …Resistance to change: Developing an individual differences measure. (2003)Resistance to change: Develop…Implementing Marketing Strategies: Developing and Testing a Managerial Theory (1999)Implementing Marketing Strate…Learning and Performance Orientation of Salespeople: The Role of Supervisors (1998)Learning and Performance Orie…Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction (1996)Dimensions and Types of Super…An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems (1994)An Empirical Test of the Cons…Enhancing and Measuring Consumers' Motivation, Opportunity, and Ability to Process Brand Information from Ads (1991)Enhancing and Measuring Consu…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Estimating Trait, Method, and Error Variance: Generalizing across 70 Construct Validation Studies (1987)Estimating Trait, Method, and…Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics (1981)Structural Equation Models wi…Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics (1981)Structural Equation Models wi…A Theory of Psychological Reactance (1968)A Theory of Psychological Rea…A Theory of Psychological Reactance (1968)A Theory of Psychological Rea…Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers (2025)Challenges of the digital lan…Conceptualizing an integrative typology of sales enablement strategy (2024)Conceptualizing an integrativ…Sales team value co-creation in turbulent markets: the role of team learning and agility (2023)Sales team value co-creation …Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through salesforce control system (2022)Does service-sales ambidexter…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Application of confirmatory factor analysis to the study of self-concept: First- and higher order factor models and their invariance across groups. 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(1966)Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)Personality, context, and resistance to organizational change (2006)Implementation of Circular Economy Business Models by Small and Medium-Sized Enterprises (SMEs): Barriers and Enablers (2016)Opinion Paper: “So what if ChatGPT wrote it?” Multidisciplinary perspectives on opportunities, challenges and implications of generative conversational AI for research, practice and policy (2023)An Information Processing Theory of Consumer Choice (1979)Information Processing from Advertisements: Toward an Integrative Framework (1989)Social Capital: Prospects for a New Concept (2002)The Effect of On-Line Consumer Reviews on Consumer Purchasing Intention: The Moderating Role of Involvement (2007)Maximizing Business Returns to Corporate Social Responsibility (CSR): The Role of CSR Communication (2010)Normative Influences on Altruism (1977)Men, masculinity, and the contexts of help seeking. 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References

  • 2014A new criterion for assessing discriminant validity in variance-based structural equation modeling38,283 cited
  • 1981Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics13,274 cited
  • 1981Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics9,798 cited
  • 1968A Theory of Psychological Reactance4,758 cited
  • 1968A Theory of Psychological Reactance1,665 cited
  • 2003Resistance to change: Developing an individual differences measure.1,524 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1991Enhancing and Measuring Consumers' Motivation, Opportunity, and Ability to Process Brand Information from Ads988 cited
  • 1987Estimating Trait, Method, and Error Variance: Generalizing across 70 Construct Validation Studies750 cited
  • 1994An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems731 cited
  • 2010Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?630 cited
  • 1996Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction527 cited
  • 2007How motivation, opportunity, and ability drive knowledge sharing: The constraining‐factor model527 cited
  • 1998

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Learning and Performance Orientation of Salespeople: The Role of Supervisors
428 cited
  • 1999Implementing Marketing Strategies: Developing and Testing a Managerial Theory418 cited
  • 2011PLS marker variable approach to diagnosing and controlling for method variance279 cited
  • Cited by

    • 2022Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through salesforce control system37 cited
    • 2024Conceptualizing an integrative typology of sales enablement strategy14 cited
    • 2023Sales team value co-creation in turbulent markets: the role of team learning and agility12 cited
    • 2025Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers7 cited