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Formal salesforce control mechanisms and behavioral outcomes
16 references·3 citing·47 second hop
Formal salesforce control mechanisms and behavioral outcomes (2021)Formal salesforce control mechanisms and …Specification, evaluation, and interpretation of structural equation models (2011)Specification, evaluation, an…Market orientation, marketing capabilities, and firm performance (2009)Market orientation, marketing…Management control systems as a package—Opportunities, challenges and research directions (2008)Management control systems as…Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Factors Influencing the Effec…Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Factors Influencing the Effec…Firm resources and sustained competitive advantage (2004)Firm resources and sustained …Interdependency, Contracting, and Relational Behavior in Marketing Channels (1996)Interdependency, Contracting,…Customer Satisfaction, Market Share, and Profitability: Findings from Sweden (1994)Customer Satisfaction, Market…Customer Satisfaction, Market Share, and Profitability: Findings From Sweden (1994)Customer Satisfaction, Market…Adapting the SERVQUAL scale to hospital services: an empirical investigation. (1992)Adapting the SERVQUAL scale t…Firm Resources and Sustained Competitive Advantage (1991)Firm Resources and Sustained …On the Evaluation of Structural Equation Models (1988)On the Evaluation of Structur…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Control: Organizational and Economic Approaches (1985)Control: Organizational and E…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …When and how sales manager feedback contributes to sales performance: the role of emotional labor and cross-selling (2023)When and how sales manager fe…Internal marketing and salespeople's out-of-role behaviour: The mediating role of job satisfaction (2023)Internal marketing and salesp…Salesforce output control and customer-oriented selling behaviours (2022)Salesforce output control and…The balanced scorecard : measures that drive performance (1992)Organizational culture and leadership (1993)The balanced scorecard: Translating strategy into action (1997)The design and use of performance management systems: An extended framework for analysis (2009)Configuring management control systems: Theorizing the integration of strategy and sustainability (2012)The contingency theory of management accounting and control: 1980–2014 (2016)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Prospect theory: An analysis of decision under risk (1988)Agency Theory: An Assessment and Review (1989)EFFECTS OF HUMAN RESOURCE SYSTEMS ON MANUFACTURING PERFORMANCE AND TURNOVER. 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(2000)The Theory of Economic Development (2003)Understanding Attitudes and Predicting Social Behavior (1980)The Commitment-Trust Theory of Relationship Marketing (1994)Evolving to a New Dominant Logic for Marketing (2003)Word-of-mouth communications in marketing: a meta-analytic review of the antecedents and moderators (2008)What Drives Social Commerce: The Role of Social Support and Relationship Quality (2011)Toward a theory of customer engagement marketing (2016)Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)Developing Buyer-Seller Relationships (1987)Customer Engagement Behavior: Theoretical Foundations and Research Directions (2010)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)A Reexamination of the Determinants of Consumer Satisfaction (1996)The value concept and relationship marketing (1996)Market-Based Assets and Shareholder Value: A Framework for Analysis (1998)Significance tests and goodness of fit in the analysis of covariance structures. (1980)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)PSYCHOLOGICAL, EMPOWERMENT IN THE WORKPLACE: DIMENSIONS, MEASUREMENT AND VALIDATION. (1995)An assessment of the use of partial least squares structural equation modeling in marketing research (2011)PLS-SEM: Indeed a Silver Bullet (2011)
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References

  • 1991Firm Resources and Sustained Competitive Advantage48,209 cited
  • 2004Firm resources and sustained competitive advantage38,157 cited
  • 1988On the Evaluation of Structural Equation Models26,139 cited
  • 1994Customer Satisfaction, Market Share, and Profitability: Findings From Sweden4,531 cited
  • 2011Specification, evaluation, and interpretation of structural equation models3,734 cited
  • 2006Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis2,596 cited
  • 1994Customer Satisfaction, Market Share, and Profitability: Findings from Sweden2,306 cited
  • 1985Control: Organizational and Economic Approaches2,023 cited
  • 2006Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis1,996 cited
  • 2008Management control systems as a package—Opportunities, challenges and research directions1,757 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 2009Market orientation, marketing capabilities, and firm performance1,542 cited
  • 1996Interdependency, Contracting, and Relational Behavior in Marketing Channels1,537 cited
  • 1992Adapting the SERVQUAL scale to hospital services: an empirical investigation.1,236 cited
  • 1986

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Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
1,227 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • Cited by

    • 2022Salesforce output control and customer-oriented selling behaviours21 cited
    • 2023Internal marketing and salespeople's out-of-role behaviour: The mediating role of job satisfaction20 cited
    • 2023When and how sales manager feedback contributes to sales performance: the role of emotional labor and cross-selling18 cited