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Unravelling Criteria for Assessing the Performance of Salespeople: A Causal Analysis
16 references·0 citing·43 second hop
Unravelling Criteria for Assessing the Performance of Salespeople: A Causal Analysis (2013)Unravelling Criteria for Assessing the Pe…Sales Force Management (2021)Sales Force ManagementKnowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Some Methods for Respecifying Measurement Models to Obtain Unidimensional Construct Measurement (1982)Some Methods for Respecifying…Sample Size Effects on Chi Square and Other Statistics Used in Evaluating Causal Models (1982)Sample Size Effects on Chi Sq…Recent Developments in Structural Equation Modeling (1982)Recent Developments in Struct…Measuring the performance of industrial salespersons (1982)Measuring the performance of …An Examination of the Convergent, Discriminant, and Predictive Validity of Fishbein's Behavioral Intention Model (1982)An Examination of the Converg…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…The Nature and Causes of Self-Esteem, Performance, and Satisfaction in the Sales Force: A Structural Equation Approach (1980)The Nature and Causes of Self…Performance and Satisfaction in an Industrial Sales Force: An Examination of Their Antecedents and Simultaneity (1980)Performance and Satisfaction …Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors (1978)Salesforce Performance and Sa…Applied Psychology in Personnel Management (1978)Applied Psychology in Personn…Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Identifying Successful Indust…Personnel Selection: Test and Measurement Techniques (1951)Personnel Selection: Test and…The Dollar Criterion—Applying the Cost Accounting Concept to Criterion Construction (1950)The Dollar Criterion—Applying…Experimental and Quasi-Experimental Designs for Research (1963)A GENERAL METHOD FOR ESTIMATING A LINEAR STRUCTURAL EQUATION SYSTEM* (1970)Introduction to Structural Equation Models. (1976)A simulation study to investigate the use of cutoff values for assessing model fit in covariance structure models (2004)Cognition-based and affect-based trust as mediators of leader behavior influences on team performance. (2011)Bridging Design and Behavioral Research With Variance-Based Structural Equation Modeling (2017)Coefficient Alpha and the Internal Structure of Tests (1951)Significance tests and goodness of fit in the analysis of covariance structures. (1980)Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics (1981)Predicting the performance of measures in a confirmatory factor analysis with a pretest assessment of their substantive validities. (1991)Examining the structural relationships of destination image, tourist satisfaction and destination loyalty: An integrated approach (2007)The impact of personal dispositions on information sensitivity, privacy concern and trust in disclosing health information online (2010)Essentials of Psychological Testing (1960)A Paradigm for Developing Better Measures of Marketing Constructs (1979)The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance (1993)The use of expert judges in scale development (2003)Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)Work and motivation (1964)Statistical Theories of Mental Test Scores (1969)Handbook of Industrial and Organizational Psychology. (1977)Research Design Effects on the Reliability of Rating Scales: A Meta-Analysis (1984)The Quality-of-Life (QOL) Research Movement: Past, Present, and Future (2006)Intraclass Reliability Estimates: Testing Structural Assumptions (1974)Perceived Cohesion: A Conceptual and Empirical Examination (1990)Cross-Cultural Examination of the Fishbein Behavioral Intentions Model (1991)Antecedents and consequences of cross-functional cooperation: A comparison of R&D, manufacturing, and marketing perspectives (1997)Do Citizenship Behaviors Matter More for Managers Than for Salespeople? (1999)Strategy type and performance: the influence of sales force management (2000)A model of close business relationships in China (guanxi) (2001)Strategic Human Resources Management: A Review of the Literature and a Proposed Typology (1988)Recruitment, Job Choice, and Post-Hire Consequences: A Call For New Research Directions (1989)PERCEIVED APPLICANT FIT: DISTINGUISHING BETWEEN RECRUITERS' PERCEPTIONS OF PERSON‐JOB AND PERSON‐ORGANIZATION FIT (2000)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)On the Evaluation of Structural Equation Models (1988)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)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1982Recent Developments in Structural Equation Modeling995 cited
  • 1982Some Methods for Respecifying Measurement Models to Obtain Unidimensional Construct Measurement973 cited
  • 1978Applied Psychology in Personnel Management663 cited
  • 1982Measuring the performance of industrial salespersons646 cited
  • 1982Sample Size Effects on Chi Square and Other Statistics Used in Evaluating Causal Models499 cited
  • 1980Performance and Satisfaction in an Industrial Sales Force: An Examination of Their Antecedents and Simultaneity431 cited
  • 2021Sales Force Management396 cited
  • 1978Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors319 cited
  • 1951Personnel Selection: Test and Measurement Techniques308 cited
  • 1982An Examination of the Convergent, Discriminant, and Predictive Validity of Fishbein's Behavioral Intention Model150 cited
  • 1977Identifying Successful Industrial Salesmen by Personality and Personal Characteristics138 cited

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  • 1950The Dollar Criterion—Applying the Cost Accounting Concept to Criterion Construction129 cited
  • 1980The Nature and Causes of Self-Esteem, Performance, and Satisfaction in the Sales Force: A Structural Equation Approach111 cited
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