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The interplay between objective and subjective measures of salesperson performance: towards an integrated approach
16 references·2 citing·44 second hop
The interplay between objective and subjective measures of salesperson performance: towards an integrated approach (2022)The interplay between objective and subje…The SAGE handbook of organizational research methods (2009)The SAGE handbook of organiza…Developing Design Propositions through Research Synthesis (2008)Developing Design Proposition…The SAGE handbook of qualitative research (2005)The SAGE handbook of qualitat…Subjectivity and the Weighting of Performance Measures: Evidence from a Balanced Scorecard (2003)Subjectivity and the Weightin…Performance implications of strategic performance measurement in financial services firms (2003)Performance implications of s…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Qualitative research & evaluation methods (2002)Qualitative research & evalua…Designing, implementing and updating performance measurement systems (2000)Designing, implementing and u…InterViews: An introduction to qualitative research interviewing (1997)InterViews: An introduction t…Learning Orientation, Working Smart, and Effective Selling (1994)Learning Orientation, Working…Customer satisfaction, customer retention, and market share (1993)Customer satisfaction, custom…KEEPING AN EYE ON THE MIRROR: IMAGE AND IDENTITY IN ORGANIZATIONAL ADAPTATION. (1991)KEEPING AN EYE ON THE MIRROR:…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Toward an understanding of the personal traits needed in a digital selling environment (2024)Toward an understanding of th…Dynamic and global drivers of salesperson effectiveness (2023)Dynamic and global drivers of…The Discovery of Grounded Theory: Strategies for Qualitative Research. (1968)The social psychology of organizing (1969)An Evolutionary Theory of Economic Change. 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References

  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 2002Qualitative research & evaluation methods15,582 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 2005The SAGE handbook of qualitative research10,183 cited
  • 1997InterViews: An introduction to qualitative research interviewing7,238 cited
  • 1991KEEPING AN EYE ON THE MIRROR: IMAGE AND IDENTITY IN ORGANIZATIONAL ADAPTATION.2,929 cited
  • 1993Customer satisfaction, customer retention, and market share2,151 cited
  • 2009The SAGE handbook of organizational research methods2,127 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1994Learning Orientation, Working Smart, and Effective Selling1,172 cited
  • 2003Performance implications of strategic performance measurement in financial services firms1,156 cited
  • 2000Designing, implementing and updating performance measurement systems1,143 cited
  • 2008Developing Design Propositions through Research Synthesis

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1,054 cited
  • 2003Subjectivity and the Weighting of Performance Measures: Evidence from a Balanced Scorecard937 cited
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    • 2023Dynamic and global drivers of salesperson effectiveness23 cited
    • 2024Toward an understanding of the personal traits needed in a digital selling environment18 cited