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The Determinants of Salesperson Performance: A Meta-Analysis
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References

  • 1976Primary, Secondary, and Meta-Analysis of Research4,889 cited
  • 1982Meta-analysis in social research3,912 cited
  • 1986Meta-Analysis: Cumulating Research Findings across Studies792 cited

Cited by

  • 1998Employee Behavior in a Service Environment: A Model and Test of Potential Differences between Men and Women695 cited
  • 1993The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance551 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity519 cited
  • 1996Do Organizational Practices Matter in Role Stress Processes? A Study of Direct and Moderating Effects for Marketing-Oriented Boundary Spanners503 cited
  • 1993Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects502 cited
  • 2008A meta-analysis of humor in advertising498 cited
  • 1998Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople458 cited
  • 1990A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment451 cited
  • 1997Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes435 cited
  • 2009The Role of Leaders in Internal Marketing

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380 cited
  • 2019Emotional intelligence or artificial intelligence– an employee perspective369 cited
  • 1991Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction332 cited
  • 2021Do job insecurity, anxiety and depression caused by the COVID-19 pandemic influence hotel employees’ self-rated task performance? The moderating role of employee resilience331 cited
  • 2001Antecedents and consequences of salesperson burnout324 cited
  • 1994Behavioral and Psychological Consequences of Boundary Spanning Burnout for Customer Service Representatives316 cited
  • 2004The relative influence of organisational commitment and job satisfaction on service quality of customer‐contact employees in banking call centres306 cited