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Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates
16 references·5 citing·39 second hop
Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates (1997)Salesperson Performance Attribution Proce…Assessing dissimilarity relations under missing data conditions: Evidence from computer simulations. (2007)Assessing dissimilarity relat…Organizational Citizenship Behaviors and Sales Unit Effectiveness (1994)Organizational Citizenship Be…Motivation theory and industrial and organizational psychology. (1990)Motivation theory and industr…An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment (1988)An Updated Paradigm for Scale…A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships (1984)A Model of the Distributor's …Self-evaluative and self-efficacy mechanisms governing the motivational effects of goal systems. (1983)Self-evaluative and self-effi…Goal setting and task performance: 1969–1980. (1981)Goal setting and task perform…A cognitive (attribution)-emotion-action model of motivated behavior: An analysis of judgments of help-giving. (1980)A cognitive (attribution)-emo…Social Learning Theory. (1978)Social Learning Theory.Handbook of Industrial and Organizational Psychology. (1977)Handbook of Industrial and Or…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…The processes of causal attribution. (1973)The processes of causal attri…Motivation in Work Organizations (1973)Motivation in Work Organizati…Managerial Attitudes and Performance. (1968)Managerial Attitudes and Perf…Work and motivation (1964)Work and motivationProduct knowledge and salesperson performance: rethinking the role of optimism (2017)Product knowledge and salespe…Role identity and attributions of high‐performing salespeople (2009)Role identity and attribution…Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors (2003)Sales force obsolescence: Per…The sales introspection technique: principles and application (2002)The sales introspection techn…Managing Salesperson Motivation in a Territory Realignment (2000)Managing Salesperson Motivati…A Theory of Social Comparison Processes (1954)The Psychology of Interpersonal Relations. (1958)Cognitive, social, and physiological determinants of emotional state. (1962)Self-serving biases in the attribution of causality: Fact or fiction? (1975)The “false consensus effect”: An egocentric bias in social perception and attribution processes (1977)The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)The attraction paradigm (1972)Psychology of intergroup relations (1986)Perceived self-efficacy in the exercise of personal agency (1990)The Common Ingroup Identity Model: Recategorization and the Reduction of Intergroup Bias (1993)Work Group Diversity and Group Performance: An Integrative Model and Research Agenda. (2004)Not all job demands are equal: Differentiating job hindrances and job challenges in the Job Demands–Resources model (2010)Coefficient Alpha and the Internal Structure of Tests (1951)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Structural equation modeling in practice: A review and recommended two-step approach. (1988)A Brief Tutorial on the Development of Measures for Use in Survey Questionnaires (1998)Structural Equation Modeling and Regression: Guidelines for Research Practice (2000)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Telling more than we can know: Verbal reports on mental processes. (1977)Formative assessment and the design of instructional systems (1989)A Multimethod Examination of the Benefits and Detriments of Intragroup Conflict (1995)Employability: A psycho-social construct, its dimensions, and applications (2004)The theory of planned behavior (1991)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Self‐determination theory and work motivation (2005)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unifying theory of behavioral change (1978)Self-efficacy mechanism in human agency. (1982)Evaluating the use of exploratory factor analysis in psychological research. (1999)The job demands-resources model of burnout. (2001)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Extrinsic and Intrinsic Motivation to Use Computers in the Workplace 1 (1992)When Work And Family Are Allies: A Theory Of Work-Family Enrichment (2006)Response Rate and Response Quality of Internet-Based Surveys: An Experimental Study (2004)Introduction (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)
this work references cited by second hop

References

  • 1978Social Learning Theory.25,426 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1977Handbook of Industrial and Organizational Psychology.11,945 cited
  • 1964Work and motivation10,436 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
  • 1973The processes of causal attribution.4,031 cited
  • 1981Goal setting and task performance: 1969–1980.2,451 cited
  • 1968Managerial Attitudes and Performance.2,209 cited
  • 2007Assessing dissimilarity relations under missing data conditions: Evidence from computer simulations.2,032 cited
  • 1983Self-evaluative and self-efficacy mechanisms governing the motivational effects of goal systems.1,515 cited
  • 1990Motivation theory and industrial and organizational psychology.1,314 cited
  • 1973Motivation in Work Organizations1,240 cited
  • 1984A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships1,128 cited
  • 1994Organizational Citizenship Behaviors and Sales Unit Effectiveness1,098 cited

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1980
A cognitive (attribution)-emotion-action model of motivated behavior: An analysis of judgments of help-giving.
1,073 cited

Cited by

  • 2003Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors32 cited
  • 2009Role identity and attributions of high‐performing salespeople29 cited
  • 2000Managing Salesperson Motivation in a Territory Realignment28 cited
  • 2017Product knowledge and salesperson performance: rethinking the role of optimism27 cited
  • 2002The sales introspection technique: principles and application3 cited