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A Method for Determining the Causes of Salesperson Turnover
11 references·1 citing·44 second hop
A Method for Determining the Causes of Salesperson Turnover (2013)A Method for Determining the Causes of Sa…THE HUMAN SIDE OF ENTERPRISE (1985)THE HUMAN SIDE OF ENTERPRISESales management: Decisions, strategies, and cases (1981)Sales management: Decisions, …Performance and Satisfaction in an Industrial Sales Force: An Examination of Their Antecedents and Simultaneity (1980)Performance and Satisfaction …Work, Productivity, and Job Satisfaction: An Evaluation of Policy-Related Research (1977)Work, Productivity, and Job S…Motivation through the design of work: test of a theory (1976)Motivation through the design…Task-goal attributes, n achievement, and supervisory performance (1975)Task-goal attributes, n achie…Salesmen's Response to Financial Incentives: An Empirical Study (1974)Salesmen's Response to Financ…Measuring the Job Satisfaction of Industrial Salesmen (1974)Measuring the Job Satisfactio…Expectancy Theory Predictions of Salesmen's Performance (1974)Expectancy Theory Predictions…Implications of a measurement problem for expectancy theory research (1973)Implications of a measurement…Work and motivation (1964)Work and motivationWhere Do the Best Sales Force Profit Producers Come From? (1993)Where Do the Best Sales Force…The Varimax Criterion for Analytic Rotation in Factor Analysis (1958)Modern Factor Analysis (1968)Toward a theory of task motivation and incentives (1968)Self‐efficacy perspective on achievement behavior (1984)Task complexity as a moderator of goal effects: A meta-analysis. (1987)Hierarchical representations of the five-factor model of personality in predicting job performance: Integrating three organizing frameworks with two theoretical perspectives. (2013)The Handbook of Social Psychology (1969)Development of the Job Diagnostic Survey. (1975)A three-component conceptualization of organizational commitment (1991)A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies (2000)The Power of Feedback (2007)Managerial Attitudes and Performance. (1968)Statistical Theories of Mental Test Scores (1969)Organizational Obstacles: Links with Financial Performance, Customer Satisfaction, and Job Satisfaction in a Service Environment (1993)Why are we weighting? The role of importance ratings in quality of life measurement (2001)How motivation, opportunity, and ability drive knowledge sharing: The constraining‐factor model (2007)A theory of human motivation. (1943)The Psychology of Interpersonal Relations. (1958)The psychology of interpersonal relations. (1958)Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance (1985)Fix It or Leave It? Customer Recovery from Self-service Technology Failures (2012)Customer orientation and firm performance: The joint moderating effects of ethical leadership and competitive intensity (2019)Handbook of Industrial and Organizational Psychology. (1977)Sample Size Effects on Chi Square and Other Statistics Used in Evaluating Causal Models (1982)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)Towards an understanding of inequity. (1963)Marketing Decision Making: A Model Building Approach (1971)Sales Force Management: Integrating Research Advances (1981)Leadership Behaviors in Sales Managers: A Level Analysis (2003)A Dynamic Theory of Personality - Selected Papers (2008)Trends in optimization models of sales force management (2015)The measurement of satisfaction in work and retirement: A strategy for the study of attitudes. (1969)Research Design Effects on the Reliability of Rating Scales: A Meta-Analysis (1984)Behavioral and Psychological Consequences of Boundary Spanning Burnout for Customer Service Representatives (1994)Distributed leadership in teams: The network of leadership perceptions and team performance (2006)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)A "Real-World" Approach to Coursework in Sales Management (1990)Behaviourism in the study of salesperson‐customer interactions (1996)Changing face of companies and role of Internal Marketing (2013)The External Control of Organizations. (1978)Teaching For Quality Learning At University (1999)
this work references cited by second hop

References

  • 1964Work and motivation10,436 cited
  • 1976Motivation through the design of work: test of a theory8,956 cited
  • 1985THE HUMAN SIDE OF ENTERPRISE4,850 cited
  • 1974Measuring the Job Satisfaction of Industrial Salesmen615 cited
  • 1980Performance and Satisfaction in an Industrial Sales Force: An Examination of Their Antecedents and Simultaneity431 cited
  • 1974Expectancy Theory Predictions of Salesmen's Performance260 cited
  • 1973Implications of a measurement problem for expectancy theory research180 cited
  • 1975Task-goal attributes, n achievement, and supervisory performance142 cited
  • 1974Salesmen's Response to Financial Incentives: An Empirical Study47 cited
  • 1981Sales management: Decisions, strategies, and cases21 cited
  • 1977Work, Productivity, and Job Satisfaction: An Evaluation of Policy-Related Research21 cited

Cited by

  • 1993Where Do the Best Sales Force Profit Producers Come From?17 cited

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