On the public citation graph

Framing Predictors of Salespeople's Performance in B2b Sales – a Toolkit and Guide for Scholars and Practitioners

https://doi.org/10.2139/ssrn.4664071
0 signed · 86 inferred · view as graph

Inferred edges come from two machine sources: sweeps of open repository metadata (mostly SSRN and Zenodo), and a bulk OpenAlex citation snapshot. Every row below is labelled with the one it came from. Neither is a complete citation index — absence here is not evidence of absence.

Is this your work? Sign in with ORCID and put your name on the claims that are yours.
Claim with ORCID
Reference health. See whether every reference in this work resolves to a known work and none has been retracted — and get a dated CiteStamped badge you can embed.
See reference health

What this work says

Outgoing claims: the papers this work cites, builds on, or argues with.

inferredcites →https://doi.org/10.1002/jrsm.1338openalex-extracted
A history of meta‐regression: Technical, conceptual, and practical developments between 1974 and 2018
inferredcites →https://doi.org/10.1007/s10551-011-1121-5openalex-extracted
The Impact of Service Supplier’s Unethical Behavior to Buyer’s Satisfaction: An Empirical Study
inferredcites →https://doi.org/10.1007/s10551-017-3598-zopenalex-extracted
Achieving Top Performance While Building Collegiality in Sales: It All Starts with Ethics
inferredcites →https://doi.org/10.1007/s10869-008-9069-xopenalex-extracted
Need for Cognition and Affective Orientation as Predictors of Sales Performance: An Investigation of Main and Interaction Effects
inferredcites →https://doi.org/10.1007/s11747-010-0211-8openalex-extracted
Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?
inferredcites →https://doi.org/10.1007/s11747-012-0302-9openalex-extracted
Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance
inferredcites →https://doi.org/10.1007/s11747-020-00752-0openalex-extracted
Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
inferredcites →https://doi.org/10.1016/0895-4356(94)00136-eopenalex-extracted
Statistical and theoretical considerations in meta-analysis
inferredcites →https://doi.org/10.1016/j.ausmj.2018.12.001openalex-extracted
Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons
inferredcites →https://doi.org/10.1016/j.bushor.2014.09.009openalex-extracted
Social media and related technology: Drivers of change in managing the contemporary sales force
inferredcites →https://doi.org/10.1016/j.fertnstert.2011.05.029openalex-extracted
A meta-analysis of meta-analyses
inferredcites →https://doi.org/10.1016/j.indmarman.2004.09.021openalex-extracted
Antecedents and consequences of CRM technology acceptance in the sales force
inferredcites →https://doi.org/10.1016/j.indmarman.2007.07.010openalex-extracted
The impact of the product to service shift in industrial markets and the evolution of the sales organization
inferredcites →https://doi.org/10.1016/j.indmarman.2007.11.003openalex-extracted
SOCO's impact on individual sales performance: The integration of selling skills as a missing link
inferredcites →https://doi.org/10.1016/j.indmarman.2015.04.007openalex-extracted
How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
inferredcites →https://doi.org/10.1016/j.indmarman.2015.05.004openalex-extracted
How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
inferredcites →https://doi.org/10.1016/j.indmarman.2015.05.027openalex-extracted
Interpersonal influence strategies in complex B2B sales and the socio-cognitive construction of relationship value
inferredcites →https://doi.org/10.1016/j.indmarman.2016.10.012openalex-extracted
Examining the impact of job embeddedness on salesperson deviance: The moderating role of job satisfaction
inferredcites →https://doi.org/10.1016/j.indmarman.2017.06.015openalex-extracted
Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action
inferredcites →https://doi.org/10.1016/j.indmarman.2017.11.008openalex-extracted
The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness
inferredcites →https://doi.org/10.1016/j.jbusres.2006.12.005openalex-extracted
The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited
inferredcites →https://doi.org/10.1016/j.jbusres.2011.03.001openalex-extracted
Information control, role perceptions, and work outcomes of boundary-spanning frontline managers
inferredcites →https://doi.org/10.1016/j.jbusres.2018.09.015openalex-extracted
Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction
inferredcites →https://doi.org/10.1016/j.jbusres.2021.09.035openalex-extracted
Business-to-business salespeople and political skill: Relationship building, deviance, and performance
inferredcites →https://doi.org/10.1016/j.jbusres.2022.113586openalex-extracted
Entrepreneurial strategy-making, corporate entrepreneurship preparedness and entrepreneurial sales actions: Improving B2B sales performance
inferredcites →https://doi.org/10.1016/j.joi.2013.01.012openalex-extracted
Impact and structural features of meta-analytical studies, standard articles and reviews in psychology: Similarities and differences
inferredcites →https://doi.org/10.1016/s0149-2063(99)00035-5openalex-extracted
Jackson and schuler (1985) revisited: a meta-analysis of the relationships between role ambiguity, role conflict, and job performance
inferredcites →https://doi.org/10.1037//0021-9010.87.2.268openalex-extracted
Business-unit-level relationship between employee satisfaction, employee engagement, and business outcomes: A meta-analysis.
inferredcites →https://doi.org/10.1037//0022-3514.71.2.390openalex-extracted
Individual differences in intuitive-experiential and analytical-rational thinking styles.
inferredcites →https://doi.org/10.1037/0021-9010.88.2.234openalex-extracted
Effectiveness of training in organizations: A meta-analysis of design and evaluation features.
inferredcites →https://doi.org/10.1037/0022-3514.42.1.116openalex-extracted
The need for cognition.
inferredcites →https://doi.org/10.1037/0022-3514.71.2.390openalex-extracted
Individual differences in intuitive-experiential and analytical-rational thinking styles.
inferredcites →https://doi.org/10.1037/0033-2909.96.1.72openalex-extracted
Validity and utility of alternative predictors of job performance.
inferredcites →https://doi.org/10.1037/h0054346openalex-extracted
A theory of human motivation.
inferredcites →https://doi.org/10.1080/08853134.2001.10754273openalex-extracted
The Top Ten Sales Articles of the 20th Century
inferredcites →https://doi.org/10.1080/08853134.2002.10754289openalex-extracted
A Measure of Selling Skill: Scale Development and Validation
inferredcites →https://doi.org/10.1080/08853134.2003.10749001openalex-extracted
Adaptive Selling Behavior Revisited: An Empirical Examination of Learning Orientation, Sales Performance, and Job Satisfaction
inferredcites →https://doi.org/10.1080/08853134.2013.870184openalex-extracted
Examining impacts of technostress on the professional salesperson's behavioural performance
inferredcites →https://doi.org/10.1080/08853134.2017.1286596openalex-extracted
Meta-analyses in sales research
inferredcites →https://doi.org/10.1080/08853134.2019.1598267openalex-extracted
It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress
inferredcites →https://doi.org/10.1086/221565openalex-extracted
The Informant in Quantitative Research
inferredcites →https://doi.org/10.1108/08858621011077763openalex-extracted
Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature
inferredcites →https://doi.org/10.1108/08858629310044183openalex-extracted
Sales Teamwork: A DOMINANT STRATEGY FOR IMPROVING SALESFORCE EFFECTIVENESS
inferredcites →https://doi.org/10.1108/08858629710188018openalex-extracted
Salesperson behavior: antecedents and links to performance
inferredcites →https://doi.org/10.1108/ebr-03-2023-0089openalex-extracted
Salespeople’s sales performance skills in B2B of services firms – a cross-industrial study
inferredcites →https://doi.org/10.1108/ijebr-02-2023-0165openalex-extracted
Strategy creation behaviour and “last gasp” digitalization as predictors of sales performance and cash flow
inferredcites →https://doi.org/10.1108/jbim-03-2015-0048openalex-extracted
Empathy, nonverbal immediacy, and salesperson performance: the mediating role of adaptive selling behavior
inferredcites →https://doi.org/10.1108/jbim-07-2019-0322openalex-extracted
Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended
inferredcites →https://doi.org/10.1108/jocm-03-2022-0083openalex-extracted
The direct effect of B2B sellers' skills on relative and absolute sales performance: a dual measurement approach
inferredcites →https://doi.org/10.1108/mip-03-2021-0100openalex-extracted
Organisational and environmental indicators of B2B sales performance
inferredcites →https://doi.org/10.1111/j.0965-075x.2005.00302.xopenalex-extracted
Personality and Sales Performance: Situational Variation and Interactions between Traits
inferredcites →https://doi.org/10.1136/jech.45.2.89openalex-extracted
The potential and limitations of meta-analysis.
inferredcites →https://doi.org/10.1146/annurev-psych-120710-100452openalex-extracted
Sources of Method Bias in Social Science Research and Recommendations on How to Control It
inferredcites →https://doi.org/10.1146/annurev.psych.52.1.397openalex-extracted
Job Burnout
inferredcites →https://doi.org/10.1177/001872679204500402openalex-extracted
To Be Fully There: Psychological Presence at Work
inferredcites →https://doi.org/10.1177/002224298404800402openalex-extracted
A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons
inferredcites →https://doi.org/10.1177/002224299405800206openalex-extracted
The Effect of Effort on Sales Performance and Job Satisfaction
inferredcites →https://doi.org/10.1177/002224299405800303openalex-extracted
Learning Orientation, Working Smart, and Effective Selling
inferredcites →https://doi.org/10.1177/002224299405800407openalex-extracted
The Influence of Coworker Feedback on Salespeople
inferredcites →https://doi.org/10.1177/002224299806200305openalex-extracted
Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople
inferredcites →https://doi.org/10.1177/002224377701400203openalex-extracted
Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research
inferredcites →https://doi.org/10.1177/002224378502200201openalex-extracted
The Determinants of Salesperson Performance: A Meta-Analysis
inferredcites →https://doi.org/10.1177/0092070301291002openalex-extracted
Customer Satisfaction: A Meta-Analysis of the Empirical Evidence
inferredcites →https://doi.org/10.1177/014920630002600104openalex-extracted
Jackson and Schuler (1985) Revisited: A Meta-Analysis of the Relationships Between Role Ambiguity, Role Conflict, and Job Performance
inferredcites →https://doi.org/10.1509/jmkr.39.1.110.18928openalex-extracted
The Customer Orientation of Service Workers: Personality Trait Effects on Self-and Supervisor Performance Ratings
inferredcites →https://doi.org/10.2307/1174772openalex-extracted
Primary, Secondary, and Meta-Analysis of Research
inferredcites →https://doi.org/10.2307/1249831openalex-extracted
Sales Force Management
inferredcites →https://doi.org/10.2307/1251506openalex-extracted
A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons
inferredcites →https://doi.org/10.2307/1252270openalex-extracted
inferredcites →https://doi.org/10.2307/1252309openalex-extracted
Learning Orientation, Working Smart, and Effective Selling
inferredcites →https://doi.org/10.2307/2391486openalex-extracted
Role Conflict and Ambiguity in Complex Organizations
inferredcites →https://doi.org/10.2307/256287openalex-extracted
PSYCHOLOGICAL CONDITIONS OF PERSONAL ENGAGEMENT AND DISENGAGEMENT AT WORK.
inferredcites →https://doi.org/10.2307/3150465openalex-extracted
Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research
inferredcites →https://doi.org/10.2307/3151357openalex-extracted
The Determinants of Salesperson Performance: A Meta-Analysis
inferredcites →https://doi.org/10.2753/pss0885-3134260201openalex-extracted
Sales Technology Orientation, Information Effectiveness, and Sales Performance
inferredcites →https://doi.org/10.2753/pss0885-3134270106openalex-extracted
The Impact of Salesperson Motivation on Role Perceptions and Job Performance—A Cognitive and Affective Perspective
inferredcites →https://doi.org/10.2753/pss0885-3134270204openalex-extracted
The Variance in Sales Performance Explained by the Knowledge Structures of Salespeople
inferredcites →https://doi.org/10.2753/pss0885-3134320103openalex-extracted
The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research
inferredcites →https://doi.org/10.2753/pss0885-3134320108openalex-extracted
Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas
inferredcites →https://doi.org/10.2753/pss0885-3134330306openalex-extracted
Using Shortened Scales in Sales Research: Risks, Benefits, and Strategies
inferredcites →https://doi.org/10.4324/9781003134695openalex-extracted
Contemporary Selling
inferredcites →https://doi.org/10.5296/bms.v8i2.11563openalex-extracted
The Influence of Critical Success Factors on B2B Sales Performance and the Mediating Role of Social Intelligence
inferredcites →https://doi.org/10.5539/ijms.v10n1p145openalex-extracted
The Mediating Role of Sales Performance in the Effect of Antecedents on Sales Force Satisfaction: In the Case of Top Three Chain Retail Stores Operating in Ethiopia
inferredcites →https://doi.org/10.62394/projmb.v2i1.57openalex-extracted
SALES MANAGEMENT ANALYSIS AND DECISION MAKING
inferredcites →https://doi.org/10.7758/9781610448864openalex-extracted
The Handbook of Research Synthesis and Meta-Analysis
inferredcites →https://doi.org/10.9734/ajeba/2020/v15i130205openalex-extracted
Key Drivers of Salesperson Performance: The Role of Sales Antecedents and Moderating Effect of Customer Directed Extra Role Behavior
Editorial review for independent work. ICSAC — the Institute for Complexity Science and Advanced Computing — runs a structured editorial panel for researchers publishing outside journals, and publishes on CiteStamp rails. Submission is free and goes through ORCID: icsacinstitute.org/submit.