On the public citation graph
Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research
0 signed · 512 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.
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known work and none has been retracted — and get a dated CiteStamped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.
What this work says
Outgoing claims: the papers this work cites, builds on, or argues with.
inferredcites →https://doi.org/10.1016/0030-5073(69)90004-xopenalex-snapshot
An empirical test of a new theory of human needs
inferredcites →https://doi.org/10.1016/0030-5073(69)90009-9openalex-snapshot
A reconsideration of the relationship between satisfaction and judged importance of environmental and job characteristics
inferredcites →https://doi.org/10.1016/0030-5073(72)90018-9openalex-snapshot
A causal correlational test of the need hierarchy concept
inferredcites →https://doi.org/10.1037/h0023614openalex-snapshot
Role of financial compensation in industrial motivation.
inferredcites →https://doi.org/10.1037/h0031154openalex-snapshot
Expectancies as determinants of performance.
inferredcites →https://doi.org/10.1037/h0037495openalex-snapshot
Expectancy models of job satisfaction, occupational preference and effort: A theoretical, methodological, and empirical appraisal.
inferredcites →https://doi.org/10.1037/h0092976openalex-snapshot
Generalized expectancies for internal versus external control of reinforcement.
inferredcites →https://doi.org/10.1111/j.1744-6570.1970.tb01652.xopenalex-snapshot
JOB ATTITUDES AND EMPLOYEE MOTIVATION: THEORY, RESEARCH, AND PRACTICE1
inferredcites →https://doi.org/10.1177/002224295301800205openalex-snapshot
Special Incentives for Salesmen
inferredcites →https://doi.org/10.1177/002224296603000202openalex-snapshot
The Salesman's Role Revisited
inferredcites →https://doi.org/10.1177/002224377401100302openalex-snapshot
Expectancy Theory Predictions of Salesmen's Performance
inferredcites →https://doi.org/10.1177/002224377601300401openalex-snapshot
Organizational Climate and Job Satisfaction in the Salesforce
inferredcites →https://doi.org/10.2307/1250800openalex-snapshot
Organizational Determinants of the Industrial Salesman's Role Conflict and Ambiguity
inferredcites →https://doi.org/10.2307/2391931openalex-snapshot
An Evaluation of Causal Models Linking the Received Role with Job Satisfaction
inferredcites →https://doi.org/10.2307/2393837openalex-snapshot
Interorganization Role-Set Relations and the Performance and Satisfaction of Industrial Salesmen
inferredcites →https://doi.org/10.2307/255181openalex-snapshot
Interorganizational Conflict, Linkage, and Exchange: A Study of Industrial Salesmen
What points at this work
Incoming claims: where this work appears in other papers’ reference lists and arguments.
inferred← citeshttps://doi.org/10.2139/ssrn.4664071openalex-extracted
Framing Predictors of Salespeople's Performance in B2b Sales – a Toolkit and Guide for Scholars and Practitioners
inferred← citeshttps://doi.org/10.1002/cjas.190openalex-snapshot
Processes underlying the development and evolution of salespersonsõ job satisfaction/dissatisfaction: a conceptual framework
inferred← citeshttps://doi.org/10.1002/job.1835openalex-snapshot
When creativity enhances sales effectiveness: The moderating role of leader–member exchange
inferred← citeshttps://doi.org/10.1002/mar.10079openalex-snapshot
Valenced attributions and risk in new‐product decisions: How why indicates what's next
inferred← citeshttps://doi.org/10.1002/mar.20102openalex-snapshot
Core self-evaluations and salespeople
inferred← citeshttps://doi.org/10.1002/mar.4220080306openalex-snapshot
A conceptual model of the impact of advertising on service employees
inferred← citeshttps://doi.org/10.1002/pfi.20156openalex-snapshot
Partnering through training and practice to achieve performance improvement
inferred← citeshttps://doi.org/10.1002/pfi.21474openalex-snapshot
Motivate to Improve Salesforce Performance: The Sales Training Perspective
inferred← citeshttps://doi.org/10.1002/piq.20097openalex-snapshot
Efficacy of a template creation approach for performance improvement
inferred← citeshttps://doi.org/10.1002/piq.21157openalex-snapshot
Sales Teams or Salespersons: Performance Implications for Embracing Individualistic and Collectivistic Cultural Values in a Global Marketplace
inferred← citeshttps://doi.org/10.1007/978-1-137-35512-6_15openalex-snapshot
Sales Performance Measurement and Monitoring
inferred← citeshttps://doi.org/10.1007/978-1-137-35512-6_5openalex-snapshot
Motivation and Leadership of the Sales Force
inferred← citeshttps://doi.org/10.1007/978-1-349-26354-7_3openalex-snapshot
Characteristics of Salespeople
inferred← citeshttps://doi.org/10.1007/978-3-319-11101-8_93openalex-snapshot
The Equity/ Expectancy Framework Interfaced With the Psychological Contract to Describe the Salesperson Motivation Behavioral Process
inferred← citeshttps://doi.org/10.1007/978-3-319-11101-8_94openalex-snapshot
The Role of Organizational Climate Conditions in Enhancing the Desirability of Salesperson Rewards
inferred← citeshttps://doi.org/10.1007/978-3-319-11101-8_95openalex-snapshot
Sales Force Satisfaction and Planning Activity
inferred← citeshttps://doi.org/10.1007/978-3-319-11885-7_13openalex-snapshot
Sales Force Motivation and Outcome- or Behavior-Based Controls–Abstract
inferred← citeshttps://doi.org/10.1007/978-3-319-13078-1_113openalex-snapshot
Employee Satisfaction and Internal Service Performance: Some Preliminary Evidence
inferred← citeshttps://doi.org/10.1007/978-3-319-13078-1_45openalex-snapshot
A Theoretic Exploration of Spousal Support and the Relationship to Sales Performance After Relocation
inferred← citeshttps://doi.org/10.1007/978-3-319-13144-3_11openalex-snapshot
Employing Dyadic Data to Assess the Accuracy of Salespersons’ Perceptions of Their Customers: Antecedents to and Impact on Performance
inferred← citeshttps://doi.org/10.1007/978-3-319-13159-7_26openalex-snapshot
Cross-Functional Issues in Sales and Sales Management
inferred← citeshttps://doi.org/10.1007/978-3-319-13159-7_58openalex-snapshot
Towards the Theory of Self Concept in Selling
inferred← citeshttps://doi.org/10.1007/978-3-319-13162-7_118openalex-snapshot
The Influence of Salesperson Motivation and Role Perception: An Empirical Analysis
inferred← citeshttps://doi.org/10.1007/978-3-319-13248-8_40openalex-snapshot
Sales Adaptation in Japan; an Expansion of the Contingency Model
inferred← citeshttps://doi.org/10.1007/978-3-319-13248-8_74openalex-snapshot
An Examination of the Effects of Behavioral Variables and Employee Characteristics on the Salesperson’s Propensity to Quit
inferred← citeshttps://doi.org/10.1007/978-3-319-16973-6_79openalex-snapshot
Factor Analyses of Aspects of Individual Volunteer Fund Raising
inferred← citeshttps://doi.org/10.1007/978-3-319-17055-8_78openalex-snapshot
Relative Effects of Expectancy and Commitment on Salespeople’a Work Outcomes: a Conceptual Framework
inferred← citeshttps://doi.org/10.1007/978-3-319-53538-8_3openalex-snapshot
The Mediating Role of Psychological Contract
inferred← citeshttps://doi.org/10.1007/978-3-319-53538-8_7openalex-snapshot
General Discussion and Conclusion
inferred← citeshttps://doi.org/10.1007/978-3-322-81525-5_8openalex-snapshot
Kundenorientierung auf individueller Ebene: Das Einstellungs-Verhaltens-Modell
inferred← citeshttps://doi.org/10.1007/978-3-322-83625-0_5openalex-snapshot
Kommunikations- und Kontrollprozesse bei der Erstellung von Dienstleistungsqualität
inferred← citeshttps://doi.org/10.1007/978-3-322-89387-1_1openalex-snapshot
Grundlagen des Anlagen-Marketing
inferred← citeshttps://doi.org/10.1007/978-3-322-91158-2_5openalex-snapshot
Kommunikations- und Kontrollprozesse bei der Erstellung von Dienstleistungsqualität
inferred← citeshttps://doi.org/10.1007/978-3-322-91284-8_5openalex-snapshot
Verständnis von Kundenwünschen seitens der Verkäufer — eine empirische Analyse
inferred← citeshttps://doi.org/10.1007/978-3-322-98484-5_10openalex-snapshot
Außendienststeuerung mit Hilfe von Lohnanreizsystemen
inferred← citeshttps://doi.org/10.1007/978-3-322-99411-0_6openalex-snapshot
Kommunikations- und Kontrollprozesse bei der Erstellung von Dienstleistungsqualität
inferred← citeshttps://doi.org/10.1007/978-3-658-01830-6_14openalex-snapshot
Operatives Vertriebsmanagement
inferred← citeshttps://doi.org/10.1007/978-3-658-26727-8_18openalex-snapshot
Grundlagen zum operativen Vertriebsmanagement
inferred← citeshttps://doi.org/10.1007/978-3-658-27558-7_2openalex-snapshot
Allgemeine Grundlagen des B2B-Marketings und -Vertriebs
inferred← citeshttps://doi.org/10.1007/978-3-663-09323-7_7openalex-snapshot
Empirische Befunde zur effizienten Gestaltung von Entlohnungssystemen
inferred← citeshttps://doi.org/10.1007/978-3-8349-3743-8_24openalex-snapshot
Der Zusammenhang zwischen Arbeits- und Händlerzufriedenheit: Eine empirische Analyse bei einem internationalen Konsumgüterhersteller
inferred← citeshttps://doi.org/10.1007/978-3-8349-4681-2_21openalex-snapshot
Vertriebsdifferenzierung im Industriegütergeschäft
inferred← citeshttps://doi.org/10.1007/978-3-8349-6302-4_6openalex-snapshot
Transformationale Führung von Vertriebsmitarbeitern im Solution Selling
inferred← citeshttps://doi.org/10.1007/978-3-8349-6733-6_13openalex-snapshot
Anreiz- und Vergütungssysteme im Vertrieb
inferred← citeshttps://doi.org/10.1007/978-3-8349-9966-5_3openalex-snapshot
Verkäuferleistung — Theoretische Erklärungsansätze und empirische Resultate im Überblick
inferred← citeshttps://doi.org/10.1007/978-3-8349-9966-5_4openalex-snapshot
Konzeptioneller Bezugsrahmen und Forschungshypothesen
inferred← citeshttps://doi.org/10.1007/978-94-011-1402-8_7openalex-snapshot
Research on Modeling Industrial Markets
inferred← citeshttps://doi.org/10.1007/bf00162704openalex-snapshot
The impact of information and computer based training on negotiators' performance
inferred← citeshttps://doi.org/10.1007/bf00381759openalex-snapshot
Correlates of salespeople's ethical conflict: An exploratory investigation
inferred← citeshttps://doi.org/10.1007/bf00384207openalex-snapshot
Business ethics: A literature review with a focus on marketing ethics
inferred← citeshttps://doi.org/10.1007/bf02230969openalex-snapshot
Working smarter: The effects of motivational orientations on purchasing task selection and retail buyer performance
inferred← citeshttps://doi.org/10.1007/bf02721973openalex-snapshot
An Empirical Test of Linkages Proposed in the Walker, Churchill, and Ford Model of Salesforce Motivation and Performance
inferred← citeshttps://doi.org/10.1007/bf02722111openalex-snapshot
A Path-Analytic Study of a Model of Salesperson Performance
inferred← citeshttps://doi.org/10.1007/bf02723373openalex-snapshot
Examining Product Managers' Job Satisfaction and Performance Using Selected Organizational Behavior Variables
inferred← citeshttps://doi.org/10.1007/bf02726351openalex-snapshot
An Empirical Investigation of Salespeople's Performance, Effort and Selling Method During A Sales Contest
inferred← citeshttps://doi.org/10.1007/bf02726428openalex-snapshot
Emotional Reactions and Salesperson Motivation: An Attributional Approach Following Inadequate Sales Performance
inferred← citeshttps://doi.org/10.1007/bf02726645openalex-snapshot
Performance Congruence and Value Congruence Impact on Sales Force Annual Sales
inferred← citeshttps://doi.org/10.1007/bf02729347openalex-snapshot
Who Are Your Successful Salespeople?
inferred← citeshttps://doi.org/10.1007/bf02729721openalex-snapshot
The Effects on Stressful Organizational Conditions on Salesperson Work Motivation
inferred← citeshttps://doi.org/10.1007/bf02893936openalex-snapshot
Salespeople’s use of upward influence tactics (UITs) in coping with role stress
inferred← citeshttps://doi.org/10.1007/bf02894420openalex-snapshot
Do feelings of success mediate sales performance-work attitude relationships?
inferred← citeshttps://doi.org/10.1007/bf03342712openalex-snapshot
The Role of Ambidexterity in Marketing Strategy Implementation: Resolving the Exploration-Exploitation Dilemma
inferred← citeshttps://doi.org/10.1007/bf03396845openalex-snapshot
Should Firms Encourage Salespeople to Promote House Brands in Customer Interaction? An Empirical Investigation of Financial Outcomes and Customer Response
inferred← citeshttps://doi.org/10.1007/s10551-009-0276-9openalex-snapshot
Role Conflict, Mindfulness, and Organizational Ethics in an Education-Based Healthcare Institution
inferred← citeshttps://doi.org/10.1007/s10551-017-3598-zopenalex-snapshot
Achieving Top Performance While Building Collegiality in Sales: It All Starts with Ethics
inferred← citeshttps://doi.org/10.1007/s11482-013-9252-8openalex-snapshot
Not All Alike: The Distinctive Impact of Voluntary and Involuntary Effort on Stress and Fatigue
inferred← citeshttps://doi.org/10.1007/s11573-008-0112-1openalex-snapshot
Kundenorientierung von Mitarbeitern: Forschungsstand und -perspektiven
inferred← citeshttps://doi.org/10.1007/s11747-009-0142-4openalex-snapshot
Customer-directed selling behaviors and performance: a comparison of existing perspectives
inferred← citeshttps://doi.org/10.1007/s11747-009-0151-3openalex-snapshot
Frontline employee motivation to participate in service innovation implementation
inferred← citeshttps://doi.org/10.1007/s11747-010-0211-8openalex-snapshot
Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?
inferred← citeshttps://doi.org/10.1007/s11747-011-0293-yopenalex-snapshot
This ad’s for you: the indirect effect of advertising perceptions on salesperson effort and performance
inferred← citeshttps://doi.org/10.1007/s11747-014-0412-7openalex-snapshot
Investigations of sales representatives’ valuation of options
inferred← citeshttps://doi.org/10.1007/s11747-016-0473-xopenalex-snapshot
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce: when and how do they work?
inferred← citeshttps://doi.org/10.1016/0007-6813(84)90009-0openalex-snapshot
The sales manager: Tomorrow's super marketer
inferred← citeshttps://doi.org/10.1016/0019-8501(78)90003-2openalex-snapshot
Sales persons' and managers' perceptions of work environment and job performance
inferred← citeshttps://doi.org/10.1016/0019-8501(81)90007-9openalex-snapshot
The effects of sales training
inferred← citeshttps://doi.org/10.1016/0019-8501(81)90018-3openalex-snapshot
Industrial sales call planning
inferred← citeshttps://doi.org/10.1016/0019-8501(83)90006-8openalex-snapshot
Evaluating the newer salesperson
inferred← citeshttps://doi.org/10.1016/0019-8501(83)90021-4openalex-snapshot
Sales force evaluation with expectancy theory
inferred← citeshttps://doi.org/10.1016/0019-8501(87)90027-7openalex-snapshot
The salesman's job in competitive bidding situations
inferred← citeshttps://doi.org/10.1016/0019-8501(91)90041-dopenalex-snapshot
How sales quotas are developed
inferred← citeshttps://doi.org/10.1016/0019-8501(96)00036-3openalex-snapshot
The importance of the industrial inside sales force: A case study
inferred← citeshttps://doi.org/10.1016/0019-8501(96)00042-9openalex-snapshot
Salesforce behavior: In search of motivational determinants
inferred← citeshttps://doi.org/10.1016/0030-5073(81)90047-7openalex-snapshot
An examination of the anticipated-satisfaction importance valence controversy
inferred← citeshttps://doi.org/10.1016/0148-2963(79)90025-0openalex-snapshot
Personal characteristics of salespeople and the attractiveness of alternative rewards
inferred← citeshttps://doi.org/10.1016/0148-2963(82)90039-xopenalex-snapshot
Measuring the performance of industrial salespersons
inferred← citeshttps://doi.org/10.1016/0148-2963(85)90035-9openalex-snapshot
Differences in the attractiveness of alternative rewards among industrial salespeople: Additional evidence
inferred← citeshttps://doi.org/10.1016/0148-2963(86)90005-6openalex-snapshot
Antecedents of retail salesperson performance: A path-analytic perspective
inferred← citeshttps://doi.org/10.1016/0148-2963(87)90038-5openalex-snapshot
Group process and decision performance in a simulated marketing environment
inferred← citeshttps://doi.org/10.1016/0148-2963(88)90081-1openalex-snapshot
Performance and job satisfaction effects on salesperson turnover: A replication and extension
inferred← citeshttps://doi.org/10.1016/0148-2963(89)90024-6openalex-snapshot
Exploring salesperson turnover: A causal model
inferred← citeshttps://doi.org/10.1016/0148-2963(91)90026-topenalex-snapshot
The effect of perceived personal consequences on participation and influence in organizational buying
inferred← citeshttps://doi.org/10.1016/0148-2963(94)90036-1openalex-snapshot
Differences in motivational perceptions among U.S., Japanese, and Korean sales personnel
inferred← citeshttps://doi.org/10.1016/0167-8116(90)90016-gopenalex-snapshot
Influence of role stress on turnover of sales personnel and sales managers
inferred← citeshttps://doi.org/10.1016/0167-8116(90)90017-hopenalex-snapshot
Inequities in organizations, salesperson motivation and job satisfaction
inferred← citeshttps://doi.org/10.1016/0167-8116(90)90018-iopenalex-snapshot
Alternative approaches for investigating contingency-based organizational predictions in personal selling
inferred← citeshttps://doi.org/10.1016/0167-8116(96)00011-0openalex-snapshot
The influence of the market orientation of the firm on sales force behavior and attitudes: Further empirical results
inferred← citeshttps://doi.org/10.1016/0361-3682(92)90034-popenalex-snapshot
Dysfunctional behavior and management control: An empirical study of marketing managers
inferred← citeshttps://doi.org/10.1016/0737-6782(89)90029-5openalex-snapshot
Boundary Role Spanning Behavior, Conflicts and Performance of Industrial Product Managers
inferred← citeshttps://doi.org/10.1016/j.cede.2012.02.001openalex-snapshot
Antecedentes y efectos del burnout-engagement del vendedor
inferred← citeshttps://doi.org/10.1016/j.dss.2017.09.010openalex-snapshot
The added value of social media data in B2B customer acquisition systems: A real-life experiment
inferred← citeshttps://doi.org/10.1016/j.ejor.2007.12.008openalex-snapshot
The role of retailer’s performance in optimal wholesale price discount policies
inferred← citeshttps://doi.org/10.1016/j.ibusrev.2009.12.009openalex-snapshot
Antecedents to managerial trust and sales control in Malaysian salesforce
inferred← citeshttps://doi.org/10.1016/j.ijhm.2013.03.007openalex-snapshot
Ethical contexts and employee job responses in the hotel industry: The roles of work values and perceived organizational support
inferred← citeshttps://doi.org/10.1016/j.ijresmar.2006.09.003openalex-snapshot
Using model-based expectations to predict voluntary turnover
inferred← citeshttps://doi.org/10.1016/j.ijresmar.2006.10.002openalex-snapshot
The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities
inferred← citeshttps://doi.org/10.1016/j.ijresmar.2011.09.002openalex-snapshot
Effects of formal sales control systems: A combinatory perspective
inferred← citeshttps://doi.org/10.1016/j.indmarman.2006.02.002openalex-snapshot
Salesperson navigation: The intraorganizational dimension of the sales role
inferred← citeshttps://doi.org/10.1016/j.indmarman.2007.04.003openalex-snapshot
Sales trainer roles, competencies, skills, and behaviors: A case study
inferred← citeshttps://doi.org/10.1016/j.indmarman.2007.07.010openalex-snapshot
The impact of the product to service shift in industrial markets and the evolution of the sales organization
inferred← citeshttps://doi.org/10.1016/j.indmarman.2007.08.007openalex-snapshot
Sales contest research: Business and individual difference factors affecting intentions to pursue contest goals
inferred← citeshttps://doi.org/10.1016/j.indmarman.2007.11.003openalex-snapshot
SOCO's impact on individual sales performance: The integration of selling skills as a missing link
inferred← citeshttps://doi.org/10.1016/j.indmarman.2008.03.004openalex-snapshot
The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment
inferred← citeshttps://doi.org/10.1016/j.indmarman.2009.02.003openalex-snapshot
Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts
inferred← citeshttps://doi.org/10.1016/j.indmarman.2013.10.003openalex-snapshot
The influence of an optimal control system on salesperson performance and championing
inferred← citeshttps://doi.org/10.1016/j.indmarman.2013.11.009openalex-snapshot
Key account relationships: An exploratory inquiry of customer-based evaluations
inferred← citeshttps://doi.org/10.1016/j.indmarman.2017.06.015openalex-snapshot
Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action
inferred← citeshttps://doi.org/10.1016/j.indmarman.2017.10.006openalex-snapshot
Allocation of Salespeople's resources for generating new sales opportunities across four types of customers
inferred← citeshttps://doi.org/10.1016/j.indmarman.2020.07.003openalex-snapshot
A self-determination theory approach to motivating engagement with channel partner enablement programs
inferred← citeshttps://doi.org/10.1016/j.indmarman.2020.08.011openalex-snapshot
A multidimensional perspective of business-to-business sales success: A meta-analytic review
inferred← citeshttps://doi.org/10.1016/j.intmar.2017.01.002openalex-snapshot
Atypical Shifts Post-failure: Influence of Co-creation on Attribution and Future Motivation to Co-create
inferred← citeshttps://doi.org/10.1016/j.jbusres.2003.10.002openalex-snapshot
Motivating salesperson customer orientation: insights from the job characteristics model
inferred← citeshttps://doi.org/10.1016/j.jbusres.2006.12.005openalex-snapshot
The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited
inferred← citeshttps://doi.org/10.1016/j.jbusres.2007.02.011openalex-snapshot
Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach
inferred← citeshttps://doi.org/10.1016/j.jbusres.2008.06.014openalex-snapshot
Generation Y employees' retail work experience: The mediating effect of job characteristics
inferred← citeshttps://doi.org/10.1016/j.jbusres.2015.12.061openalex-snapshot
Dimensions and contingent effects of variable compensation system changes
inferred← citeshttps://doi.org/10.1016/j.jbusres.2018.09.015openalex-snapshot
Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction
inferred← citeshttps://doi.org/10.1016/j.jbusres.2018.10.060openalex-snapshot
How complexity impacts salesperson counterproductive behavior: The mediating role of moral disengagement
inferred← citeshttps://doi.org/10.1016/j.jbusres.2019.02.007openalex-snapshot
Joint impact of ethical climate and external work locus of control on job meaningfulness
inferred← citeshttps://doi.org/10.1016/j.jbusres.2019.10.067openalex-snapshot
Revisiting and replicating the dominant logic on salesperson job satisfaction, organizational commitment, and turnover
inferred← citeshttps://doi.org/10.1016/j.jretai.2010.11.004openalex-snapshot
Contextual Factors and the Creativity of Frontline Employees: The Mediating Effects of Role Stress and Intrinsic Motivation
inferred← citeshttps://doi.org/10.1016/j.jretconser.2013.04.004openalex-snapshot
Antecedents of adaptive selling among retail salespeople: A multilevel analysis
inferred← citeshttps://doi.org/10.1016/j.mar.2018.02.003openalex-snapshot
The effect of performance evaluation schemes on predicted transfer prices: Do leadership tone and perceived fairness concerns matter?
inferred← citeshttps://doi.org/10.1016/j.phpro.2012.02.093openalex-snapshot
Research on Influencing Factors of Salespeople's Empowerment Readiness in Green Energy Enterprise
inferred← citeshttps://doi.org/10.1016/j.sbspro.2012.09.032openalex-snapshot
The Characteristics of Sales Forces in Relation with Marketing Activities Carried Out by the Romanian Companies
inferred← citeshttps://doi.org/10.1016/s0007-6813(99)80034-2openalex-snapshot
Building the strategy implementation network
inferred← citeshttps://doi.org/10.1016/s0019-8501(02)00181-5openalex-snapshot
The effects of incentives and personality on salesperson's customer orientation
inferred← citeshttps://doi.org/10.1016/s0019-8501(83)80006-6openalex-snapshot
“Monetary incentives and salesmen performance”
inferred← citeshttps://doi.org/10.1016/s0019-8501(98)00022-4openalex-snapshot
Influence of Managerial Behaviors and Job Autonomy on Job Satisfaction of Industrial Salespersons
inferred← citeshttps://doi.org/10.1016/s0019-8501(99)00070-xopenalex-snapshot
Importance of Alternative Rewards
inferred← citeshttps://doi.org/10.1016/s0022-4359(96)90028-7openalex-snapshot
Customer-sales associate retail relationships
inferred← citeshttps://doi.org/10.1016/s0148-2963(00)00125-9openalex-snapshot
Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce
inferred← citeshttps://doi.org/10.1016/s0148-2963(01)00330-7openalex-snapshot
Organizational and individual learning in the sales force: an agenda for sales research
inferred← citeshttps://doi.org/10.1016/s0148-2963(02)00444-7openalex-snapshot
Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer–seller relationships
inferred← citeshttps://doi.org/10.1016/s0148-2963(02)00489-7openalex-snapshot
Price discounts or coupon promotions: does it matter?
inferred← citeshttps://doi.org/10.1016/s0148-2963(97)00131-8openalex-snapshot
The Moderating Effect of Salesperson Reward Orientation on the Relative Effectiveness of Alternative Compensation Plans
inferred← citeshttps://doi.org/10.1016/s0191-8869(00)00124-0openalex-snapshot
Comparison between Eysenck's and Gray's models of personality in the prediction of motivational work criteria
inferred← citeshttps://doi.org/10.1016/s0361-3682(99)00060-4openalex-snapshot
Complementary arrangements of organizational factors and outcomes of negotiated transfer price
inferred← citeshttps://doi.org/10.1016/s0737-6782(97)00060-xopenalex-snapshot
Adoption of new products by the sales force: The construct, research propositions, and managerial implications*1
inferred← citeshttps://doi.org/10.1017/jmo.2014.75openalex-snapshot
Relationships among perceptions of organizational politics (POPs), work motivation and salesperson performance
inferred← citeshttps://doi.org/10.1023/a:1006371309983openalex-snapshot
Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations
inferred← citeshttps://doi.org/10.1037/0021-9010.75.2.148openalex-snapshot
Analysis of role conflict and role ambiguity in a structural equations framework.
inferred← citeshttps://doi.org/10.1057/fsm.2014.7openalex-snapshot
The interplay of salesperson’s job performance and satisfaction in the financial services industry
inferred← citeshttps://doi.org/10.1057/palgrave.jibs.8490188openalex-snapshot
Measurement Issues in Cross-National Research
inferred← citeshttps://doi.org/10.1057/palgrave.rm.8240083openalex-snapshot
Salesperson Failure: A Case of Sales Manager Risk and Responsibility
inferred← citeshttps://doi.org/10.1061/(asce)1052-3928(2004)130:4(289)openalex-snapshot
Dispute Review Boards: Elements of a Convincing Recommendation
inferred← citeshttps://doi.org/10.1080/00913367.1994.10673440openalex-snapshot
The Prisoner's Dilemma and the Role of Information in Setting Advertising Budgets
inferred← citeshttps://doi.org/10.1080/02642069.2011.614342openalex-snapshot
Strategies for improving cruise product sales using hybrid ‘multiple criteria decision making’ models
inferred← citeshttps://doi.org/10.1080/0267257x.1997.9964514openalex-snapshot
Effects of performance appraisal systems on marketing managers
inferred← citeshttps://doi.org/10.1080/0267257x.2012.691529openalex-snapshot
Individual and contextual influences on the affective commitment of retail salespeople
inferred← citeshttps://doi.org/10.1080/08853134.1982.10754334openalex-snapshot
Identifying Profit-producing Salesforce Members
inferred← citeshttps://doi.org/10.1080/08853134.1982.10754336openalex-snapshot
A Review of Expectancy Theory Research in Selling
inferred← citeshttps://doi.org/10.1080/08853134.1982.10754337openalex-snapshot
Eclectic Sales Management: Strategic Response to Trends in the Eighties
inferred← citeshttps://doi.org/10.1080/08853134.1983.10754347openalex-snapshot
Measuring the Importance of Ethical Situations As a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel
inferred← citeshttps://doi.org/10.1080/08853134.1983.10754355openalex-snapshot
Professional Growth Versus Personal Growth of Salespeople: A General Systems Model
inferred← citeshttps://doi.org/10.1080/08853134.1986.10754421openalex-snapshot
Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies
inferred← citeshttps://doi.org/10.1080/08853134.1986.10754433openalex-snapshot
Organizational Commitment in the Sales Force
inferred← citeshttps://doi.org/10.1080/08853134.1986.10754434openalex-snapshot
The Manager-Salesperson Relationship: an Exploratory Examination of the Vertical-Dyad Linkage Model
inferred← citeshttps://doi.org/10.1080/08853134.1987.10754468openalex-snapshot
Corporate Culture and Sales Force Management in Japan and America
inferred← citeshttps://doi.org/10.1080/08853134.1988.10754478openalex-snapshot
Understanding Salesperson Turnover: A Partial Evaluation of Mobley's Turnover Process Model
inferred← citeshttps://doi.org/10.1080/08853134.1989.10754511openalex-snapshot
Antecedents and Outcomes of Organizational Commitment: A Study of Salespeople
inferred← citeshttps://doi.org/10.1080/08853134.1989.10754531openalex-snapshot
Examining the Roles of Telemarketing in Selling Strategy
inferred← citeshttps://doi.org/10.1080/08853134.1989.10754533openalex-snapshot
An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes
inferred← citeshttps://doi.org/10.1080/08853134.1990.10753809openalex-snapshot
The Accuracy of Salespersons' Perceptions of their Customers: Conceptual Examination and an Empirical Study
inferred← citeshttps://doi.org/10.1080/08853134.1990.10753824openalex-snapshot
Selling & Sales Management in Action: The Importance of Various Motivational Factors to College Students Interested in Sales Positions
inferred← citeshttps://doi.org/10.1080/08853134.1990.10753833openalex-snapshot
The Identification of Selling Abilities Needed for Missionary Type Sales
inferred← citeshttps://doi.org/10.1080/08853134.1990.10753849openalex-snapshot
A Method for Investigating the Cognitive Processes and Knowledge Structures of Expert Salespeople
inferred← citeshttps://doi.org/10.1080/08853134.1991.10753867openalex-snapshot
An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach
inferred← citeshttps://doi.org/10.1080/08853134.1991.10753876openalex-snapshot
Assessing the Relationships Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension
inferred← citeshttps://doi.org/10.1080/08853134.1992.10753906openalex-snapshot
Compensation and Sales Performance of Service Personnel: A Service Transaction Perspective
inferred← citeshttps://doi.org/10.1080/08853134.1992.10753907openalex-snapshot
Psychological Adaptiveness and Sales Performance
inferred← citeshttps://doi.org/10.1080/08853134.1992.10753914openalex-snapshot
Sales Coordination: An Exploratory Study
inferred← citeshttps://doi.org/10.1080/08853134.1992.10753916openalex-snapshot
Increasing the Utility of the Application Blank: Relationship Between Job Application Information and Subsequent Performance and Turnover of Salespeople
inferred← citeshttps://doi.org/10.1080/08853134.1993.10753943openalex-snapshot
Job Performance and Attitudes of Disengagement Stage Salespeople Who are about to Retire
inferred← citeshttps://doi.org/10.1080/08853134.1993.10753965openalex-snapshot
Perceptions of Motivational Components: Salesmen and Saleswomen Revisited
inferred← citeshttps://doi.org/10.1080/08853134.1994.10753975openalex-snapshot
An Empirical Examination of the Impact of Salesperson Empathy and Professionalism and Merchandise Salability on Retail Buyers' Evaluations
inferred← citeshttps://doi.org/10.1080/08853134.1994.10753984openalex-snapshot
Exploring the Distinctive Nature of Work Commitments: Their Relationships with Personal Characteristics, Job Performance, and Propensity to Leave
inferred← citeshttps://doi.org/10.1080/08853134.1994.10753990openalex-snapshot
The Multiple Dimensions of Role Ambiguity and Their Impact Upon Psychological and Behavioral Outcomes of Industrial Salespeople
inferred← citeshttps://doi.org/10.1080/08853134.1994.10753991openalex-snapshot
An Assessment of Selected Relationships in a Model of the Industrial Marketing Negotiation Process
inferred← citeshttps://doi.org/10.1080/08853134.1994.10753992openalex-snapshot
The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness
inferred← citeshttps://doi.org/10.1080/08853134.1994.10753999openalex-snapshot
Examining the Salesforce Culture: Managerial Applications and Research Propositions
inferred← citeshttps://doi.org/10.1080/08853134.1994.10754002openalex-snapshot
Eliciting Consumer Choice Heuristics: Sales Representives' Persuasion Strategies
inferred← citeshttps://doi.org/10.1080/08853134.1995.10754026openalex-snapshot
The Impact of Customer Satisfaction Based Incentive Systems on Salespeople's Customer Service Response: An Empirical Study
inferred← citeshttps://doi.org/10.1080/08853134.1995.10754028openalex-snapshot
Clarification of the Meaning of Job Stress in the Context of Sales Force Research
showing the first 200 of 496 · page through all 496
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.