Developing Structural Maps Of Sales Research Knowledge: Three Essays
暂无分享,去创建一个
[1] Peter R. Monge,et al. Theories of Communication Networks , 2003 .
[2] Arla Day,et al. Using an ability-based measure of emotional intelligence to predict individual performance, group performance, and group citizenship behaviours , 2004 .
[3] R. MacCallum,et al. Power analysis and determination of sample size for covariance structure modeling. , 1996 .
[4] Lawrence B. Chonko,et al. The Need for Speed: Agility Selling , 2005 .
[5] M. Ahearne,et al. Examining the effect of salesperson service behavior in a competitive context , 2007 .
[6] Huy Le,et al. The problem of empirical redundancy of constructs in organizational research: An empirical investigation , 2010 .
[7] Paolo Guenzi,et al. The sales function in the twenty‐first century: where are we and where do we go from here? , 2009 .
[8] Richard G. McFarland,et al. Perceiving Emotion in the Buyer–Seller Interchange: The Moderated Impact on Performance , 2007 .
[9] Marilyn J. Haring,et al. Education and Subjective Well-Being: A Meta-Analysis , 1984 .
[10] Barton A. Weitz,et al. Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness , 1986 .
[11] Tamera R. Schneider,et al. The influence of emotional intelligence on performance , 2005 .
[12] George R. Franke,et al. Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis , 2006 .
[13] Mark W. Lipsey,et al. Practical Meta-Analysis , 2000 .
[14] Tania B. Huedo-Medina,et al. Assessing heterogeneity in meta-analysis: Q statistic or I2 index? , 2006, Psychological methods.
[15] D. Ones,et al. Theory testing: Combining psychometric meta-analysis and structural equations modeling , 1995 .
[16] Dwayne D. Gremler,et al. Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach , 2002 .
[17] Greg W. Marshall,et al. Toward a Shortened Measure of Adaptive Selling , 2002 .
[18] Stanley Wasserman,et al. Social Network Analysis: Methods and Applications , 1994, Structural analysis in the social sciences.
[19] Work Motivation Through the Design of Salesperson Jobs , 2013 .
[20] Steven B. Andrews,et al. Structural Holes: The Social Structure of Competition , 1995, The SAGE Encyclopedia of Research Design.
[21] Barton A. Weitz,et al. Personal selling and sales management: A relationship marketing perspective , 1999 .
[22] Lawrence A. Crosby,et al. A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics , 2006 .
[23] P. Salovey,et al. TARGET ARTICLES: "Emotional Intelligence: Theory, Findings, and Implications" , 2004 .
[24] Anthony S. Bryk,et al. Hierarchical Linear Models: Applications and Data Analysis Methods , 1992 .
[25] Jennifer S. Mueller,et al. Emotional intelligence and counterpart mood induction in a negotiation , 2006 .
[26] Blair Kidwell,et al. Emotional Intelligence in Marketing Exchanges , 2011 .
[27] P. Ekman,et al. Nonverbal Leakage and Clues to Deception †. , 1969, Psychiatry.
[28] N. Panagopoulos,et al. Sales Force Control Systems: A Review of Measurement Practices and Proposed Scale Refinements , 2008 .
[29] Alicia A. Grandey,et al. Emotion regulation in the workplace: a new way to conceptualize emotional labor. , 2000, Journal of occupational health psychology.
[30] Scott B. MacKenzie,et al. New Directions in Sales Leadership Research , 2005 .
[31] Shaun McQuitty,et al. Statistical power and structural equation models in business research , 2004 .
[32] Donald W. Jackson,et al. Examining the Relationship between Work Attitudes and Propensity to Leave among Expatriate Salespeople , 2000 .
[33] Rosann L. Spiro,et al. Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions , 2001 .
[34] Meni Koslowsky,et al. On the efficacy of credibility intervals as indicators of moderator effects in meta-analytic research , 1993 .
[35] R. Peterson. A Meta-analysis of Cronbach's Coefficient Alpha , 1994 .
[36] S. Hubbard,et al. The role of emotion in explaining consumer satisfaction and future behavioural intention , 2008 .
[37] D. Beal,et al. An episodic process model of affective influences on performance. , 2005, The Journal of applied psychology.
[38] Venkatesh Shankar,et al. Customer value, satisfaction, loyalty, and switching costs: An illustration from a business-to-business service context , 2004 .
[39] John E. Hunter,et al. Validity generalization results for tests used to predict job proficiency and training success in clerical occupations. , 1980 .
[40] G. Glass. Primary, Secondary, and Meta-Analysis of Research1 , 1976 .
[41] Karen S. Cook,et al. Peer Group Influence , 1990 .
[42] W. Verbeke,et al. Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? , 2010 .
[43] Rosann L. Spiro,et al. Communication Style in the Salesperson-Customer Dyad , 1985 .
[44] Robert W. Palmatier,et al. Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty , 2007 .
[45] Kenneth R. Evans,et al. The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited , 2007 .
[46] Niels Schillewaert,et al. Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness , 2007 .
[47] Ellen M. Whitener,et al. Confusion of confidence intervals and credibility intervals in meta-analysis. , 1990 .
[48] P. Salovey,et al. Models of emotional intelligence , 2000 .
[49] Coenraad Bron,et al. Finding all cliques of an undirected graph , 1973 .
[50] Gilbert A. Churchill,et al. A comparison of the impact of organizational climate on the job satisfaction of manufacturers’ agents and company salespeople: An exploratory study , 1984 .
[51] S. Srinivasan,et al. Information Asymmetry Between Salesperson and Supervisor: Postulates from Agency and Social Exchange Theories , 2013 .
[52] Lukas P. Forbes,et al. Early Success: How Attributions for Sales Success Shape Inexperienced Salespersons’ Behavioral Intentions , 2005 .
[53] Greg W. Marshall,et al. Leadership Propensity and Sales Performance among Sales Personnel and Managers in a Specialty Retail Store Setting , 2009 .
[54] Kristy E. Reynolds,et al. Customer Loyalty to the Salesperson and the Store: Examining Relationship Customers in an Upscale Retail Context , 2000 .
[55] P. Salovey,et al. Emotional intelligence, personality, and the perceived quality of social relationships , 2003 .
[56] Jacob Cohen,et al. A power primer. , 1992, Psychological bulletin.
[57] L. Chonko,et al. Productivity and Coauthorship in JPSSM: A Social Network Analysis , 2010 .
[58] Steven P. Brown,et al. ANTECEDENTS AND CONSEQUENCES OF SALESPERSON JOB SATISFACTION: META ANALYSIS AND ASSESSMENT OF CAUSAL EFFECTS , 1993 .
[59] Brian C. Williams,et al. Assessing the evolution of sales knowledge: A 20-year content analysis , 2007 .
[60] B. Wellman,et al. Different Strokes from Different Folks: Community Ties and Social Support , 1990, American Journal of Sociology.
[61] Gilbert A. Churchill,et al. Research Design Effects on the Reliability of Rating Scales: A Meta-Analysis: , 1984 .
[62] C. Noble. The Influence of Job Security on Field Sales Manager Satisfaction: Exploring Frontline Tensions , 2008 .
[63] Steven P. Brown,et al. Good cope, bad cope: adaptive and maladaptive coping strategies following a critical negative work event. , 2005, The Journal of applied psychology.
[64] Jagdip Singh,et al. Redundancy in constructs: Problem, assessment, and an illustrative example , 1991 .
[65] Paul R. Sackett,et al. On seeking moderator variables in the meta-analysis of correlational data: A Monte Carlo investigation of statistical power and resistance to Type I error. , 1986 .
[66] K. E. Barron,et al. Testing Moderator and Mediator Effects in Counseling Psychology Research. , 2004 .
[67] L. Cronbach,et al. Construct validity in psychological tests. , 1955, Psychological bulletin.
[68] R. Folger,et al. When is it Acceptable to Accept a Null Hypothesis: No Way, Jose? , 1998 .
[69] R. Hanneman. Introduction to Social Network Methods , 2001 .
[70] A. Feyerherm,et al. EMOTIONAL INTELLIGENCE AND TEAM PERFORMANCE: THE GOOD, THE BAD AND THE UGLY , 2002 .
[71] Gilbert A. Churchill,et al. The Determinants of Salesperson Performance: A Meta-Analysis , 1985 .
[72] Richard T. Watson,et al. Using Social Network Analysis to Analyze Relationships Among IS Journals , 2009, J. Assoc. Inf. Syst..
[73] T. Barnett,et al. Perceived Organizational Ethics and the Ethical Decisions of Sales and Marketing Personnel , 2007 .
[74] Barry M. Staw,et al. What Theory is Not , 1995 .
[75] Douglas N. Behrman,et al. Measuring the performance of industrial salespersons , 1982 .
[76] Meni Koslowsky,et al. DETECTING MODERATORS WITH META‐ANALYSIS: AN EVALUATION AND COMPARISON OF TECHNIQUES , 1993 .
[77] J. Gross. Antecedent- and response-focused emotion regulation: divergent consequences for experience, expression, and physiology. , 1998, Journal of personality and social psychology.
[78] L. Freeman. Centrality in social networks conceptual clarification , 1978 .
[79] Daniel A. Newman,et al. Emotional intelligence: an integrative meta-analysis and cascading model. , 2010, The Journal of applied psychology.
[80] James A. Eckert. Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs , 2006 .
[81] T. S. Bateman,et al. Self-regulation: from goal orientation to job performance. , 2006, The Journal of applied psychology.
[82] Kenneth S. Law,et al. The effects of leader and follower emotional intelligence on performance and attitude: An exploratory study , 2002 .
[83] Bethany S. Dohleman. Exploratory social network analysis with Pajek , 2006 .
[84] Sridhar P. Nerur,et al. The intellectual structure of the strategic management field: an author co‐citation analysis , 2008 .
[85] James S. Boles,et al. Buyers’ Trust of the Salesperson: An Item-Level Meta-Analysis , 2008 .
[86] Gene Brown,et al. Closed Influence Tactics : Do Smugglers Win in the Long Run? , 2010 .
[87] Greg W. Marshall,et al. A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research , 2005 .
[88] Gordon C. Bruner,et al. Scaling and Measurement: Multi-Item Scaled Measures In Sales Related Research , 2013 .
[89] Andrea L. Dixon,et al. Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure , 2005 .
[90] Fernando Jaramillo,et al. Sales Effort: The Intertwined Roles of the Leader, Customers, and the Salesperson , 2008 .
[91] Edward R. Kemery,et al. The power of the Schmidt and Hunter Additive Model of Validity Generalization. , 1987 .
[92] L. Hedges,et al. The power of statistical tests in meta-analysis. , 2001, Psychological methods.
[93] D. A. Kenny,et al. The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations. , 1986, Journal of personality and social psychology.
[94] Fernando Jaramillo,et al. Examining the Impact of Service Quality: A Meta-Analysis of Empirical Evidence , 2009 .
[95] Thomas N. Ingram,et al. An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes , 2013 .
[96] R. Morgan,et al. Managerial, organizational, and external drivers of sales effectiveness in export market ventures , 2007 .
[97] William P. Dunlap,et al. Meta-analysis and moderator variables: a cautionary note on transportability , 1989 .
[98] James A. Roberts,et al. Examining the Impact of Servant Leadership on Sales Force Performance , 2009 .
[99] J. Malouff,et al. Development and validation of a measure of emotional intelligence. , 1998 .