Online citations, reference lists, and bibliographies.
← Back to Search

Antecedents Of Retail Salesperson Performance: A Path-analytic Perspective

A. Dubinsky, Steven W. Hartley
Published 1986 · Economics

Cite This
Download PDF
Analyze on Scholarcy
Share
This paper references
10.1016/0019-8501(83)90021-4
Sales force evaluation with expectancy theory
Charles M. Futrell (1983)
10.1016/0030-5073(76)90016-7
Motivation through the Design of Work: Test of a Theory.
J. Hackman (1976)
10.1177/002224377401100302
Expectancy Theory Predictions of Salesmen's Performance
Richard L. Oliver (1974)
10.2307/2391905
A Path-Goal Theory of Leader Effectiveness
R. House (1971)
10.1177/002224377801500314
Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave
Paul Busch (1978)
10.1016/0030-5073(77)90047-2
Role Conflict and Ambiguity: A Scale Analysis
R. Schuler (1977)
10.1177/002224296603000202
The Salesman's Role Revisited
J. Belasco (1966)
10.1287/MNSC.27.11.1246
Sources of Job Related Ambiguity and Their Consequences Upon Salespersons' Job Satisfaction and Performance
Douglas N. Behrman (1981)
10.2307/2522038
Motivation in Work Organizations
E. Lawler (1973)
Impact of job characteristics on retail salespeople's reactions to their jobs.
A. Dubinsky (1984)
10.1177/002224377801500402
Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors
R. Bagozzi (1978)
10.1177/002224378201900208
Perceived Organizational Climate and the Process of Salesperson Motivation
P. Tyagi (1982)
10.1037/H0036532
A causal-correlational analysis of the job satisfaction and performance relationship.
J. P. Wanous (1974)
10.2307/1251723
Effectiveness in sales interactions: A contingency framework.
Barton A. Weitz (1981)
10.1007/BF02310555
Coefficient alpha and the internal structure of tests
L. J. Cronbach (1951)
10.2307/2286831
Introduction to Structural Equation Models.
S. Fienberg (1975)
10.2307/3151415
Supervisory Behavior, Role Stress, and the Job Satisfaction of Industrial Salespeople:
R. K. Teas (1983)
Work and motivation
V. Vroom (1964)
10.1037/H0033093
Evaluation of research on expectancy theory predictions of employee performance.
H. Heneman (1972)
10.1177/002218567802000213
Motivation and Work Behaviour
R. Steers (1978)
10.1037/0021-9010.65.2.240
Role theory, attitudinal constructs, and actual performance: A measurement issue.
E. Berkowitz (1980)
10.2307/1251506
A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons
Douglas N. Behrman (1984)
10.1037/0021-9010.67.1.124
Boundary spanning and individual performance: The impact of self-monitoring
D. Caldwell (1982)
10.2307/3319954
The Motivation to Work
M. Montuclard (1960)
10.2307/2391486
Role Conflict and Ambiguity in Complex Organizations.
J. R. Rizzo (1970)
10.1177/002224377601300401
Organizational Climate and Job Satisfaction in the Salesforce
Gilbert A. Churchill (1976)
10.1177/002224298404800109
Relational Communication: Form versus Content in the Sales Interaction
Gary F. Soldow (1984)
Service Characteristics, Consumer Search, and the Classification of Retail Services
D. L. Davis (1979)
10.1037/0021-9010.68.2.334
Role conflict and ambiguity scales: Reality or artifacts?
R. House (1983)
10.1111/J.1744-6570.1977.TB02091.X
RELATIONSHIPS BETWEEN PSYCHOLOGICAL CLIMATE AND A VIE MODEL FOR WORK MOTIVATION1
L. James (1977)
10.1086/222840
Correlates of Success in Retail Selling
C. French (1960)
10.1016/S0065-2601(08)60260-9
Self-monitoring processes
M. Snyder (1979)
10.1111/J.1744-6570.1973.TB01150.X
THE VALIDITY OF APTITUDE TESTS IN PERSONNEL SELECTION
E. Ghiselli (1973)
Multiple Regression in Behavioral Research: Explanation and Prediction
E. Pedhazur (1982)
10.2307/2089106
The Presentation of Self in Everyday Life
E. Goffman (1959)
10.2307/1250806
Role Clarity and the Salesman
James H. Donnelly (1975)
10.1016/0030-5073(75)90021-5
The direction of the causal relationship between job satisfaction and work performance
J. E. Sheridan (1975)
10.1177/002224376800500403
Job Attitudes and Sales Performance of Major Appliance Salesmen
J. C. Cotham (1968)
10.2307/3150465
Motivation and performance in industrial selling: Present knowledge and needed research.
O. C. Walker (1977)
10.2307/2521540
Managerial behavior, performance, and effectiveness
J. J. Campbell (1971)
10.1037/H0037039
Self-monitoring of expressive behavior.
J. M. Snyder (1974)
10.1037/H0034717
Effects of the manipulation of a performance-reward contingency on behavior in a simulated work setting.
D. O. Jorgenson (1973)
10.1037/H0061685
Prediction of department store sales performance from personal data.
J. N. Mosel (1952)
10.1177/002224377901600201
Unobservable Variables in Structural Equation Models with an Application in Industrial Selling
D. Aaker (1979)
10.1086/296088
The Nature and Causes of Self-Esteem, Performance, and Satisfaction in the Sales Force: A Structural Equation Approach
R. Bagozzi (1980)



This paper is referenced by
Personality & Job Performance in the Sales Occupation: Exploring the Mediating Roles of Affective Commitment & Service Quality Orientation
Anniken Maria Sundby (2019)
10.1016/J.JBUSRES.2003.10.004
A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research
F. Jaramillo (2005)
Self-monitoring as a Determinant of Job Selection in the Workplace
M. W. Evans (2008)
Enhancing the Emotional Intelligence of Salespeople
A. Gupta (2002)
10.1108/09590550710743735
Examining the effects of role stress on customer orientation and job performance of retail salespeople
D. Knight (2007)
Self-monitoring Personality at Work Revisited: A
Michael P. Wilmot (2011)
10.19030/JBER.V11I8.7979
Influence Of Corporate Social Responsibility As Perceived By Salespeople On Their Ethical Behaviour, Attitudes And Their Turnover Intentions
Baptiste Bourdeau (2013)
10.1177/1069031X9300100402
Effects of Organizational Fairness on Japanese Sales Personnel
A. Dubinsky (1993)
10.1080/08853134.1994.10753985
Scaling and Measurement: Role Conflict and Role Ambiguity Reconsidered
C. Shepherd (2013)
ARE SALES MANAGERS PREDISPOSED TO SELF-MONITORING?
Harry A. Harmon (2006)
10.1111/J.1744-6570.1991.TB00696.X
PERSONALITY MEASURES AS PREDICTORS OF JOB PERFORMANCE: A META‐ANALYTIC REVIEW
R. P. Tett (2006)
10.1108/JMD-12-2016-0311
The effect of employee ability, hospital’s ethic and leadership on job satisfaction through employee commitment
Ria Mardiana Yusuf (2018)
10.1016/J.JRETAI.2009.02.002
Role Stressors and Retail Performance: The Role of Perceived Competitive Climate
Todd J. Arnold (2009)
10.1177/0092070398262003
Customer service behavior in retail settings: A study of the effect of service provider personality
R. F. Hurley (1998)
10.1007/S10869-013-9340-7
Situational Strength as a Moderator of the Relationship Between Job Satisfaction and Job Performance: A Meta-Analytic Examination
Nathan A. Bowling (2015)
10.1108/JBIM-07-2019-0322
Systematic review of determinants of sales performance: Verbeke et al.’s (2011) classification extended
Vaibhav Chawla (2020)
Self-monitoring Personality at Work Revisited: A Comparative Meta-analysis
Michael P. Wilmot (2011)
10.1177/0969733011433923
A multidimensional analysis of ethical climate, job satisfaction, organizational commitment, and organizational citizenship behaviors
Chun-Chen Huang (2012)
Factors Influencing Agents Retention In Insurance Industry: A Survey Of Selected Insurance Companies In Nairobi (Kenya).
Omboi Bernard Messah (2011)
The effect of human resources practice on job satisfaction among the academics staffs of Yarmok University in Jordan
Ashraf AlMomani (2016)
10.1504/JGBA.2012.049508
Managing migrant workers' job satisfaction: evidence from a manufacturing company in Malaysia
Yong Kong Hock (2012)
10.1007/S10551-007-9455-8
The Relationship among Ethical Climate Types, Facets of Job Satisfaction, and the Three Components of Organizational Commitment: A Study of Nurses in Taiwan
Ming-Tien Tsai (2008)
10.1037/0021-9010.87.2.390
Self-monitoring personality at work: a meta-analytic investigation of construct validity.
D. V. Day (2002)
10.1080/00224545.1989.9712086
Relationship between sex role conflict and work-related variables: gender and hierarchical differences
C. S. Koberg (1989)
10.1016/S0148-2963(00)00125-9
Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce
C. H. Schwepker (2001)
10.5465/AMJ.2010.0837
The Person–Situation Debate Revisited: Effect of Situation Strength and Trait Activation on the Validity of the Big Five Personality Traits in Predicting Job Performance
T. Judge (2014)
10.21714/1984-6975FACES2011V10N4ART1007
TRAÇOS DE PERSONALIDADE DO EMPREGADO DE FRONTEIRA, VALOR PERCEBIDO E CONFIANÇA DO CLIENTE
Kenny Basso (2011)
Moving forward with service dominant logic: Exploring the strategic orientations of a service-centred view of the firm
L. Lamberti (2010)
econstor Make Your Publications Visible . A Service of zbw
Antonios G. Zairis (2008)
10.1016/J.JRETCONSER.2012.10.006
A model of retail job characteristics, employee role ambiguity, external customer mind-set, and sales performance
Mark C. Johlke (2013)
10.1016/0148-2963(96)00025-2
On the front lines: Stress, conflict, and the customer service provider
J. Boles (1996)
The retail store managers' role: Evidence from Greece
Antonios G. Zairis (2013)
See more
Semantic Scholar Logo Some data provided by SemanticScholar