An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions

The Commitment-Trust Theory of Relationship Marketing

1994 • 16,845 citations

The Social Identity Theory of Intergroup Behavior

2004 • 12,388 citations

THE PEOPLE MAKE THE PLACE

1987 • 4,322 citations

The attraction paradigm

1972 • 4,186 citations

Relationship Quality in Services Selling: An Interpersonal Influence Perspective

1990 • 3,876 citations

Social Identity and Intergroup Relations.

1985 • 3,250 citations

Some Effects of Proportions on Group Life: Skewed Sex Ratios and Responses to Token Women

1977 • 2,692 citations

Managing cultural diversity: implications for organizational competitiveness

1991 • 2,277 citations

Homophily and Differential Returns: Sex Differences in Network Structure and Access in an Advertising Firm

1992 • 2,105 citations

Homophily in Voluntary Organizations: Status Distance and the Composition of Face-to-Face Groups

1987 • 1,198 citations

The Determinants of Salesperson Performance: A Meta-Analysis

1985 • 1,177 citations

Understanding the Bond of Identification: An Investigation of Its Correlates among Art Museum Members

1995 • 1,063 citations

Making Differences Matter: A New Paradigm for Managing Diversity

1996 • 1,033 citations

Work and Friendship Ties in Organizations: A Comparative Analysis of Relation Networks

1979 • 804 citations

Effectiveness in Sales Interactions: A Contingency Framework

1981 • 638 citations

Measuring the performance of industrial salespersons

1982 • 628 citations

The Effects of Organizational Demographics and Social Identity on Relationships among Professional Women

1994 • 627 citations

Behavior-Based and Outcome-Based Salesforce Control Systems

1993 • 526 citations

Buyer-Seller relationships: Similarity, relationship management, and quality

1998 • 515 citations

Polarized appraisals of out-group members.

1980 • 514 citations

Factors leading to group identification: A field study of winners and losers

1998 • 509 citations

Demographic diversity and employee attitudes: An empirical examination of relational demography within work units.

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Selling as a Dyadic Relationship – A New Approach

1963 • 323 citations

The Social Psychology of Organizations and Inequality

1994 • 312 citations

Follow the leader

1992 • 280 citations

RELATIONAL DEMOGRAPHY AND PERCEPTIONS OF GROUP CONFLICT AND PERFORMANCE: A FIELD INVESTIGATION

1996 • 215 citations

Spss 6.1 Guide to Data Analysis

1995 • 187 citations

WOMEN AND TRANSFORMATIONAL AND CONTINGENT REWARD LEADERSHIP: A MULTIPLE-LEVELS-OF-ANALYSIS PERSPECTIVE.

1997 • 180 citations

An Empirical Study of Salesforce Turnover

1987 • 178 citations

A path-analytic study of a model of salesperson performance

1986 • 175 citations

BUSINESS STRATEGY AND THE MANAGEMENT OF PLATEAUED EMPLOYEES.

1985 • 169 citations

THE EFFECT OF SEX SIMILARITY ON RECRUITERS' EVALUATIONS OF ACTUAL APPLICANTS: A TEST OF THE SIMILARITY‐ATTRACTION PARADIGM

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Testing Research Hypotheses with the General Linear Model

1996 • 158 citations

Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis

1989 • 150 citations

The Influence of Career Stages on Components of Salesperson Motivation

1988 • 135 citations

An examination of gender differences in selling behaviors and job attitudes

1995 • 131 citations

Broadening the Scope of Relationship Selling

2013 • 121 citations

Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople

1990 • 117 citations

Ethical Perceptions of Field Sales Personnel: An Empirical Assessment

2013 • 116 citations

What Is Direct Selling?—Definition, Perspectives, and Research Agenda

2013 • 96 citations

Antecedents and Outcomes of Organizational Commitment: A Study of Salespeople

2013 • 93 citations

Relationship development in selling: A cognitive analysis

2013 • 88 citations

The Emerging Role of Women in Industrial Selling: A Decade of Change

1992 • 87 citations

Demographics, job satisfaction, and propensity to leave of industrial salesmen

1983 • 77 citations

Selling and Sales Management in Action: The Use of Insight Coaching to Improve Relationship Selling

1992 • 71 citations

Evaluation of Selling Performance: A Study of Current Practices

2013 • 70 citations

Selling & Sales Management

1994 • 69 citations

A test of the HRM model: good for employers and employees

1997 • 60 citations

Salespeople's Time Use and Performance

2013 • 57 citations

Perceptions of Internal and External Equity as Predictors of Outside Salespeoples' Job Satisfaction

2013 • 46 citations

Cues to consumer susceptibility to salesperson influence: Implications for adaptive retail selling.

2013 • 43 citations

Sex differences in ingratiatory behavior

1995 • 42 citations

The American mosaic: an in-depth report on the future of diversity at work

1996 • 41 citations

Managing workforce diversity: macro and micro level HR implications of network analysis

1996 • 36 citations

When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles

2013 • 35 citations

Ethical Dilemmas Faced in the Selling of Complex Services: Significant Others and Competitive Pressures

2013 • 35 citations

Perceptions of Motivational Components: Salesmen and Saleswomen Revisited

2013 • 35 citations

Has Sex Stereotyping Disappeared? A Study of Perceptions of Women and Men in Sales

2013 • 34 citations

Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in Selling

2013 • 26 citations

The Current Status of Women in Professional Selling

2013 • 25 citations

Labor force projections: the baby boom moves on.

1991 • 24 citations

Committing and Supervising Unethical Sales Force Behavior: The Effects of Victim Gender, Victim Status, and Sales Force Motivational Techniques

2013 • 24 citations

Another look at the labor force

1993 • 20 citations

Sales Productivity of Insurance Agents During the First Six Months of Employment: Differences Between Older and Younger New Hires

2013 • 17 citations

Job Performance and Attitudes of Disengagement Stage Salespeople Who are about to Retire

2013 • 11 citations

Career Path Charting: Framework for Sales Force Evaluation

2013 • 9 citations

Sampling and Data Collection Methods in Sales Force Research: Issues and Recommendations for Improvement

2013 • 9 citations

Performance in salespeople: The impact of age.

1993 • 8 citations