Organizational Citizenship Behaviors and Sales Unit Effectiveness

Evaluating Structural Equation Models with Unobservable Variables and Measurement Error

1981 • 53,150 citations

Structural equation modeling in practice: A review and recommended two-step approach.

1988 • 35,968 citations

Comparative fit indexes in structural models.

1990 • 22,268 citations

Significance tests and goodness of fit in the analysis of covariance structures.

1980 • 16,678 citations

Self-Reports in Organizational Research: Problems and Prospects

1986 • 15,491 citations

The Norm of Reciprocity: A Preliminary Statement

1960 • 11,250 citations

A reliability coefficient for maximum likelihood factor analysis

1973 • 6,742 citations

Job Satisfaction and Organizational Commitment as Predictors of Organizational Citizenship and In-Role Behaviors

1991 • 5,739 citations

Transformational leader behaviors and their effects on followers' trust in leader, satisfaction, and organizational citizenship behaviors

1990 • 5,313 citations

Organizational commitment and psychological attachment: The effects of compliance, identification, and internalization on prosocial behavior.

1986 • 3,767 citations

Goodness-of-fit indexes in confirmatory factor analysis: The effect of sample size.

1988 • 3,567 citations

Organizational citizenship behavior: Its nature and antecedents.

1983 • 3,422 citations

Relationship between organizational justice and organizational citizenship behaviors: Do fairness perceptions influence employee citizenship?

1991 • 3,105 citations

Job Satisfaction and the Good Soldier: The Relationship Between Affect and Employee "Citizenship".

1983 • 2,392 citations

Personality, affect, and behavior in groups.

1990 • 1,318 citations

Cognitive versus affective determinants of organizational citizenship behavior.

1989 • 1,238 citations

State or trait: Effects of positive mood on prosocial behaviors at work.

1991 • 881 citations

Understanding prosocial behavior, sales performance, and turnover: A group-level analysis in a service context.

1990 • 876 citations

Organizational citizenship behavior and objective productivity as determinants of managerial evaluations of salespersons' performance

1991 • 804 citations

A Revised Definition for Suppressor Variables: a Guide To Their Identification and Interpretation

1974 • 644 citations

Measuring the performance of industrial salespersons

1982 • 628 citations

Accounting for Organizational Citizenship Behavior: Leader Fairness and Task Scope versus Satisfaction

1990 • 555 citations

Explanatory style as a predictor of productivity and quitting among life insurance sales agents.

1986 • 484 citations

A cognitive view of the performance appraisal process: A model and research propositions

1984 • 447 citations

Prosocial behavior, noncompliant behavior, and work performance among commission salespeople.

1987 • 408 citations

Organizational Citizenship: A Review, Proposed Model, and Research Agenda

1991 • 401 citations

Organizational Climate and Job Satisfaction in the Salesforce

1976 • 379 citations

Attribution of the “causes” of performance: A general alternative interpretation of cross-sectional research on organizations

1975 • 367 citations

Relationship between Salesperson Performance and Understanding of Customer Decision Making

1978 • 316 citations

Correlates of perceived fairness and accuracy of performance evaluation.

1978 • 269 citations

THE RELATIONSHIP BETWEEN SUPERVISORY RATINGS AND RESULTS‐ORIENTED MEASURES OF PERFORMANCE: A META‐ANALYSIS

1986 • 242 citations

REFERENT SELECTION IN DETERMINING EQUITY PERCEPTIONS: DIFFERENTIAL EFFECTS ON BEHAVIORAL AND ATTITUDINAL OUTCOMES

1987 • 227 citations

The Japanese career progress study: A 7-year follow-up.

1984 • 149 citations

Japanese management progress: Mobility into middle management.

1988 • 145 citations

Substitutes for leadership and the management of professionals

1993 • 144 citations

Using diaries to promote procedural justice in performance appraisals

1987 • 108 citations

A survey of sales management practices

1982 • 99 citations

Congruence in sales force evaluations: Relation to sales force perceptions of conflict and ambiguity

2013 • 92 citations

Suppressor Variables, Prediction, and the interpretation of Psychological Relationships

1972 • 84 citations

CONTEXTUAL PREDICTORS OF ORGANIZATIONAL CITIZENSHIP BEHAVIOR.

1990 • 55 citations

‘Bars’ Performance Rating for Sales Force Personnel

1978 • 35 citations