Effects of Supervisory Behavior: The Role of Individual Differences among Salespeople

Tests of Equality Between Sets of Coefficients in Two Linear Regressions

1960 • 6,273 citations

Role Conflict and Ambiguity in Complex Organizations

1970 • 4,995 citations

A Path Goal Theory of Leader Effectiveness

1971 • 2,910 citations

A vertical dyad linkage approach to leadership within formal organizations

1975 • 2,744 citations

The Determinants of Salesperson Performance: A Meta-Analysis

1985 • 1,177 citations

Generalizability of the Vertical Dyad Linkage Model of Leadership.

1980 • 1,004 citations

Service Positioning through Structural Change

1987 • 811 citations

Moderator variables: A clarification of conceptual, analytic, and psychometric issues

1982 • 714 citations

Some Tests for Homoscedasticity

1965 • 661 citations

Measuring the performance of industrial salespersons

1982 • 628 citations

PATTERNS OF LEADERSHIP BEHAVIOR RELATED TO EMPLOYEE GRIEVANCES AND TURNOVER

1962 • 601 citations

Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research

1977 • 555 citations

Role clarity, need for clarity, satisfaction, tension, and withdrawal

1971 • 531 citations

Performance and Satisfaction in an Industrial Sales Force: An Examination of their Antecedents and Simultaneity

1980 • 395 citations

Role conflict and ambiguity: A scale analysis

1977 • 384 citations

Organizational Climate and Job Satisfaction in the Salesforce

1976 • 379 citations

Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors

1978 • 317 citations

Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation

1986 • 290 citations

The vertical dyad linkage model of leadership: Problems and prospects

1984 • 270 citations

The Relationship of Satisfaction and Performance to Salesforce Turnover

1984 • 254 citations

Organizational Determinants of the Industrial Salesman's Role Conflict and Ambiguity

1975 • 243 citations

Supervisory Behavior, Role Stress, and the Job Satisfaction of Industrial Salespeople

1983 • 241 citations

Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance

1985 • 239 citations

Knowledge Structure Differences between More Effective and Less Effective Salespeople

1988 • 226 citations

Employee self-esteem: A review of the literature

1979 • 219 citations

The Influence of Career Stages on Salespeople's Job Attitudes, Work Perceptions, and Performance

1986 • 204 citations

Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self- Esteem, Job Satisfaction, and Motivation

1985 • 184 citations

Some interactions between personality variables and management styles.

1973 • 161 citations

A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role Clarity

1979 • 149 citations

Perceived Organizational Climate and the Process of Salesperson Motivation

1982 • 141 citations

The Influence of Career Stages on Components of Salesperson Motivation

1988 • 135 citations

An Analysis of Alternative Causal Models of Salesperson Role Perceptions and Work-Related Attitudes

1986 • 132 citations

Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople

1983 • 131 citations

An Empirical Test of Models of Salespersons’ Job Expectancy and Instrumentality Perceptions

1981 • 122 citations

Relation of Leader Consideration and Initiating Structure to R and D Subordinates' Satisfaction

1971 • 118 citations

Extensions of a path-goal theory of motivation.

1974 • 111 citations

The Nature and Causes of Self-Esteem, Performance, and Satisfaction in the Sales Force: A Structural Equation Approach

1980 • 105 citations

Sources of Job Related Ambiguity and Their Consequences Upon Salespersons' Job Satisfaction and Performance

1981 • 97 citations

Causal Attributions and Expectancy Estimates: A Framework for Understanding the Dynamics of Salesforce Motivation

1986 • 95 citations

Relationships Among Individual, Task Design, and Leader Behavior Variables.

1980 • 78 citations

Salespeople satisfaction and performance feedback

1981 • 63 citations

An Exploration of the Path-Goal Theory of Leadership in a Health Care Environment.

1974 • 61 citations

Supervisor influence and subordinate mobility aspirations as moderators of consideration and initiating structure.

1978 • 55 citations

Relationships of Leader Behavior, Subordinate Role Ambiguity and Subordinate Job Satisfaction.

1978 • 53 citations