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

Organizational Strategy, Structure, and Process

1978 • 7,299 citations

Regression Diagnostics

1980 • 6,774 citations

Regression Diagnostics -- Identifying Influential Data and Sources of Collinearity

1981 • 6,625 citations

Adapting to Environmental Jolts

1982 • 1,760 citations

The Psychology of Careers.

1959 • 1,626 citations

Strategy, Distinctive Competence, and Organizational Performance

1980 • 1,388 citations

Careers in Organizations.

1977 • 1,386 citations

The Determinants of Salesperson Performance: A Meta-Analysis

1985 • 1,177 citations

Some Tests of the Effectiveness and Functional Attributes of Miles and Snow's Strategic Types.

1983 • 1,125 citations

Measuring the performance of industrial salespersons

1982 • 628 citations

The Individual, the Organization, and the Career: A Conceptual Scheme

1971 • 555 citations

Tournament Mobility: Career Patterns in a Corporation

1979 • 548 citations

Organizational Psychology.

1966 • 497 citations

The Determinants of Salesperson Performance: A Meta-Analysis

1985 • 487 citations

Organizational Climate and Job Satisfaction in the Salesforce

1976 • 379 citations

Collective Climate: Agreement as a Basis for Defining Aggregate Climates in Organizations.

1984 • 346 citations

A theoretical model of career subidentity development in organizational settings

1971 • 335 citations

An examination of Maslow's need hierarchy in an organizational setting

1968 • 331 citations

Expectancy Theory Predictions of Salesmen's Performance

1974 • 230 citations

Industrial Salesperson Development: A Career Stages Perspective

1984 • 222 citations

BUSINESS STRATEGY AND THE MANAGEMENT OF PLATEAUED EMPLOYEES.

1985 • 169 citations

Job attitudes and performance during three career stages

1985 • 159 citations

A Meta-Analysis of Effect Sizes in Consumer Behavior Experiments

1985 • 145 citations

Perceived Organizational Climate and the Process of Salesperson Motivation

1982 • 141 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

Job Characteristics and Pressures and the Organizational Integration of Professionals

1970 • 114 citations

A Psychological Success Cycle and Goal Setting: Goals, Performance, and Attitudes.

1977 • 105 citations

Vocational maturity in adulthood: Toward turning a model into a measure

1979 • 103 citations

Development of a Measure of Perceived Work Environment (PWE).

1977 • 99 citations

Territory Sales Response

1979 • 96 citations

Utilizing Effort and Task Difficulty Information in Evaluating Salespeople

1985 • 88 citations

Sales Territory Alignment to Maximize Profit

1975 • 73 citations

Effects of top-down departmental and job change upon perceived employee behavior and attitudes: A natural field experiment.

1978 • 70 citations

INDIVIDUALS AND THEIR CAREERS: SOME TEMPORAL CONSIDERATIONS FOR WORK SATISFACTION¹

1976 • 66 citations

Measurement of Salespeople's Job Satisfaction: Convergent and Discriminant Validity of Corresponding INDSALES and Job Descriptive Index Scales

1979 • 50 citations

Identifying Successful Industrial Salesmen by Personality and Personal Characteristics

1977 • 44 citations

The predictive efficiency of temperament characteristics and personal history variables in determining success of life insurance agents.

1959 • 27 citations

Career roles, psychological success, and job attitudes

1981 • 20 citations

Management of Sales Force

2019 • 16 citations

Analyzing the industrial salesforce selection process

1981 • 11 citations