The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance

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

A Paradigm for Developing Better Measures of Marketing Constructs

1979 • 7,226 citations

A reliability coefficient for maximum likelihood factor analysis

1973 • 6,742 citations

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

1990 • 5,313 citations

LISREL 7 : a guide to the program and applications

1989 • 3,864 citations

Evaluation of goodness-of-fit indices for structural equation models.

1989 • 2,604 citations

Organizational Citizenship Behavior: The Good Soldier Syndrome

1989 • 2,475 citations

EFFECTS OF PROCEDURAL AND DISTRIBUTIVE JUSTICE ON REACTIONS TO PAY RAISE DECISIONS.

1989 • 2,278 citations

A META‐ANALYSIS OF SELF‐SUPERVISOR, SELF‐PEER, AND PEER‐SUPERVISOR RATINGS

1988 • 1,092 citations

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

1991 • 804 citations

Measuring the performance of industrial salespersons

1982 • 628 citations

A Restatement of the Satisfaction-Performance Hypothesis

1988 • 563 citations

The Determinants of Salesperson Performance: A Meta-Analysis

1985 • 487 citations

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

1984 • 447 citations

Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

1987 • 430 citations

Estimating Trait, Method, and Error Variance: Generalizing across 70 Construct Validation Studies

1987 • 331 citations

Relationship between Salesperson Performance and Understanding of Customer Decision Making

1978 • 316 citations

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

1986 • 242 citations

Consistency of rating accuracy and rating errors in the judgment of human performance

1977 • 186 citations

A survey of sales management practices

1982 • 99 citations

Sales Force Management

2013 • 74 citations