Access the full text.
Sign up today, get DeepDyve free for 14 days.
A. Szilagyi (1977)
An Empirical Test of Causal Inference Between Role Perceptions, Satisfaction with Work, Performance and Organizational Level.Personnel Psychology, 30
F. Wickert (1951)
Turnover, and Employees' Feelings of Ego‐involvement in the Day‐to‐ Day Operations of a CompanyPersonnel Psychology, 4
T. Ingram, D. Bellenger (1983)
Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial SalespeopleJournal of Marketing Research, 20
E. M. Johnson S. J. Lyonski (1983)
The Sales Manager as a Boundary Spanner: A Role Theory AnalysisJournal of Personal Selling and Sales Management, 3
S. Fienberg, O. Duncan (1977)
Introduction to Structural Equation Models.Journal of the American Statistical Association, 72
W. Mobley, R. Griffeth, H. Hand, B. Meglino (1979)
Review and Conceptual Analysis of the Employee Turnover ProcessPsychological Bulletin, 86
M. Patchen (1965)
Some Questionnaire Measures of Employee Motivation and MoraleInstitute for Social Research Monograph, 41
R. Teas, J. Wacker, R. Hughes (1979)
A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role ClarityJournal of Marketing Research, 16
E. A. Locke (1976)
The Nature and Consequences of Job Satisfaction
R. Lennox, R. Wolfe (1984)
Revision of the self-monitoring scale.Journal of personality and social psychology, 46 6
O. Behling, C. Schriesheim (1976)
Organizational Behavior: Theory, Research, and Application
R. Guion (1958)
Industrial Morale—The Problem of TerminologyPersonnel Psychology, 11
G. A. Churchill O. C. Walker (1972)
Reactions to Role Conflict: The Case of the Industrial SalesmanJournal of Business Administration, 3
M. Snyder (1979)
Self-monitoring processesAdvances in Experimental Social Psychology, 12
B. E. Mattson A. J. Dubinsky (1979)
Consequences of Role Conflict and Ambiguity Experienced by Retail SalespeopleJournal of Retailing, 55
L. Porter, William Crampon, F. Smith (1976)
Organizational commitment and managerial turnover: A longitudinal studyOrganizational Behavior and Human Performance, 15
M. Snyder (1974)
Self-monitoring of expressive behavior.Journal of Personality and Social Psychology, 30
A. J. Dubinsky (1985)
Managing the Successful Sales Force
R. P. Bagozzi (1978)
Salesforce Performance and Satisfaction, as a Function of Individual Difference, Interpersonal, and Situation FactorsJournal of Marketing Research, 15
N. M. Ford (1979)
Where Do We Go From Here? Selected Conceptual and Empirical Issues Concerning the Motivation and Performance of the Industrial Sales Force
R. House, R. Schuler, Eliahu Levanoni (1983)
Role conflict and ambiguity scales: Reality or artifacts?Journal of Applied Psychology, 68
W. Alley, R. Gould (1975)
Feasibility of Estimating Personnel Turnover from Survey Data--A Longitudinal Study. Final Report for Period December 1973-December 1974.
Harry Levinson, Robert Kahn, Donald Wolfe, Robert Quinn, J. Snoek, Robert Rosenthal (1965)
Organizational Stress: Studies in Role Conflict and Ambiguity.Administrative Science Quarterly, 10
L. Porter, Richard Steers (1973)
Organizational, work, and personal factors in employee turnover and absenteeism.Psychological Bulletin, 80
T. Lodahl, Mathilde Kejnar (1965)
THE DEFINITION AND MEASUREMENT OF JOB INVOLVEMENT.The Journal of applied psychology, 49
W. D. Perreault (1982)
Salesforce Performance and Satisfaction: Contemporaneous Relationships and Selected Antecedents
J. Belasco (1966)
The Salesman's Role RevisitedJournal of Marketing, 30
B. A. Weitz (1979)
A Critical Review of Personal Selling Research: The Need for a Contigency Approach
F. Irwin (1961)
Motivation and performance.Annual review of psychology, 12
E. E. Lawler (1979)
A Model of Job Satisfaction
D. Jorgenson, M. Dunnette (1973)
Effects of the manipulation of a performance-reward contingency on behavior in a simulated work setting.Journal of Applied Psychology, 57
R. M. Steers L. W. Porter (1973)
Organizational, Work, and Personal Factors in Employee Turnover and AbsenteeismJournal of Applied Psychology, 80
M. Snyder (1979)
Cognitive, Behavioral, and Interpersonal Consequences of Self-Monitoring
J., Richard, Hackman (1976)
Motivation through the Design of Work: Test of a Theory.Organizational Behavior and Human Performance, 16
Douglas Behrman, W. Perreault (1984)
A Role Stress Model of the Performance and Satisfaction of Industrial SalespersonsJournal of Marketing, 48
J. Rizzo, R. House, S. Lirtzman (1970)
Role Conflict and Ambiguity in Complex Organizations.Administrative Science Quarterly, 15
Gilbert Churchill, Neil Ford, O. Walker (1976)
Organizational Climate and Job Satisfaction in the SalesforceJournal of Marketing Research, 13
L. Cronbach (1951)
Coefficient alpha and the internal structure of testsPsychometrika, 16
R. Teas (1983)
Supervisory Behavior, Role Stress, and the Job Satisfaction of Industrial Salespeople:Journal of Marketing Research, 20
J. Hackman, E. Lawler (1971)
Employee reactions to job characteristics.Journal of Applied Psychology, 55
H. P. Sims A. D. Szilagyi (1976)
Role Dynamics, Locus of Control, and Employee Attitudes and BehaviorAcademy of Management Journal, 19
Richard Steers, L. Porter (1978)
Motivation and Work BehaviourJournal of Industrial Relations, 20
R. K. Teas (1980)
Empirical Tests of Linkages Proposed in the Walker, Churchill, and Ford Model of Sales Force Motivation and PerformanceJournal of the Academy of Marketing Science, 8
R. Schuler (1975)
Role perceptions, satisfaction, and performance: A partial reconciliation.Journal of Applied Psychology, 60
P. Weissenberg, L. Gruenfeld (1968)
Relationship between job satisfaction and job involvement.Journal of Applied Psychology, 52
R. House (1971)
A Path-Goal Theory of Leader EffectivenessAdministrative Science Quarterly, 16
A. Bedeian, A. Armenakis (1981)
A path-analytic study of the consequences of role conflict and ambiguity.Academy of Management journal. Academy of Management, 24 2
L. Hrebiniak, J. Alutto (1972)
Personal and Role-Related Factors in the Development of Organizational Commitment.Administrative Science Quarterly, 17
Gilbert Churchill, Neil Ford, Steven Hartley, O. Walker (1985)
The determinants of salesperson performance: A meta-analysis.Journal of Marketing Research, 22
W. Schwyhart, P. Smith (1972)
Factors in the job involvement of middle managers.Journal of Applied Psychology, 56
E. Pedhazur (1982)
Multiple Regression in Behavioral Research: Explanation and Prediction
L. James, A. Hartman, M. Stebbins, Allan Jones (1977)
RELATIONSHIPS BETWEEN PSYCHOLOGICAL CLIMATE AND A VIE MODEL FOR WORK MOTIVATION1Personnel Psychology, 30
Barton Weitz (1981)
Effectiveness in sales interactions: A contingency framework.Journal of Marketing, 45
R. Oliver (1974)
Expectancy Theory Predictions of Salesmen's PerformanceJournal of Marketing Research, 11
K. Davis (1967)
Human Relations at Work
J. P. Wanous (1974)
A Causal-Correlational Analysis of the Job Satisfaction and Performance RelationshipJournal of Applied Psychology, 59
Joseph Rosse, Pamela Rosse (1981)
Role Conflict and Ambiguity:Evaluation & the Health Professions, 4
M. Gannon, D. Hendrickson (1973)
Career orientation and job satisfaction among working wives.Journal of Applied Psychology, 57
J. Hackman, G. Oldham (1975)
Development of the Job Diagnostic SurveyJournal of Applied Psychology, 60
R. Bagozzi (1980)
Performance and Satisfaction in an Industrial Sales Force: An Examination of their Antecedents and SimultaneityJournal of Marketing, 44
S. Rabinowitz, D. Hall (1977)
ORGANIZATIONAL RESEARCH ON JOB INVOLVEMENTPsychological Bulletin, 84
J. Newman (1974)
PREDICTING ABSENTEEISM AND TURNOVER: A FIELD COMPARISON OF FISHBEIN'S MODEL AND TRADITIONAL JOB ATTITUDE MEASURESJournal of Applied Psychology, 59
T. J. Naughton (1981)
An Empirical Examination of a Theory of Option-Cutting and Commitment
A. P. Brief R. L. Oliver (1977–1978)
Determinants and Consequences of Role Conflict and Ambiguity among Retail Sales ManagersJournal of Retailing, 53
Pradeep Tyagi (1982)
Perceived Organizational Climate and the Process of Salesperson MotivationJournal of Marketing Research, 19
G. F. Farris (1971)
A Predictive Study of TurnoverPersonnel Psychology, 24
Gilbert Churchill, Neil Ford, O. Walker (1983)
Personal characteristics of salespeople and the attractiveness of alternative rewardsJournal of Business Research, 7
Alan Siegel, Robert Ruh (1973)
Job involvement, participation in decision making, personal background and job behaviorOrganizational Behavior and Human Performance, 9
Alan Dubinsky, S. Skinner (1984)
Impact of job characteristics on retail salespeople's reactions to their jobs.Journal of Retailing
J. Wanous (1973)
A CAUSAL-CORRELATIONAL ANALYSIS OF THE JOB SATISFACTION AND PERFORMANCE RELATIONSHIP., 1973
V. Vroom (1964)
Work and motivation
E. Lawler (1975)
Motivation in Work Organizations
Charles Futrell, A. Parasuraman, J. Sager (1983)
Sales force evaluation with expectancy theoryIndustrial Marketing Management, 12
Gary Soldow, G. Thomas (1984)
Relational Communication: Form versus Content in the Sales InteractionJournal of Marketing, 48
D. Caldwell, C. O'Reilly (1982)
Boundary spanning and individual performance: The impact of self-monitoringJournal of Applied Psychology, 67
R. D. Pritchard (1976)
Motivation Theory in Industrial and Organizational Psychology
J. Donnelly, J. Ivancevich (1975)
Role Clarity and the SalesmanJournal of Marketing, 39
H. Heneman, D. Schwab (1972)
Evaluation of research on expectancy theory predictions of employee performance.Psychological Bulletin, 78
A. I. Kraut (1970)
The Prediction of Employee Turnover by Employee Attitudes
F. Herzberg, B. Mausner, B. Snyderman (1960)
The motivation to work
J. Armstrong, Terry Overton (1977)
Estimating Nonresponse Bias in Mail SurveysJournal of Marketing Research, 14
R. Teas (1980)
An empirical test of linkages proposed in the walker, churchill, and ford model of salesforce motivation and performanceJournal of the Academy of Marketing Science, 8
C. Giroux (1960)
The Motivation to work, by F. Herzberg, B. Mausner and B.-C. Snyderman, John Wiley & Sons, New York, John Wiley & Sons, 1959.Relations Industrielles-industrial Relations, 15
O. Walker, Gilbert Churchill, Neil Ford (1977)
Motivation and performance in industrial selling: Present knowledge and needed research.Journal of Marketing Research, 14
A. Szilagyi, Henry Sims, Robert Keller (1976)
Role dynamics, locus of control, and employee attitudes and behavior.Academy of Management journal. Academy of Management, 19 2
R. Bagozzi (1978)
Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational FactorsJournal of Marketing Research, 15
E. Goffman (1959)
The Presentation of Self in Everyday Life
R. Schuler, Ramon Aldag, A. Brief (1977)
Role Conflict and Ambiguity: A Scale AnalysisOrganizational Behavior and Human Performance, 20
J. Sheridan, J. Slocum (1975)
The direction of the causal relationship between job satisfaction and work performanceOrganizational Behavior and Human Performance, 14
J. C. Nunnally (1978)
Psychometric Theory
J. Wacker R. K. Teas (1979)
Path Analysis of Causes and Consequences of Salespeople’s Perceptions of Role ClarityJournal of Marketing Research, 16
J. Nunnally (1978)
Psychometric Theory (2nd ed), New York: McGraw-Hill.
R. B. Gould (1975)
Feasibility of Estimating Personnel Turnover from Survey Data—A Longitudinal Study
Kenneth Teas (1981)
An Empirical Test of Models of Salespersons’ Job Expectancy and Instrumentality PerceptionsJournal of Marketing Research, 18
Abstract Researchers have been giving increased attention to determinants of salesperson performance. Despite this research interest, empirical work has generally ignored interrelationships among the determinants of salesperson performance. This paper reports the results of a study that focused on predictors of salesperson performance and the relationships among these predictors. The investigation included variables previously examined in sales management research as well as variables heretofore not investigated.
Journal of the Academy of Marketing Science – Springer Journals
Published: Mar 1, 1986
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.