Concepedia

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

Journal of Marketing Research · 1978 · 320 citations · 28 references

Concepts

Social SciencesPsychologySocial PsychologyIndividual DifferencesPersonality PsychologySales ManagementCustomer SatisfactionJob SatisfactionPersonal SellingSales LeadershipSales Team ManagementIntrinsic Job SatisfactionJob Satisfaction AnalysisPerson-by-situation InteractionsRole SetSales Force Job SatisfactionSalesforce EffectivenessSalesperson Performance Evaluation

Abstract

Richard P. Bagozzi, Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors, Journal of Marketing Research, Vol. 15, No. 4 (Nov., 1978), pp. 517-531

References

28

Statistical Theories of Mental Test Scores

William W. Rozeboom, Frederic M. Lord, Melvin R. Novick et al. · American Educational Research Journal · 1969 · 8.1K citations

Social Sciences, Educational Assessment, Psychology +14

Role Conflict and Ambiguity in Complex Organizations

John‐Ross Rizzo, Robert J. House, Sidney I. Lirtzman · Administrative Science Quarterly · 1970 · 5.2K citations

Management, Organization Studies, Organizational Behavior +17

Toward a cognitive social learning reconceptualization of personality.

Walter Mischel · Psychological Review · 1973 · 3.2K citations

Social Sciences, Psychology, Social Psychology +10

Employee reactions to job characteristics.

J. Richard Hackman, Edward E. Lawler · Journal of Applied Psychology · 1971 · 2.5K citations

Social Sciences, Organizational Behavior, Psychology +14

Managerial Attitudes and Performance.

Clayton P. Alderfer, Lyman W. Porter, Edward E. Lawler · Administrative Science Quarterly · 1968 · 2.2K citations

Management, Organizational Behavior, Performance Measurement +8