-
1
-
-
85132312402
-
Influence of Formalization on Role Stress, Organizational Commitment, and Work Alienation of Salespersons: A Cross-National Comparative Study
-
Fourth Quarter
-
Agarwal, Sanjeev (1993). Influence of Formalization on Role Stress, Organizational Commitment, and Work Alienation of Salespersons: A Cross-National Comparative Study. Journal of International Business Studies, Fourth Quarter, 715-739.
-
(1993)
Journal of International Business Studies
, pp. 715-739
-
-
Agarwal, S.1
-
2
-
-
79951960718
-
Organizational alienation: A Comparative analysis
-
(August)
-
Aiken, M. & Hage, J. (1966). Organizational alienation: A Comparative analysis. American Sociological Review, 31 (August), 497-507.
-
(1966)
American Sociological Review
, vol.31
, pp. 497-507
-
-
Aiken, M.1
Hage, J.2
-
4
-
-
51249177591
-
On the evaluation of structural equation models
-
Bagozzi, R. R & Yi, Y, (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science, 16(Spring), 74-94.
-
(1988)
Journal of the Academy of Marketing Science
, vol.16
, Issue.Spring
, pp. 74-94
-
-
Bagozzi, R.R.1
Yi, Y.2
-
5
-
-
0001903493
-
A role stress model of the performance and satisfaction of industrial salespersons
-
(Fall)
-
Behrman, D. N. & Perreault, W. D., Jr. (1984). A role stress model of the performance and satisfaction of industrial salespersons. Journal of Marketing, 48 (Fall), 9-21.
-
(1984)
Journal of Marketing
, vol.48
, pp. 9-21
-
-
Behrman, D.N.1
Perreault, W.D.2
-
6
-
-
4243159210
-
Significance tests and goodness of fit in the analysis of covariance structures
-
Bentler, P. M. & Bonett, D. G. (1980). Significance tests and goodness of fit in the analysis of covariance structures. Psychological Bulletin, 88, 588-606.
-
(1980)
Psychological Bulletin
, vol.88
, pp. 588-606
-
-
Bentler, P.M.1
Bonett, D.G.2
-
8
-
-
0002454758
-
The sales manager’s bases of social power and influence upon the sales force
-
(Summer)
-
Busch, P. (1980). The sales manager’s bases of social power and influence upon the sales force. Journal of Marketing, 44(Summer), 91-101.
-
(1980)
Journal of Marketing
, vol.44
, pp. 91-101
-
-
Busch, P.1
-
11
-
-
85132422181
-
Influence of Role Stress on Industrial Salespeople’s Work Outcomes in the United States, Japan, and Korea
-
First Quarter
-
Dubinsky, A.J., R.E. Michaels, M. Kotabe, C.U. Lim, and H.C. Moon (1992). Influence of Role Stress on Industrial Salespeople’s Work Outcomes in the United States, Japan, and Korea. Journal of International Business Studies, First Quarter, 77-99.
-
(1992)
Journal of International Business Studies
, pp. 77-99
-
-
Dubinsky, A.J.1
Michaels, R.E.2
Kotabe, M.3
Lim, C.U.4
Moon, H.C.5
-
13
-
-
0001180229
-
Size, technology, environment, and the structure of organizations
-
(October)
-
Ford, J. D. & Slocum, J. W., Jr. (1977). Size, technology, environment, and the structure of organizations. Academy of Management Review, 2(October), 561-75.
-
(1977)
Academy of Management Review
, vol.2
, pp. 561-575
-
-
Ford, J.D.1
Slocum, J.W.2
-
14
-
-
0002280479
-
The relationship of satisfaction and performance to salesforce turnover
-
(Fall)
-
Futrell, C. M. & Parasuraman, A. (1984). The relationship of satisfaction and performance to salesforce turnover. Journal of Marketing, 48(Fall), 33-40.
-
(1984)
Journal of Marketing
, vol.48
, pp. 33-40
-
-
Futrell, C.M.1
Parasuraman, A.2
-
15
-
-
0001760242
-
The effects of sampling error and model characteristics on parameter estimation for maximum likelihood confirmatory analysis
-
Gerbing, D. W. & Anderson, J. C. (1985). The effects of sampling error and model characteristics on parameter estimation for maximum likelihood confirmatory analysis. Multivariate Behavioral Research, 20(July), 255-271.
-
(1985)
Multivariate Behavioral Research
, vol.20
, Issue.July
, pp. 255-271
-
-
Gerbing, D.W.1
Anderson, J.C.2
-
16
-
-
0000155446
-
Identification modes of professionals: Relationships with formalization, role strain, and alienation
-
(September)
-
Greene, C. N. (1978). Identification modes of professionals: Relationships with formalization, role strain, and alienation. Academy of Management Journal, 21 (September), 486-92.
-
(1978)
Academy of Management Journal
, vol.21
, pp. 486-492
-
-
Greene, C.N.1
-
18
-
-
0002401248
-
An empirical assessment of salesperson motivation, commitment, and job outcomes
-
(Fall)
-
Ingram, T. N., Lee, K. S. & Skinner, S. J. (1989). An empirical assessment of salesperson motivation, commitment, and job outcomes. Journal of Personal Selling and Sales Management, 9(Fall), 25-33.
-
(1989)
Journal of Personal Selling and Sales Management
, vol.9
, pp. 25-33
-
-
Ingram, T.N.1
Lee, K.S.2
Skinner, S.J.3
-
20
-
-
0010149347
-
Job turnover versus company turnover: Reassessment of the March and Simon participation hypothesis
-
Jackofsky, E. F. & Peters, L. H. (1983). Job turnover versus company turnover: Reassessment of the March and Simon participation hypothesis. Journal of Applied Psychology, 63(3), 490-495.
-
(1983)
Journal of Applied Psychology
, vol.63
, Issue.3
, pp. 490-495
-
-
Jackofsky, E.F.1
Peters, L.H.2
-
21
-
-
46549092043
-
A meta analysis and conceptual critique of research on role ambiguity and role conflict in work settings
-
Jackson, S. E. & Schuler, R. S. (1985). A meta analysis and conceptual critique of research on role ambiguity and role conflict in work settings. Organizational Behavior and Human Decision Process, 36(August), 16-78.
-
(1985)
Organizational Behavior and Human Decision Process
, vol.36
, Issue.August
, pp. 16-78
-
-
Jackson, S.E.1
Schuler, R.S.2
-
23
-
-
3042989015
-
Perceptions of Multinational Salespersons and Their Market Environments: An Exploratory Cluster Analysis
-
James, William L., and Hill, John S. (1995). Perceptions of Multinational Salespersons and Their Market Environments: An Exploratory Cluster Analysis. Journal of Global Marketing, 8(3/4), 67-83.
-
(1995)
Journal of Global Marketing
, vol.8
, Issue.3-4
, pp. 67-83
-
-
James, W.L.1
Hill, J.S.2
-
24
-
-
0009936023
-
The relationship between organizational commitment, job satisfaction, and turnover among new salespeople
-
(November)
-
Johnston, M. W., Futrell, C. M., & Sager, J. (1987). The relationship between organizational commitment, job satisfaction, and turnover among new salespeople. Journal of Personal Selling and Sales Management, 7(November), 29-38.
-
(1987)
Journal of Personal Selling and Sales Management
, vol.7
, pp. 29-38
-
-
Johnston, M.W.1
Futrell, C.M.2
Sager, J.3
-
25
-
-
0000821938
-
A longitudinal assessment of the impact of selected organizational influences on salespeople’s organizational commitment during early employment
-
Johnston, M. W., Parasuraman, A., Futrell, C. M. & Black, W. C. (1990). A longitudinal assessment of the impact of selected organizational influences on salespeople’s organizational commitment during early employment. Journal of Marketing Research, 27(August), 333-344.
-
(1990)
Journal of Marketing Research
, vol.27
, Issue.August
, pp. 333-344
-
-
Johnston, M.W.1
Parasuraman, A.2
Futrell, C.M.3
Black, W.C.4
-
28
-
-
0004266235
-
-
New York, NY: John Wiley & Sons, Inc
-
Kahn, R. L., Wolfe, D. M., Quinn, R. P., & Snoek, J. D. (1964). Organizational stress: Studies in role conflict and ambiguity. New York, NY: John Wiley & Sons, Inc.
-
(1964)
Organizational Stress: Studies in Role Conflict and Ambiguity
-
-
Kahn, R.L.1
Wolfe, D.M.2
Quinn, R.P.3
Snoek, J.D.4
-
30
-
-
0002463197
-
An empirical study of salesforce turnover
-
Lucas, G. H. Jr., Parasuraman, A., Davis, R. A., & Enis, B. M. (1987). An empirical study of salesforce turnover. Journal of Marketing, 51 (July), 34-59.
-
(1987)
Journal of Marketing
, vol.51
, Issue.July
, pp. 34-59
-
-
Lucas, G.H.1
Parasuraman, A.2
Davis, R.A.3
Enis, B.M.4
-
31
-
-
0000445698
-
Organizational commitment: A comparison of American, Japanese, and Korean employees
-
Luthans, R, McCaul, H. S., & Dodd, N. G. (1985). Organizational commitment: A comparison of American, Japanese, and Korean employees. Academy of Management Journal, 28,213-219.
-
(1985)
Academy of Management Journal
, vol.28
, pp. 213-219
-
-
Luthans, R.1
McCaul, H.S.2
Dodd, N.G.3
-
32
-
-
11944272672
-
A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment
-
(September)
-
Mathieu, J. E. & Zajac, D. M. (1990). A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment. Psychological Bulletin, 108 (September), 171-194.
-
(1990)
Psychological Bulletin
, vol.108
, pp. 171-194
-
-
Mathieu, J.E.1
Zajac, D.M.2
-
34
-
-
0002955915
-
Role stress among industrial buyers: An integrative model
-
(April)
-
Michaels, R. E., Day, R. L. & Joachimsthaler, E. A. (1987). Role stress among industrial buyers: An integrative model. Journal of Marketing, 51 (April), 28-45.
-
(1987)
Journal of Marketing
, vol.51
, pp. 28-45
-
-
Michaels, R.E.1
Day, R.L.2
Joachimsthaler, E.A.3
-
35
-
-
0000760328
-
Influence of formalization on the organizational commitment and work alienation of salespeople and industrial buyers
-
(November)
-
Michaels, R. E., Cron, W. L., Dubinsky, A. J., & Joachimsthaler, E. A. (1988). Influence of formalization on the organizational commitment and work alienation of salespeople and industrial buyers. Journal of Marketing Research, 25(November), 376-83.
-
(1988)
Journal of Marketing Research
, vol.25
, pp. 376-383
-
-
Michaels, R.E.1
Cron, W.L.2
Dubinsky, A.J.3
Joachimsthaler, E.A.4
-
36
-
-
84989010721
-
Structural influences on organizational commitment
-
Morris, J. H., & Steers, R. M. (1980). Structural influences on organizational commitment. Journal of Vocational Behavior, 17(August), 50-7.
-
(1980)
Journal of Vocational Behavior
, vol.17
, Issue.August
, pp. 50-57
-
-
Morris, J.H.1
Steers, R.M.2
-
37
-
-
84970235764
-
Self-reports in organizational research: Problems and prospects
-
Morrow, P. C & Organ, D. W. (1986). Self-reports in organizational research: Problems and prospects. Journal of Management, 12(Winter), 531-544.
-
(1986)
Journal of Management
, vol.12 Winter
, pp. 531-544
-
-
Morrow, P.C.1
Organ, D.W.2
-
38
-
-
21144481631
-
Work alienation of marketing employees: Influence of task, supervisory, and organizational structure factors
-
(Summer)
-
Ramaswami, S. N., Agarwal, S., & Bhargava, M. (1993). Work alienation of marketing employees: Influence of task, supervisory, and organizational structure factors. Journal of the Academy of Marketing Science, 21 (Summer), 179-193.
-
(1993)
Journal of the Academy of Marketing Science
, vol.21
, pp. 179-193
-
-
Ramaswami, S.N.1
Agarwal, S.2
Bhargava, M.3
-
39
-
-
38249005046
-
Cross-cultural research on organizational commitment: A review and application of Hofstede’s value survey module
-
Randall, D. M. (1993). Cross-cultural research on organizational commitment: A review and application of Hofstede’s value survey module. Journal of Business Research, 26, 91-110.
-
(1993)
Journal of Business Research
, vol.26
, pp. 91-110
-
-
Randall, D.M.1
-
40
-
-
0000846972
-
Role conflict and ambiguity in complex organizations
-
Rizzo, J. R., House, R. J. & Lirtzman, S. I. (1970). Role conflict and ambiguity in complex organizations. Administrative Science Quarterly, 15, 150-163.
-
(1970)
Administrative Science Quarterly
, vol.15
, pp. 150-163
-
-
Rizzo, J.R.1
House, R.J.2
Lirtzman, S.I.3
-
41
-
-
0002739675
-
Commitment and the control of organizational behavior and belief
-
B. M. Straw and G.R. Salancik, eds., Chicago: St. Clair Press
-
Salancik, G. R. (1977). Commitment and the control of organizational behavior and belief. In B. M. Straw and G.R. Salancik, eds., New Directions in Organizational Behavior. Chicago: St. Clair Press, 1-53.
-
(1977)
New Directions in Organizational Behavior
, pp. 1-53
-
-
Salancik, G.R.1
-
42
-
-
3042989016
-
Factors that Affect the Sales Force Choice Decision in International Market Entry Strategies
-
Schuster, Camille P., and Keith, Janet (1993). Factors that Affect the Sales Force Choice Decision in International Market Entry Strategies. Journal of Global Marketing, 7(2), 27-49.
-
(1993)
Journal of Global Marketing
, vol.7
, Issue.2
, pp. 27-49
-
-
Schuster, C.P.1
Keith, J.2
-
43
-
-
85132305540
-
Social Knowledge as a Control System: A Proposition and Evidence from the Japanese FDI Behavior
-
Second Quarter
-
Sohn, Jung Hoon Derick (1994). Social Knowledge as a Control System: A Proposition and Evidence from the Japanese FDI Behavior. Journal of International Business Studies, Second Quarter, 295-324.
-
(1994)
Journal of International Business Studies
, pp. 295-324
-
-
Sohn, J.H.D.1
-
44
-
-
0001944942
-
Delegating pricing authority to the sales force: The effects on sales and profit performance
-
Stephenson, P. R., Cron, W. J., & Frazier, G. (1979). Delegating pricing authority to the sales force: The effects on sales and profit performance. Journal of Marketing, 43 (Spring), 21-8.
-
(1979)
Journal of Marketing
, vol.43
, Issue.Spring
, pp. 21-28
-
-
Stephenson, P.R.1
Cron, W.J.2
Frazier, G.3
|