메뉴 건너뛰기




Volumn 17, Issue 1, 2009, Pages 7-20

Effects of salesperson experience, age, and goal setting on new product performance trajectory: A growth curve modeling approach

Author keywords

[No Author keywords available]

Indexed keywords


EID: 67649548322     PISSN: 10696679     EISSN: None     Source Type: Journal    
DOI: 10.2753/MTP1069-6679170101     Document Type: Article
Times cited : (31)

References (87)
  • 1
    • 0026931878 scopus 로고
    • Predicting Individual Differences During Skill Acquisition: Dynamics of Ability Determinants
    • Ackerman, Philip L. (1992), "Predicting Individual Differences During Skill Acquisition: Dynamics of Ability Determinants," Journal of Applied Psychology, 77 (5), 598-614.
    • (1992) Journal of Applied Psychology , vol.77 , Issue.5 , pp. 598-614
    • Ackerman, P.L.1
  • 3
    • 2942527664 scopus 로고    scopus 로고
    • The Effects of Age, Sex, and Tenure on the Job Performance of Rubber Tappers
    • 7 6 3
    • Ali, Hassan, and D. Roy Davies (2003), "The Effects of Age, Sex, and Tenure on the Job Performance of Rubber Tappers," Journal of Occupational and Organizational Psychology, 7 6 (3), 381-391.
    • (2003) Journal of Occupational and Organizational Psychology , pp. 381-391
    • Ali, H.1    Roy Davies, D.2
  • 4
    • 0010125443 scopus 로고
    • Job Applicant Training and Work Experience Evaluation: An Empirical Comparison of Four Methods
    • Ash, Ronald A., and Edward L. Levine (1985), "Job Applicant Training and Work Experience Evaluation: An Empirical Comparison of Four Methods," Journal of Applied Psychology, 70 (3), 572-576.
    • (1985) Journal of Applied Psychology , vol.70 , Issue.3 , pp. 572-576
    • Ash, R.A.1    Levine, E.L.2
  • 5
    • 0031269449 scopus 로고    scopus 로고
    • Adoption of New Products by the Sales Force: The Construct, Research Propositions and Managerial Implications
    • 1 4 6
    • Atuahene-Gima (1997), "Adoption of New Products by the Sales Force: The Construct, Research Propositions and Managerial Implications," Journal of Product Innovation Management, 1 4 (6), 498-514.
    • (1997) Journal of Product Innovation Management , pp. 498-514
    • Atuahene-Gima1
  • 6
    • 0036021509 scopus 로고    scopus 로고
    • When Does Trust Matter? Antecedents and Contingent Effects of Supervisee Trust on Performance in Selling New Products in China and the United States
    • -, and Haiyang Li (2002), "When Does Trust Matter? Antecedents and Contingent Effects of Supervisee Trust on Performance in Selling New Products in China and the United States," Journal of Marketing, 66 (3), 61-81.
    • (2002) Journal of Marketing , vol.66 , Issue.3 , pp. 61-81
    • Atuahene-Gima1    Li, H.2
  • 7
    • 33745299447 scopus 로고    scopus 로고
    • The Effects of Formal Controls on Supervisee Trust in the Manager in New Product Selling: Evidence from Young and Inexperienced Salespeople in China
    • -, and - (2006), "The Effects of Formal Controls on Supervisee Trust in the Manager in New Product Selling: Evidence from Young and Inexperienced Salespeople in China," Journal of Innovation Management, 23 (4), 342-358.
    • (2006) Journal of Innovation Management , vol.23 , Issue.4 , pp. 342-358
    • Atuahene-Gima1    Li, H.2
  • 8
    • 0001289767 scopus 로고
    • Age and Work Performance in Nonmanagerial Jobs: The Effects of Experience and Occupational Type
    • Avolio, Bruce J., David A. Waldman, and Michael A. McDaniel (1990), "Age and Work Performance in Nonmanagerial Jobs: The Effects of Experience and Occupational Type," Academy of Management Journal, 33 (2), 407-422.
    • (1990) Academy of Management Journal , vol.33 , Issue.2 , pp. 407-422
    • Avolio, B.J.1    Waldman, D.A.2    McDaniel, M.A.3
  • 9
    • 0033426710 scopus 로고    scopus 로고
    • Goal Setting and Goal Striving in Consumer Behavior
    • Bagozzi, Richard P., and Utpal Dholakia (1999), "Goal Setting and Goal Striving in Consumer Behavior," Journal of Marketing, 63 (7), 19-32.
    • (1999) Journal of Marketing , vol.63 , Issue.7 , pp. 19-32
    • Bagozzi, R.P.1    Dholakia, U.2
  • 11
    • 21744460665 scopus 로고
    • The Effect of Effort on Sales Performance and Job Satisfaction
    • Brown, Steven P., and Robert A. Peterson (1994), "The Effect of Effort on Sales Performance and Job Satisfaction," Journal of Marketing, 58 (2), 70-80.
    • (1994) Journal of Marketing , vol.58 , Issue.2 , pp. 70-80
    • Brown, S.P.1    Peterson, R.A.2
  • 12
    • 0032329539 scopus 로고    scopus 로고
    • Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance
    • October
    • -, William L. Cron, and John W. Slocum, Jr. (1996), "Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance," Journal of Marketing, 62 (October), 88-98.
    • (1996) Journal of Marketing , vol.62 , pp. 88-98
    • Brown, S.P.1    Peterson, R.A.2    Cron, W.L.3    Slocum Jr., J.W.4
  • 15
    • 0000684831 scopus 로고
    • Modeling the Performance Prediction Problem in Industrial and Organizational Psychology
    • Marvin D. Dunnette and Leaetta M. Hough, eds, Palo Alto, CA: Consulting Psychologists Press
    • Campbell, John P. (1990), "Modeling the Performance Prediction Problem in Industrial and Organizational Psychology," in Handbook of Industrial and Organizational Psychology, vol. 1, Marvin D. Dunnette and Leaetta M. Hough, eds., Palo Alto, CA: Consulting Psychologists Press, 687-732.
    • (1990) Handbook of Industrial and Organizational Psychology , vol.1 , pp. 687-732
    • Campbell, J.P.1
  • 16
    • 21844506440 scopus 로고
    • Career-Related Antecedents and Outcomes of Job Rotation
    • Campion, Michael A., Lisa Cheraskin, and Michael J. Stevens (1994), "Career-Related Antecedents and Outcomes of Job Rotation," Academy of Management Journal, 37 (6), 1518-1542.
    • (1994) Academy of Management Journal , vol.37 , Issue.6 , pp. 1518-1542
    • Campion, M.A.1    Cheraskin, L.2    Stevens, M.J.3
  • 17
    • 0042659454 scopus 로고    scopus 로고
    • What Will the Future Bring? Dominance, Technology Expectations, and Radical Innovation
    • Chandy, Rajesh K., Jaideep C. Prabhu, and Kersi D. Anita (2003), "What Will the Future Bring? Dominance, Technology Expectations, and Radical Innovation," Journal of Marketing, 67 (3), 1-18.
    • (2003) Journal of Marketing , vol.67 , Issue.3 , pp. 1-18
    • Chandy, R.K.1    Prabhu, J.C.2    Anita, K.D.3
  • 18
    • 21144475996 scopus 로고
    • The Motivational Impact of Sales Quotas on Effort
    • Chowdhury, Jhinuk (1993), "The Motivational Impact of Sales Quotas on Effort," Journal of Marketing Research, 30 (1), 28-41.
    • (1993) Journal of Marketing Research , vol.30 , Issue.1 , pp. 28-41
    • Chowdhury, J.1
  • 21
    • 0001759868 scopus 로고
    • Dynamic Criteria Revisited: A Longitudinal Study of Performance Stability and Predictive Validity
    • Deadrick, Diana L., and Robert M. Madigan (1990), "Dynamic Criteria Revisited: A Longitudinal Study of Performance Stability and Predictive Validity," Personnel Psychology, 43 (4), 717-744.
    • (1990) Personnel Psychology , vol.43 , Issue.4 , pp. 717-744
    • Deadrick, D.L.1    Madigan, R.M.2
  • 22
    • 0031498111 scopus 로고    scopus 로고
    • Using Hierarchical Linear Modeling to Examine Dynamic Performance Criteria Over Time
    • -, Nathan Bennett, and Craig J. Russell (1997), "Using Hierarchical Linear Modeling to Examine Dynamic Performance Criteria Over Time," Journal of Management, 23 (6), 745-757.
    • (1997) Journal of Management , vol.23 , Issue.6 , pp. 745-757
    • Deadrick, D.L.1    Madigan, R.M.2    Bennett, N.3    Russell, C.J.4
  • 23
    • 67649485852 scopus 로고    scopus 로고
    • Droege, Robert C., Albert C. Crambert, and J.B. Henkin (1963), Relation Between GATB Aptitude Scores and Age for Adults, Personnel and Guidance Journal, 42 (7), 502-508.
    • Droege, Robert C., Albert C. Crambert, and J.B. Henkin (1963), "Relation Between GATB Aptitude Scores and Age for Adults," Personnel and Guidance Journal, 42 (7), 502-508.
  • 24
    • 0642275667 scopus 로고    scopus 로고
    • Evidence in Support of Foster Care During Acute Refugee Crises
    • Duerr, Ann, Samuel F. Posner, and Mark Gilbert (2003), "Evidence in Support of Foster Care During Acute Refugee Crises," American Journal of Public Health, 93 (11), 1904-1909.
    • (2003) American Journal of Public Health , vol.93 , Issue.11 , pp. 1904-1909
    • Duerr, A.1    Posner, S.F.2    Gilbert, M.3
  • 26
    • 0024697880 scopus 로고
    • Alcoholism, Aging and Functional Hemispheric Asymmetries
    • Ellis, Ronald J., and Marlene Oscar-Berman (1989), "Alcoholism, Aging and Functional Hemispheric Asymmetries," Psychological Bulletin, 106 (1), 128-147.
    • (1989) Psychological Bulletin , vol.106 , Issue.1 , pp. 128-147
    • Ellis, R.J.1    Oscar-Berman, M.2
  • 27
    • 1842606459 scopus 로고    scopus 로고
    • Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China
    • Fang, Eric, Robert W. Palmatier, and Kenneth R. Evans (2004), "Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China," Journal of the Academy of Marketing Science, 32 (2), 188-202.
    • (2004) Journal of the Academy of Marketing Science , vol.32 , Issue.2 , pp. 188-202
    • Fang, E.1    Palmatier, R.W.2    Evans, K.R.3
  • 28
    • 85047685219 scopus 로고    scopus 로고
    • The Stability of Validity Coeffi cients Over Time: Ackerman's (1988) Model and the General Aptitude Battery
    • Farrell, James N., and Michael A. McDaniel (2001), "The Stability of Validity Coeffi cients Over Time: Ackerman's (1988) Model and the General Aptitude Battery," Journal of Applied Psychology, 86 (1), 60-79.
    • (2001) Journal of Applied Psychology , vol.86 , Issue.1 , pp. 60-79
    • Farrell, J.N.1    McDaniel, M.A.2
  • 29
    • 33751557315 scopus 로고    scopus 로고
    • Salesperson Adaptive Selling Behavior and Customer Orientation
    • Franke, George R., and Jeone-Eun Park (2007), "Salesperson Adaptive Selling Behavior and Customer Orientation," Journal of Marketing Research, 43 (4), 693-702.
    • (2007) Journal of Marketing Research , vol.43 , Issue.4 , pp. 693-702
    • Franke, G.R.1    Park, J.-E.2
  • 30
    • 0043177722 scopus 로고
    • The Challenge Facing Human Resources
    • 3d ed, Herbert G. Heneman and Donald P. Schwab, eds, Homewood, IL: Irwin
    • Giblin, Edward J. (1986), "The Challenge Facing Human Resources," in Perspectives on Personnel/Human Resource Management, 3d ed., Herbert G. Heneman and Donald P. Schwab, eds., Homewood, IL: Irwin, 11-16.
    • (1986) Perspectives on Personnel/Human Resource Management , pp. 11-16
    • Giblin, E.J.1
  • 31
    • 0001637299 scopus 로고
    • Age, Experience, and Performance on Speed and Skill Jobs in an Applied Setting
    • Giniger, Seymour, Angelo Dispenzieri, and Joseph Eisenberg (1983), "Age, Experience, and Performance on Speed and Skill Jobs in an Applied Setting," Journal of Applied Psychology, 68 (3), 469-475.
    • (1983) Journal of Applied Psychology , vol.68 , Issue.3 , pp. 469-475
    • Giniger, S.1    Dispenzieri, A.2    Eisenberg, J.3
  • 32
    • 2342572823 scopus 로고
    • Job Matching for Better Sales Performance
    • Greenberg, Herbert M., and Jeanne Greenberg (1980), "Job Matching for Better Sales Performance," Harvard Business Review, 58 (5), 128-133.
    • (1980) Harvard Business Review , vol.58 , Issue.5 , pp. 128-133
    • Greenberg, H.M.1    Greenberg, J.2
  • 33
    • 85127227458 scopus 로고    scopus 로고
    • Griffi n, Abbie (1997), The Effect of Project and Process Characteristics on Product Development Cycle Time, Journal of Marketing Research, 34 (1), 24-35.
    • Griffi n, Abbie (1997), "The Effect of Project and Process Characteristics on Product Development Cycle Time," Journal of Marketing Research, 34 (1), 24-35.
  • 34
    • 0033622372 scopus 로고    scopus 로고
    • The Effects of Self-Set Goals on Task Performance
    • Harkins, Stephen G., and Malia D. Lowe (2000), "The Effects of Self-Set Goals on Task Performance," Journal of Applied Social Psychology, 30 (1), 1-40.
    • (2000) Journal of Applied Social Psychology , vol.30 , Issue.1 , pp. 1-40
    • Harkins, S.G.1    Lowe, M.D.2
  • 35
    • 33847055178 scopus 로고    scopus 로고
    • Research on Innovation: A Review and Agenda for Marketing Science
    • n
    • Hauser, John, Gerard J. Tellis, and Abbie Griffi n (2006), "Research on Innovation: A Review and Agenda for Marketing Science," Marketing Science, 25 (6), 687-717.
    • (2006) Marketing Science , vol.25 , Issue.6 , pp. 687-717
    • Hauser, J.1    Tellis, G.J.2    Griffi, A.3
  • 36
    • 34250211072 scopus 로고    scopus 로고
    • Adoption of New and Really New Products: The Effects of Self-Regulation Systems and Risk Salience
    • Herzenstein, Michael, Steven S. Posavac, and Josko J. Brakus (2007), "Adoption of New and Really New Products: The Effects of Self-Regulation Systems and Risk Salience," Journal of Marketing Research, 44 (2), 251-260.
    • (2007) Journal of Marketing Research , vol.44 , Issue.2 , pp. 251-260
    • Herzenstein, M.1    Posavac, S.S.2    Brakus, J.J.3
  • 37
    • 0031236227 scopus 로고    scopus 로고
    • Using Judgmental Anchors to Establish Challenging Self-Set Goals Without Jeopardizing Commitment
    • Hinsz, Verlin B., Lynn R. Kalnbach, and Nichole R. Lorentz (1997), "Using Judgmental Anchors to Establish Challenging Self-Set Goals Without Jeopardizing Commitment," Organizational Behavior and Human Decision Processes, 71 (3), 287-308.
    • (1997) Organizational Behavior and Human Decision Processes , vol.71 , Issue.3 , pp. 287-308
    • Hinsz, V.B.1    Kalnbach, L.R.2    Lorentz, N.R.3
  • 38
    • 0006451573 scopus 로고
    • Goal Importance, Self-Focus, and the Goal-Setting Process
    • Hollenbeck, John R., and Charles R. Williams (1987), "Goal Importance, Self-Focus, and the Goal-Setting Process," Journal of Applied Psychology, 72 (2), 204-211.
    • (1987) Journal of Applied Psychology , vol.72 , Issue.2 , pp. 204-211
    • Hollenbeck, J.R.1    Williams, C.R.2
  • 39
    • 0034318420 scopus 로고    scopus 로고
    • The Effect of Sales Force Adoption on New Product Selling Performance
    • Hultink, Erik Jan, and Kwaku Atuahene-Giam (2000), "The Effect of Sales Force Adoption on New Product Selling Performance," Journal of Product Innovation Management, 17 (6), 435-450.
    • (2000) Journal of Product Innovation Management , vol.17 , Issue.6 , pp. 435-450
    • Hultink, E.J.1    Atuahene-Giam, K.2
  • 40
    • 85073864129 scopus 로고
    • A Causal Analysis of Cognitive Ability, Job Knowledge, Job Performance and Supervisory Ratings
    • Frank J. Landy, Sheldon Zedeck, and Jeanette Cleveland, eds, Hillsdale, NJ: Lawrence Erlbaum
    • Hunter, John E. (1983), "A Causal Analysis of Cognitive Ability, Job Knowledge, Job Performance and Supervisory Ratings," in Performance Measurement and Theory, Frank J. Landy, Sheldon Zedeck, and Jeanette Cleveland, eds., Hillsdale, NJ: Lawrence Erlbaum, 257-266.
    • (1983) Performance Measurement and Theory , pp. 257-266
    • Hunter, J.E.1
  • 41
    • 0000878544 scopus 로고
    • Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction
    • Jaworski, Bernard J., and Ajay Kohli (1991), "Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction," Journal of Marketing Research, 28 (2), 190-201.
    • (1991) Journal of Marketing Research , vol.28 , Issue.2 , pp. 190-201
    • Jaworski, B.J.1    Kohli, A.2
  • 42
    • 85009573465 scopus 로고    scopus 로고
    • Factors Leading to Sales Force Automation Use: A Longitudinal Analysis
    • Summer
    • Jones, Eli, Suresh Sundaram, and Wynne Chin (2002), "Factors Leading to Sales Force Automation Use: A Longitudinal Analysis," Journal of Personal Selling & Sales Management, 22, 3 (Summer), 145-156.
    • (2002) Journal of Personal Selling & Sales Management , vol.22 , Issue.3 , pp. 145-156
    • Jones, E.1    Sundaram, S.2    Chin, W.3
  • 43
    • 43949162295 scopus 로고
    • Job Satisfaction as a Refl ection of Disposition: A Multiple Source Causal Analysis
    • Judge, Timothy A., and Charles L. Hulin (1993), "Job Satisfaction as a Refl ection of Disposition: A Multiple Source Causal Analysis," Organizational Behavior and Human Decision Processes, 56 (3), 388-421.
    • (1993) Organizational Behavior and Human Decision Processes , vol.56 , Issue.3 , pp. 388-421
    • Judge, T.A.1    Hulin, C.L.2
  • 44
    • 21144472859 scopus 로고
    • Effect of Dysfunctional Thought Processes on Subjective Well-Being and Job Satisfaction
    • -, and Edwin A. Locke (1993), "Effect of Dysfunctional Thought Processes on Subjective Well-Being and Job Satisfaction," Journal of Applied Psychology, 78 (3), 475-490.
    • (1993) Journal of Applied Psychology , vol.78 , Issue.3 , pp. 475-490
    • Judge, T.A.1    Hulin, C.L.2    Locke, E.A.3
  • 45
    • 3142753623 scopus 로고    scopus 로고
    • Aging, Adult Development, and Work Motivation
    • Kanfer, Ruth, and Philip L. Ackerman (2004), "Aging, Adult Development, and Work Motivation," Academy of Management Review, 29 (3), 440-458.
    • (2004) Academy of Management Review , vol.29 , Issue.3 , pp. 440-458
    • Kanfer, R.1    Ackerman, P.L.2
  • 46
    • 0346977960 scopus 로고    scopus 로고
    • Better with Age
    • Kaplan, Katharine (2001), "Better with Age," Sales & Marketing Management, 153 (7), 58-62.
    • (2001) Sales & Marketing Management , vol.153 , Issue.7 , pp. 58-62
    • Kaplan, K.1
  • 47
    • 33750359855 scopus 로고    scopus 로고
    • Social Role and Birth Cohort Infl uences on Gender-Linked Personality Traits in Women: A 20-Year Longitudinal Analysis
    • Kasen, Stephanie, Henian Chen, Joel Sneed, Thomas Crawford, and Patricia Cohen (2006), "Social Role and Birth Cohort Infl uences on Gender-Linked Personality Traits in Women: A 20-Year Longitudinal Analysis," Journal of Personality and Social Psychology, 91 (5), 944-958.
    • (2006) Journal of Personality and Social Psychology , vol.91 , Issue.5 , pp. 944-958
    • Kasen, S.1    Chen, H.2    Sneed, J.3    Crawford, T.4    Cohen, P.5
  • 48
    • 0042175498 scopus 로고
    • Development Changes in Motivation During the Adult Years
    • Bernice L. Neugarten, ed, Chicago: University of Chicago Press
    • Kuhlen, Raymond G. (1977), "Development Changes in Motivation During the Adult Years," in Middle Age and Aging, Bernice L. Neugarten, ed., Chicago: University of Chicago Press, 115-136.
    • (1977) Middle Age and Aging , pp. 115-136
    • Kuhlen, R.G.1
  • 49
    • 11044226500 scopus 로고    scopus 로고
    • The Motivational Benefi ts of Goal-Setting
    • Latham, Gary P. (2004), "The Motivational Benefi ts of Goal-Setting," Academy of Management Executive, 18 (4), 126-129.
    • (2004) Academy of Management Executive , vol.18 , Issue.4 , pp. 126-129
    • Latham, G.P.1
  • 50
    • 84965364231 scopus 로고
    • The Effects of Self-Set, Participatively Set and Assigned Goals on the Performance of Government Employees
    • -, and Herbert A. Marshall (1982), "The Effects of Self-Set, Participatively Set and Assigned Goals on the Performance of Government Employees," Personnel Psychology, 35 (2), 399-404.
    • (1982) Personnel Psychology , vol.35 , Issue.2 , pp. 399-404
    • Latham, G.P.1    Marshall, H.A.2
  • 51
    • 0001598547 scopus 로고    scopus 로고
    • Interest and Indifference: The Role of Age in the Organizational Sciences
    • Lawrence, Barbara S. (1996), "Interest and Indifference: The Role of Age in the Organizational Sciences," Research in Personnel and Human Resource Management, 14, 1-59.
    • (1996) Research in Personnel and Human Resource Management , vol.14 , pp. 1-59
    • Lawrence, B.S.1
  • 52
    • 27444434162 scopus 로고    scopus 로고
    • The Role of Self-Regulation Training in Developing the Motivation Management Capabilities of Salespeople
    • Summer
    • Leach, Mark P., Annie H. Liu, and Wesley J. Johnston (2005), "The Role of Self-Regulation Training in Developing the Motivation Management Capabilities of Salespeople," Journal of Personal Selling & Sales Management, 25, 3 (Summer), 269-281.
    • (2005) Journal of Personal Selling & Sales Management , vol.25 , Issue.3 , pp. 269-281
    • Leach, M.P.1    Liu, A.H.2    Johnston, W.J.3
  • 53
    • 67649475065 scopus 로고    scopus 로고
    • Littell, Ramon C., George A. Milliken, Walter W. Stroup, Russell D. Wolfi nger, and Oliver Schabenberger (2006), SAS for Mixed Models, Cary, NC: SAS Institute.
    • Littell, Ramon C., George A. Milliken, Walter W. Stroup, Russell D. Wolfi nger, and Oliver Schabenberger (2006), SAS for Mixed Models, Cary, NC: SAS Institute.
  • 54
    • 49949121303 scopus 로고
    • Toward a Theory of Task Motivation and Incentives
    • Locke, Edwin A. (1968), "Toward a Theory of Task Motivation and Incentives," Organizational Behavior and Human Performance, 3 (2), 157-189.
    • (1968) Organizational Behavior and Human Performance , vol.3 , Issue.2 , pp. 157-189
    • Locke, E.A.1
  • 55
    • 0002385435 scopus 로고
    • Goal Theory vs. Control Theory: Contrasting Approaches to Understanding Work Motivation
    • - - - (1991), "Goal Theory vs. Control Theory: Contrasting Approaches to Understanding Work Motivation," Motivation and Emotion, 15 (1), 9-28.
    • (1991) Motivation and Emotion , vol.15 , Issue.1 , pp. 9-28
    • Locke, E.A.1
  • 58
    • 0002872953 scopus 로고
    • Cumulative Evidence of the Relationship Between Employee Age and Job Performance
    • McEvoy, Glenn M., and Wayne F. Cascio (1989), "Cumulative Evidence of the Relationship Between Employee Age and Job Performance," Journal of Applied Psychology, 74 (1), 11-17.
    • (1989) Journal of Applied Psychology , vol.74 , Issue.1 , pp. 11-17
    • McEvoy, G.M.1    Cascio, W.F.2
  • 59
    • 0000862280 scopus 로고
    • Maryland vs. Michigan vs. Minnesota: Another Look at the Relationship of Expectancy and Goal Diffi culty to Task Performance
    • Mento, Anthony J., Norman D. Cartledge, and Edwin A. Locke (1980), "Maryland vs. Michigan vs. Minnesota: Another Look at the Relationship of Expectancy and Goal Diffi culty to Task Performance," Organizational Behavior and Human Performance, 25 (3), 419-440.
    • (1980) Organizational Behavior and Human Performance , vol.25 , Issue.3 , pp. 419-440
    • Mento, A.J.1    Cartledge, N.D.2    Locke, E.A.3
  • 61
    • 2342595926 scopus 로고    scopus 로고
    • How New Product Introductions Affect Sales Management Strateg y: The Impact of Type of 'Newness' of the New Product
    • Micheal, Kamel, Linda Rochford, and Thomas R. Wotruba (2003), "How New Product Introductions Affect Sales Management Strateg y: The Impact of Type of 'Newness' of the New Product," Journal of Product Innovation Management, 20 (4), 270-283.
    • (2003) Journal of Product Innovation Management , vol.20 , Issue.4 , pp. 270-283
    • Micheal, K.1    Rochford, L.2    Wotruba, T.R.3
  • 62
    • 33845453577 scopus 로고    scopus 로고
    • Pedersen, Sara (2005), Urban Adolescents' Out-of-School Activity Profi les: Associations with Youth, Family, and School Transition Characteristics, Applied Developmental Science, 9 (2), 107-124.
    • Pedersen, Sara (2005), "Urban Adolescents' Out-of-School Activity Profi les: Associations with Youth, Family, and School Transition Characteristics," Applied Developmental Science, 9 (2), 107-124.
  • 63
    • 0012709185 scopus 로고    scopus 로고
    • Quinones, Miguel A., J. Kevin Ford, and Mark S. Teachout (1995), The Relationship Between Work Experience and Job Performance: A Conceptual and Meta-Analytic Review, Personnel Psychology, 48 (4), 887-910.
    • Quinones, Miguel A., J. Kevin Ford, and Mark S. Teachout (1995), "The Relationship Between Work Experience and Job Performance: A Conceptual and Meta-Analytic Review," Personnel Psychology, 48 (4), 887-910.
  • 64
    • 33751007318 scopus 로고
    • Age-Related Differences in Work Attitudes and Behavior: A Review and Conceptual Analysis
    • Rhodes, Susan R. (1983), "Age-Related Differences in Work Attitudes and Behavior: A Review and Conceptual Analysis," Psychological Bulletin, 93 (2), 328-367.
    • (1983) Psychological Bulletin , vol.93 , Issue.2 , pp. 328-367
    • Rhodes, S.R.1
  • 65
    • 0018491884 scopus 로고
    • Adult Age and Speed Accuracy Trade-Off
    • Salthouse, Timothy A. (1979), "Adult Age and Speed Accuracy Trade-Off," Ergonomics, 22 (7), 811-821.
    • (1979) Ergonomics , vol.22 , Issue.7 , pp. 811-821
    • Salthouse, T.A.1
  • 66
    • 58149372734 scopus 로고
    • Impact of Job Experience and Ability on Job Knowledge, Work Sample Performance, and Supervisory Ratings of Job Performance
    • Schmidt, Frank L., John E. Hunter, and Alice N. Outerbridge (1986), "Impact of Job Experience and Ability on Job Knowledge, Work Sample Performance, and Supervisory Ratings of Job Performance," Journal of Applied Psychology, 71 (3), 432-439.
    • (1986) Journal of Applied Psychology , vol.71 , Issue.3 , pp. 432-439
    • Schmidt, F.L.1    Hunter, J.E.2    Outerbridge, A.N.3
  • 68
    • 0042371754 scopus 로고
    • Stretch Goals: The Dark Side of Asking for Miracles
    • November 13
    • Sherman, Strat (1995), "Stretch Goals: The Dark Side of Asking for Miracles," Fortune (November 13), 231-232.
    • (1995) Fortune , pp. 231-232
    • Sherman, S.1
  • 69
    • 0032251946 scopus 로고    scopus 로고
    • Using SAS Proc Mixed to Fit Multilevel Models, Hierarchical Models, and Individual Growth Models
    • Singer, Judith D. (1998), "Using SAS Proc Mixed to Fit Multilevel Models, Hierarchical Models, and Individual Growth Models," Journal of Educational and Behavioral Statistics, 24 (4), 323-355.
    • (1998) Journal of Educational and Behavioral Statistics , vol.24 , Issue.4 , pp. 323-355
    • Singer, J.D.1
  • 71
    • 22544488126 scopus 로고    scopus 로고
    • Technological Evolution and Radical Innovation
    • Sood, Ashish, and Gerard J. Tellis (2005), "Technological Evolution and Radical Innovation," Journal of Marketing, 69 (3), 152-168.
    • (2005) Journal of Marketing , vol.69 , Issue.3 , pp. 152-168
    • Sood, A.1    Tellis, G.J.2
  • 72
    • 0002373795 scopus 로고
    • Adaptive Selling: Conceptualization, Measurement, and Nomological Validity
    • Spiro, Rosann L., and Barton A. Weitz (1990), "Adaptive Selling: Conceptualization, Measurement, and Nomological Validity," Journal of Marketing Research, 27 (1), 61-70.
    • (1990) Journal of Marketing Research , vol.27 , Issue.1 , pp. 61-70
    • Spiro, R.L.1    Weitz, B.A.2
  • 73
    • 1642618612 scopus 로고    scopus 로고
    • First In, First Out? The Effects of Network Externalities on Pioneer Survival
    • Srinivasan, Raji, Gary L. Lilien, and Arvind Rangaswamy (2004), "First In, First Out? The Effects of Network Externalities on Pioneer Survival," Marketing Science, 68 (1), 41-58.
    • (2004) Marketing Science , vol.68 , Issue.1 , pp. 41-58
    • Srinivasan, R.1    Lilien, G.L.2    Rangaswamy, A.3
  • 74
    • 9444274171 scopus 로고    scopus 로고
    • Managing Time: The Effects of Personal Goal Setting on Resource Allocation Strategy and Task Performance
    • Strickland, Oriel J., and Mark Galimba (2001), "Managing Time: The Effects of Personal Goal Setting on Resource Allocation Strategy and Task Performance," Journal of Psychology, 135 (4), 357-367.
    • (2001) Journal of Psychology , vol.135 , Issue.4 , pp. 357-367
    • Strickland, O.J.1    Galimba, M.2
  • 75
    • 0042929819 scopus 로고    scopus 로고
    • Searching for the Inverted U-Shaped Relationship Between Time and Performance: Meta-Analyses of the Experience/Performance, Tenure/Performance, and Age/Performance Relationships
    • Struman, Michael C. (2003), "Searching for the Inverted U-Shaped Relationship Between Time and Performance: Meta-Analyses of the Experience/Performance, Tenure/Performance, and Age/Performance Relationships," Journal of Management, 29 (5), 609-640.
    • (2003) Journal of Management , vol.29 , Issue.5 , pp. 609-640
    • Struman, M.C.1
  • 76
    • 0032220231 scopus 로고    scopus 로고
    • Toward an Integrated Model of Work Experience
    • Tesluk, Paul E., and Rick R. Jacobs (1998), "Toward an Integrated Model of Work Experience," Personnel Psychology, 51 (2), 321-355.
    • (1998) Personnel Psychology , vol.51 , Issue.2 , pp. 321-355
    • Tesluk, P.E.1    Jacobs, R.R.2
  • 77
    • 67649471459 scopus 로고    scopus 로고
    • Do Gender and Age Really Matter in Direct Selling?
    • Tyagi, Pradeep K., and Thomas R. Wotruba (1998), "Do Gender and Age Really Matter in Direct Selling?" Journal of Marketing Management, 8 (2), 22-33.
    • (1998) Journal of Marketing Management , vol.8 , Issue.2 , pp. 22-33
    • Tyagi, P.K.1    Wotruba, T.R.2
  • 79
    • 0000182481 scopus 로고
    • Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research
    • Walker, Orville C., Jr., Gilbert A. Churchill, Jr., and Neil M. Ford (1977), "Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research," Journal of Marketing Research, 14 (2), 156-168.
    • (1977) Journal of Marketing Research , vol.14 , Issue.2 , pp. 156-168
    • Walker Jr., O.C.1    Churchill Jr., G.A.2    Ford, N.M.3
  • 80
    • 33947404066 scopus 로고    scopus 로고
    • Profi ling Retirees in the Retirement Transition and Adjustment Process: Examining the Longitudinal Change Patterns of Retirees' Psychological Well-Being
    • Wang, Mo (2007), "Profi ling Retirees in the Retirement Transition and Adjustment Process: Examining the Longitudinal Change Patterns of Retirees' Psychological Well-Being," Journal of Applied Psychology, 92 (2), 455-474.
    • (2007) Journal of Applied Psychology , vol.92 , Issue.2 , pp. 455-474
    • Wang, M.1
  • 81
    • 0003006966 scopus 로고
    • Learning Theory and Industrial and Organizational Psychology
    • 2d ed, Marvin D. Dunnette and Leaetta M. Hough, eds, Palo Alto, CA: Consulting Psychologists Press
    • Weiss, Howard M. (1990), "Learning Theory and Industrial and Organizational Psychology," in Handbook of Industrial and Organizational Psychology, vol. 1, 2d ed., Marvin D. Dunnette and Leaetta M. Hough, eds., Palo Alto, CA: Consulting Psychologists Press, 171-221.
    • (1990) Handbook of Industrial and Organizational Psychology , vol.1 , pp. 171-221
    • Weiss, H.M.1
  • 82
    • 84972071558 scopus 로고
    • Thirty Years of Psychological Research on Age and Work
    • Welford, A.T. (1976), "Thirty Years of Psychological Research on Age and Work," Journal of Occupational Psychology, 49 (3), 129-138.
    • (1976) Journal of Occupational Psychology , vol.49 , Issue.3 , pp. 129-138
    • Welford, A.T.1
  • 83
    • 67649492582 scopus 로고    scopus 로고
    • Understanding the Adoption of New Brands Through Salespeople: A Multilevel Framework
    • Wieseke, Jan, Christian Homburg, and Nick Lee (2008), "Understanding the Adoption of New Brands Through Salespeople: A Multilevel Framework," Journal of the Academy of Marketing Science, 36 (2), 278-291.
    • (2008) Journal of the Academy of Marketing Science , vol.36 , Issue.2 , pp. 278-291
    • Wieseke, J.1    Homburg, C.2    Lee, N.3
  • 84
    • 0039126071 scopus 로고
    • The Effect of Goal-Setting on the Performance of Independent Sales Agents in Direct Selling
    • Spring
    • Wotruba, Thomas R. (1989), "The Effect of Goal-Setting on the Performance of Independent Sales Agents in Direct Selling," Journal of Personal Selling & Sales Management, 9, 2 (Spring), 22-29.
    • (1989) Journal of Personal Selling & Sales Management , vol.9 , Issue.2 , pp. 22-29
    • Wotruba, T.R.1
  • 85
    • 84925911444 scopus 로고
    • Work Satisfaction and Age: Some Evidence for the Job Change Hypothesis
    • Wright, James D., and Richard F. Hamilton (1978), "Work Satisfaction and Age: Some Evidence for the Job Change Hypothesis," Social Forces, 56 (4), 1140-1158.
    • (1978) Social Forces , vol.56 , Issue.4 , pp. 1140-1158
    • Wright, J.D.1    Hamilton, R.F.2
  • 86
    • 0039264122 scopus 로고
    • Behavioral Effects of Self-Set Goals for Different Time Ranges
    • Zaleski, Zbigniew (1987), "Behavioral Effects of Self-Set Goals for Different Time Ranges," International Journal of Psychology, 22 (1), 17-38.
    • (1987) International Journal of Psychology , vol.22 , Issue.1 , pp. 17-38
    • Zaleski, Z.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.