Need for Cognition and Affective Orientation as Predictors of Sales Performance: An Investigation of Main and Interaction Effects-Reference-Cited by-同舟云学术

Need for Cognition and Affective Orientation as Predictors of Sales Performance: An Investigation of Main and Interaction Effects

Published:2008-02-05 Issue:3 Volume:22 Page:179-190
ISSN:0889-3268
Container-title:Journal of Business and Psychology
language:en
Short-container-title:J Bus Psychol

Author:

Sojka Jane Z.,Deeter-Schmelz Dawn R.

Publisher

Springer Science and Business Media LLC

Subject

General Psychology,Applied Psychology,General Business, Management and Accounting,Business and International Management

Link

http://link.springer.com/content/pdf/10.1007/s10869-008-9069-x.pdf

Reference96 articles.

1. Ainscough, T. L., DeCarlo, T. E., & Leigh, T. W. (1996). Building expert systems from the selling scripts of multiple experts. The Journal of Services Marketing, 10, 23–40.

2. Alessandra, T., & Cathcart, J. (1985). When in Rome. Training and Development Journal, 39, 22–25.

3. Anselmi, K., & Zemanek, J. E., Jr. (1997). Relationship selling: How personal characteristics of salespeople affect buyer satisfaction. Journal of Social Behavior and Personality, 12, 539–550.

4. Badovick, G. J., Hadaway, F. J., & Kaminski, P. F. (1992). Attributions and emotions: The effects on salesperson motivation after successful vs. unsuccessful quota performance. Journal of Personal Selling and Sales Management, 12, 1–11.

5. Bagozzi, R. P. (1978). Sales force performance and satisfaction as a function of individual difference: Interpersonal and situational factors. Journal of Marketing Research, 15, 517–531.

Cited by 24 articles. 订阅此论文施引文献订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. Video-based sales interaction in cross-cultural B2B relationships: Potential (un)desired consequences;Industrial Marketing Management;2024-05

2. A French validation of the short Need For Affect scale;European Review of Applied Psychology;2023-01

3. Framing Predictors of Salespeople's Performance in B2b Sales – a Toolkit and Guide for Scholars and Practitioners;2023

4. Rapport building during retail encounters with embarrassed clients;Journal of Personal Selling & Sales Management;2021-05-21

5. The role of salesperson emotional behavior in value proposition co-creation;Journal of Services Marketing;2021-02-08