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The impact of values on salespeople's job responses: A cross-national investigation

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  • Dubinsky, Alan J.
  • Kotabe, Masaaki
  • Lim, Chae Un
  • Wagner, William

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  • Dubinsky, Alan J. & Kotabe, Masaaki & Lim, Chae Un & Wagner, William, 1997. "The impact of values on salespeople's job responses: A cross-national investigation," Journal of Business Research, Elsevier, vol. 39(3), pages 195-208, July.
    • Handle: RePEc:eee:jbrese:v:39:y:1997:i:3:p:195-208
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    References listed on IDEAS

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    1. Ravlin, Elizabeth C. & Meglino, Bruce M., 1989. "The transitivity of work values: Hierarchical preference ordering of socially desirable stimuli," Organizational Behavior and Human Decision Processes, Elsevier, vol. 44(3), pages 494-508, December.
    2. Ford, Neil M. & Churchill, Gilbert Jr. & Walker, Orville Jr., 1985. "Differences in the attractiveness of alternative rewards among industrial salespeople: Additional evidence," Journal of Business Research, Elsevier, vol. 13(2), pages 123-138, April.
    3. Uma Sekaran, 1983. "Methodological and Theoretical Issues and Advancements in Cross-Cultural Research," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 14(2), pages 61-73, June.
    4. West, Philip, 1989. "Cross-cultural literacy and the pacific rim," Business Horizons, Elsevier, vol. 32(2), pages 3-13.
    5. Ouchi, William, 1981. "Theory Z: How American business can meet the Japanese challenge," Business Horizons, Elsevier, vol. 24(6), pages 82-83.
    6. Geert Hofstede, 1983. "The Cultural Relativity of Organizational Practices and Theories," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 14(2), pages 75-89, June.
    7. Nancy J Adler, 1983. "A Typology of Management Studies Involving Culture," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 14(2), pages 29-47, June.
    8. Churchill, Gilbert Jr. & Ford, Neil M. & Walker, Orville Jr., 1979. "Personal characteristics of salespeople and the attractiveness of alternative rewards," Journal of Business Research, Elsevier, vol. 7(1), pages 25-50.
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    Cited by:

    1. Valerie Good & Douglas E. Hughes & Ahmet H. Kirca & Sean McGrath, 2022. "A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 586-614, May.
    2. Jaramillo, Fernando & Mulki, Jay Prakash & Marshall, Greg W., 2005. "A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research," Journal of Business Research, Elsevier, vol. 58(6), pages 705-714, June.

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