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Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach

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  • Avlonitis, George J.
  • Panagopoulos, Nikolaos G.

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  • Avlonitis, George J. & Panagopoulos, Nikolaos G., 2007. "Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach," Journal of Business Research, Elsevier, vol. 60(7), pages 765-775, July.
    • Handle: RePEc:eee:jbrese:v:60:y:2007:i:7:p:765-775
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    References listed on IDEAS

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    1. Comer, James M. & Machleit, Karen A. & Lagace, Rosemary R., 1989. "Psychometric assessment of a reduced version of INDSALES," Journal of Business Research, Elsevier, vol. 18(4), pages 291-302, June.
    2. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    3. 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.
    4. Piercy, Nigel F. & Low, George S. & Cravens, David W., 2004. "Examining the effectiveness of sales management control practices in developing countries," Journal of World Business, Elsevier, vol. 39(3), pages 255-267, August.
    5. Dubinsky, Alan J. & Yammarino, Francis J. & Jolson, Marvin A., 1994. "Closeness of supervision and salesperson work outcomes: An alternate perspective," Journal of Business Research, Elsevier, vol. 29(3), pages 225-237, March.
    6. Kamel Jedidi & Harsharanjeet S. Jagpal & Wayne S. DeSarbo, 1997. "Finite-Mixture Structural Equation Models for Response-Based Segmentation and Unobserved Heterogeneity," Marketing Science, INFORMS, vol. 16(1), pages 39-59.
    7. 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. Miao Li & Luluo Peng & Guijun Zhuang, 2020. "Sales Control Systems and Salesperson Commitment: The Moderating Role of Behavior Uncertainty," Sustainability, MDPI, vol. 12(7), pages 1-18, March.
    2. Lu Shen & Kevin Zheng Zhou & Chuang Zhang, 2022. "Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics," Journal of Business Ethics, Springer, vol. 176(3), pages 575-592, March.
    3. Hartmann, Nathaniel N. & Rutherford, Brian N. & Feinberg, Richard & Anderson, James G., 2014. "Antecedents of mentoring: Do multi-faceted job satisfaction and affective organizational commitment matter?," Journal of Business Research, Elsevier, vol. 67(9), pages 2039-2044.
    4. Orr, Linda M. & Bush, Victoria D. & Vorhies, Douglas W., 2011. "Leveraging firm-level marketing capabilities with marketing employee development," Journal of Business Research, Elsevier, vol. 64(10), pages 1074-1081, October.
    5. Mishra, Sushanta Kumar & Bhatnagar, Deepti & D’Cruz, Premilla & Noronha, Ernesto, 2012. "Linkage between perceived external prestige and emotional labor: Mediation effect of organizational identification among pharmaceutical representatives in India," Journal of World Business, Elsevier, vol. 47(2), pages 204-212.

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