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Communication and trust in principal-team relationships : experimental evidence

Kleine, Marco; Kube, Sebastian - 2015

We study how upward communication - from workers to managers - about individual efforts affects the effectiveness of gift exchange as a contract-enforcement device for work teams. Our findings suggest that the use of such self-assessments can be detrimental to workers' performance. In the...

Persistent link: https://www.econbiz.de/10010467800

Examining occupational self-efficacy, work locus of control and communication as moderators of the job insecurity-job performance relationship

König, Cornelius J.; Debus, Maike Elisabeth; Häusler, … - In: Economic and industrial democracy : EID ; an … 31 (2010) 2, pp. 231-247

Persistent link: https://www.econbiz.de/10008901198

Supervisor negative feedback and employee motivation to learn : an attribution perspective

Xing, Lu; Sun, Jian-Min; Jepsen, Denise; Zhang, Yejun - In: Human relations : towards the integration of the social … 76 (2023) 2, pp. 310-340

Persistent link: https://www.econbiz.de/10014246675

Can salespeople lead themselves? : thought self-leadership strategies and their influence on sales performance

Panagopoulos, Nikolaos G.; Ogilvie, Jessica - In: Industrial marketing management : the international … 47 (2015), pp. 190-203

Persistent link: https://www.econbiz.de/10011313544

Core self-evaluation and sales performance of female salespeople in face-to-face channel

Yoon, Duk Woon; Kim, Bo-Young; Oh, Sung Ho - In: Journal of Asian finance, economics and business : JAFEB 7 (2020) 5, pp. 205-216

Persistent link: https://www.econbiz.de/10012667674

Pygmalion in sales : the influence of supervisor expectancies on salesperson's self-expectations and work evaluations

Chowdhury, M. - 2007

Persistent link: https://www.econbiz.de/10003891960

Productivity dynamics, performance feedback and group incentives in a sales organization

Aakvik, Arild; Hansen, Frank; Torsvik, Gaute - In: Labour economics : official journal of the European … 46 (2017), pp. 110-117

Persistent link: https://www.econbiz.de/10011951557

Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance

Rayburn, Steven W.; Badrinarayanan, Vishag; Anderson, … - In: Journal of business research : JBR 133 (2021), pp. 66-78

Persistent link: https://www.econbiz.de/10012590168

Self-efficacy does not appear to mediate training’s effect on performance based on the moderation-of-process design

Halper, Leah R.; Vancouver, Jeffrey B.; Bayes, Kyle A. - In: Human performance 31 (2018) 4, pp. 216-237

Persistent link: https://www.econbiz.de/10011966187

How and when do the ambidextrous frontline sales employees achieve superior sales performance?

Sok, Keo Mony; Bin, Devin; Sok, Phyra - In: Journal of service theory and practice 32 (2022) 4, pp. 505-520

Persistent link: https://www.econbiz.de/10013273059

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