{"id":"https://openalex.org/W2154804684","doi":"https://doi.org/10.2307/3150622","title":"Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors","display_name":"Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors","publication_year":1978,"publication_date":"1978-11-01","ids":{"openalex":"https://openalex.org/W2154804684","doi":"https://doi.org/10.2307/3150622","mag":"2154804684"},"language":"en","primary_location":{"id":"doi:10.2307/3150622","doi":"https://doi.org/10.2307/3150622","is_oa":false,"landing_page_url":"https://doi.org/10.2307/3150622","pdf_url":null,"source":{"id":"https://openalex.org/S119950638","display_name":"Journal of Marketing Research","issn_l":"0022-2437","issn":["0022-2437","1547-7193"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Research","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5068331895","display_name":"Richard P. Bagozzi","orcid":"https://orcid.org/0000-0002-8807-8210","observed_orcids":["https://orcid.org/0000-0002-8807-8210"]},"institutions":[{"id":"https://openalex.org/I95457486","display_name":"University of California, Berkeley","ror":"https://ror.org/01an7q238","country_code":"US","type":"education","lineage":["https://openalex.org/I95457486"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Richard P. Bagozzi","raw_affiliation_strings":["Schools of Business Administration, University of California, Berkeley"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Schools of Business Administration, University of California, Berkeley","institution_ids":["https://openalex.org/I95457486"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5068331895"],"corresponding_institution_ids":["https://openalex.org/I95457486"],"apc_list":{"value":5400,"currency":"USD","value_usd":5400},"apc_paid":null,"fwci":9.5415,"has_fulltext":false,"cited_by_count":319,"citation_normalized_percentile":{"value":0.98055105,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":100},"biblio":{"volume":"15","issue":"4","first_page":"517","last_page":"517"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9711999893188477,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9711999893188477,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.011800000444054604,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.010099999606609344,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.6790000200271606},{"id":"https://openalex.org/keywords/sales-performance","display_name":"sales performance","score":0.8209999799728394},{"id":"https://openalex.org/keywords/customer-satisfaction","display_name":"customer satisfaction","score":0.753000020980835},{"id":"https://openalex.org/keywords/individual-differences","display_name":"individual differences","score":0.9589999914169312},{"id":"https://openalex.org/keywords/interpersonal-factors","display_name":"interpersonal factors","score":0.9649999737739563},{"id":"https://openalex.org/keywords/situational-factors","display_name":"situational factors","score":0.9700000286102295},{"id":"https://openalex.org/keywords/salesperson-customer-interaction","display_name":"salesperson-customer interaction","score":0.7149999737739563}],"concepts":[{"id":"https://openalex.org/C9114305","wikidata":"https://www.wikidata.org/wiki/Q1428317","display_name":"Situational ethics","level":2,"score":0.8373101949691772},{"id":"https://openalex.org/C164850336","wikidata":"https://www.wikidata.org/wiki/Q3685487","display_name":"Interpersonal communication","level":2,"score":0.6564154624938965},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.6027390956878662},{"id":"https://openalex.org/C14036430","wikidata":"https://www.wikidata.org/wiki/Q3736076","display_name":"Function (biology)","level":2,"score":0.5680917501449585},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.4587531089782715},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.3400248885154724},{"id":"https://openalex.org/C75630572","wikidata":"https://www.wikidata.org/wiki/Q538904","display_name":"Applied psychology","level":1,"score":0.32770782709121704},{"id":"https://openalex.org/C78458016","wikidata":"https://www.wikidata.org/wiki/Q840400","display_name":"Evolutionary biology","level":1,"score":0.0},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.2307/3150622","doi":"https://doi.org/10.2307/3150622","is_oa":false,"landing_page_url":"https://doi.org/10.2307/3150622","pdf_url":null,"source":{"id":"https://openalex.org/S119950638","display_name":"Journal of Marketing Research","issn_l":"0022-2437","issn":["0022-2437","1547-7193"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Research","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[{"id":"https://metadata.un.org/sdg/8","display_name":"Decent work and economic growth","score":0.6899999976158142}],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":40,"referenced_works":["https://openalex.org/W438993818","https://openalex.org/W618417082","https://openalex.org/W1536255406","https://openalex.org/W1966549206","https://openalex.org/W1969486542","https://openalex.org/W1978917301","https://openalex.org/W1985274007","https://openalex.org/W1992807665","https://openalex.org/W1998716953","https://openalex.org/W2016001335","https://openalex.org/W2016321212","https://openalex.org/W2021966912","https://openalex.org/W2023622669","https://openalex.org/W2027555997","https://openalex.org/W2034522780","https://openalex.org/W2042310998","https://openalex.org/W2052692117","https://openalex.org/W2055107211","https://openalex.org/W2058781083","https://openalex.org/W2066252222","https://openalex.org/W2066343366","https://openalex.org/W2067730392","https://openalex.org/W2070864205","https://openalex.org/W2076515339","https://openalex.org/W2078592330","https://openalex.org/W2078625007","https://openalex.org/W2078913666","https://openalex.org/W2084398551","https://openalex.org/W2084576958","https://openalex.org/W2088312936","https://openalex.org/W2088806923","https://openalex.org/W2089016366","https://openalex.org/W2093032015","https://openalex.org/W2103740808","https://openalex.org/W2118050624","https://openalex.org/W2121845469","https://openalex.org/W2315437861","https://openalex.org/W2321522090","https://openalex.org/W2322769476","https://openalex.org/W2326791684"],"related_works":["https://openalex.org/W3141237911","https://openalex.org/W2038599698","https://openalex.org/W2087424353","https://openalex.org/W2911984917","https://openalex.org/W3006620230","https://openalex.org/W6945712298","https://openalex.org/W2725998425","https://openalex.org/W2982091392","https://openalex.org/W2317055807","https://openalex.org/W597849245"],"abstract_inverted_index":{"Richard":[0],"P.":[1],"Bagozzi,":[2],"Salesforce":[3],"Performance":[4],"and":[5,14],"Satisfaction":[6],"as":[7],"a":[8],"Function":[9],"of":[10,18],"Individual":[11],"Difference,":[12],"Interpersonal,":[13],"Situational":[15],"Factors,":[16],"Journal":[17],"Marketing":[19],"Research,":[20],"Vol.":[21],"15,":[22],"No.":[23],"4":[24],"(Nov.,":[25],"1978),":[26],"pp.":[27],"517-531":[28]},"counts_by_year":[{"year":2022,"cited_by_count":1},{"year":2021,"cited_by_count":4},{"year":2020,"cited_by_count":2},{"year":2019,"cited_by_count":1},{"year":2018,"cited_by_count":5},{"year":2017,"cited_by_count":2},{"year":2016,"cited_by_count":6},{"year":2015,"cited_by_count":11},{"year":2014,"cited_by_count":14},{"year":2013,"cited_by_count":17},{"year":2012,"cited_by_count":11}],"updated_date":"2026-10-12T09:40:04.860316","created_date":"2016-06-24T00:00:00"}
