{"id":"https://openalex.org/W2180609804","doi":"https://doi.org/10.19030/jabr.v30i2.8430","title":"Salesperson-Sales Manager Social Interaction And Communication Quality: The Impact On Salesperson Cooperation","display_name":"Salesperson-Sales Manager Social Interaction And Communication Quality: The Impact On Salesperson Cooperation","publication_year":2014,"publication_date":"2014-02-27","ids":{"openalex":"https://openalex.org/W2180609804","doi":"https://doi.org/10.19030/jabr.v30i2.8430","mag":"2180609804"},"language":"en","primary_location":{"id":"doi:10.19030/jabr.v30i2.8430","doi":"https://doi.org/10.19030/jabr.v30i2.8430","is_oa":true,"landing_page_url":"https://doi.org/10.19030/jabr.v30i2.8430","pdf_url":"https://clutejournals.com/index.php/JABR/article/download/8430/8448","source":{"id":"https://openalex.org/S2764593888","display_name":"Journal of Applied Business Research (JABR)","issn_l":"0892-7626","issn":["0892-7626","2157-8834"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["anvur-scientific","cwts-core","poland-20","russia-white-list-3"],"host_organization":"https://openalex.org/P4324341412","host_organization_name":"Clute Institute","host_organization_lineage":["https://openalex.org/P4324341412"],"host_organization_lineage_names":["Clute Institute"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Applied Business Research (JABR)","raw_type":"journal-article"},"volume":null,"type":"article","is_traditional":true,"indexed_in":["crossref","doaj"],"open_access":{"is_oa":true,"oa_status":"bronze","oa_url":"https://clutejournals.com/index.php/JABR/article/download/8430/8448","any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5042365147","display_name":"Stacey Schetzsle","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I198089087","display_name":"Ball State University","ror":"https://ror.org/00k6tx165","country_code":"US","type":"education","lineage":["https://openalex.org/I198089087"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Stacey Schetzsle","raw_affiliation_strings":["Ball State University"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Ball State University","institution_ids":["https://openalex.org/I198089087"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5085041518","display_name":"Duleep Delpechitre","orcid":"https://orcid.org/0000-0002-5419-3317","observed_orcids":["https://orcid.org/0000-0002-5419-3317"]},"institutions":[{"id":"https://openalex.org/I79516672","display_name":"University of Louisiana at Lafayette","ror":"https://ror.org/01x8rc503","country_code":"US","type":"education","lineage":["https://openalex.org/I2799628689","https://openalex.org/I79516672"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Duleep Delpechitre","raw_affiliation_strings":["University of Louisiana Lafayette"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"University of Louisiana Lafayette","institution_ids":["https://openalex.org/I79516672"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.6844,"has_fulltext":true,"cited_by_count":1,"citation_normalized_percentile":{"value":0.78572384,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":93},"biblio":{"volume":"30","issue":"2","first_page":"607","last_page":"607"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.5479000210762024,"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/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.5479000210762024,"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/T10970","display_name":"Team Dynamics and Performance","score":0.17589999735355377,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.09910000115633011,"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/social-interaction","display_name":"social interaction","score":0.7450000047683716},{"id":"https://openalex.org/keywords/communication-quality","display_name":"communication quality","score":0.996999979019165},{"id":"https://openalex.org/keywords/normative-culture","display_name":"normative culture","score":0.6129999756813049},{"id":"https://openalex.org/keywords/organizational-commitment","display_name":"organizational commitment","score":0.7239999771118164},{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.4909999966621399},{"id":"https://openalex.org/keywords/sales-management","display_name":"sales management","score":0.45100000500679016},{"id":"https://openalex.org/keywords/moderating-effect","display_name":"moderating effect","score":0.5400000214576721}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.7911860942840576},{"id":"https://openalex.org/C2779530757","wikidata":"https://www.wikidata.org/wiki/Q1207505","display_name":"Quality (philosophy)","level":2,"score":0.6672793626785278},{"id":"https://openalex.org/C44725695","wikidata":"https://www.wikidata.org/wiki/Q288156","display_name":"Normative","level":2,"score":0.6002954244613647},{"id":"https://openalex.org/C2992111769","wikidata":"https://www.wikidata.org/wiki/Q7404316","display_name":"Sales force","level":2,"score":0.5963801145553589},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5333369374275208},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.5179661512374878},{"id":"https://openalex.org/C18762648","wikidata":"https://www.wikidata.org/wiki/Q42213","display_name":"Work (physics)","level":2,"score":0.43154817819595337},{"id":"https://openalex.org/C78519656","wikidata":"https://www.wikidata.org/wiki/Q101333","display_name":"Mechanical engineering","level":1,"score":0.0},{"id":"https://openalex.org/C127413603","wikidata":"https://www.wikidata.org/wiki/Q11023","display_name":"Engineering","level":0,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.19030/jabr.v30i2.8430","doi":"https://doi.org/10.19030/jabr.v30i2.8430","is_oa":true,"landing_page_url":"https://doi.org/10.19030/jabr.v30i2.8430","pdf_url":"https://clutejournals.com/index.php/JABR/article/download/8430/8448","source":{"id":"https://openalex.org/S2764593888","display_name":"Journal of Applied Business Research (JABR)","issn_l":"0892-7626","issn":["0892-7626","2157-8834"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["anvur-scientific","cwts-core","poland-20","russia-white-list-3"],"host_organization":"https://openalex.org/P4324341412","host_organization_name":"Clute Institute","host_organization_lineage":["https://openalex.org/P4324341412"],"host_organization_lineage_names":["Clute Institute"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Applied Business Research (JABR)","raw_type":"journal-article"},{"id":"pmh:oai:doaj.org/article:dc7edd88bf1942239180975b786fd008","doi":null,"is_oa":false,"landing_page_url":"https://doaj.org/article/dc7edd88bf1942239180975b786fd008","pdf_url":null,"source":{"id":"https://openalex.org/S4306401280","display_name":"DOAJ (DOAJ: Directory of Open Access Journals)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"The Retail and Marketing Review, Vol 10, Iss 1, Pp 43-49 (2014)","raw_type":"article"}],"best_oa_location":{"id":"doi:10.19030/jabr.v30i2.8430","doi":"https://doi.org/10.19030/jabr.v30i2.8430","is_oa":true,"landing_page_url":"https://doi.org/10.19030/jabr.v30i2.8430","pdf_url":"https://clutejournals.com/index.php/JABR/article/download/8430/8448","source":{"id":"https://openalex.org/S2764593888","display_name":"Journal of Applied Business Research (JABR)","issn_l":"0892-7626","issn":["0892-7626","2157-8834"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["anvur-scientific","cwts-core","poland-20","russia-white-list-3"],"host_organization":"https://openalex.org/P4324341412","host_organization_name":"Clute Institute","host_organization_lineage":["https://openalex.org/P4324341412"],"host_organization_lineage_names":["Clute Institute"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Applied Business Research (JABR)","raw_type":"journal-article"},"sustainable_development_goals":[],"study_designs":[{"id":"https://openalex.org/study-designs/observational-study","display_name":"Observational Study"}],"awards":[],"funders":[],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W2180609804.pdf","grobid_xml":"https://content.openalex.org/works/W2180609804.grobid-xml"},"referenced_works_count":17,"referenced_works":["https://openalex.org/W1983272981","https://openalex.org/W2003770055","https://openalex.org/W2010895228","https://openalex.org/W2030483771","https://openalex.org/W2047575389","https://openalex.org/W2055595249","https://openalex.org/W2060717566","https://openalex.org/W2067568365","https://openalex.org/W2094875356","https://openalex.org/W2108697536","https://openalex.org/W2122912498","https://openalex.org/W2127259621","https://openalex.org/W2147883853","https://openalex.org/W2154564404","https://openalex.org/W2158551555","https://openalex.org/W4285719527","https://openalex.org/W6702473579"],"related_works":["https://openalex.org/W1586111917","https://openalex.org/W2045214187","https://openalex.org/W2055595249","https://openalex.org/W3176919279","https://openalex.org/W2808661313","https://openalex.org/W2123468791","https://openalex.org/W2051707965","https://openalex.org/W2077178935","https://openalex.org/W1982984231","https://openalex.org/W4213087370"],"abstract_inverted_index":{"To":[0],"get":[1],"the":[2,30,46,59,73,76,93,136,142,154,158,165,174],"highest":[3],"level":[4],"of":[5,8,67,75],"performance":[6],"out":[7],"salespeople,":[9],"companies":[10],"are":[11],"searching":[12],"internally":[13],"to":[14,19,45,51,61,71,90,118,130,139,171],"identify":[15],"factors":[16],"that":[17,28,98,148],"lead":[18],"salesperson":[20,41,155],"cooperation.":[21],"Sales":[22,123],"managers":[23,124,150],"create":[24],"a":[25,106,132],"normative":[26],"culture":[27],"engages":[29],"salesperson,":[31],"which":[32],"is":[33,48,70],"demonstrated":[34],"through":[35],"communication":[36,81,125,151],"and":[37,80,109,168],"social":[38,78,107,162],"interaction.":[39],"A":[40],"who":[42],"feels":[43],"connected":[44],"organization":[47],"more":[49,116],"likely":[50],"exert":[52],"additional":[53],"effort,":[54],"such":[55],"as":[56],"cooperating":[57],"with":[58,83,92,102,120,141,153,164,173],"manager":[60,86,104,167],"meet":[62],"sales":[63,85,143,149,166,175],"objections.":[64],"The":[65,95],"purpose":[66],"this":[68],"paper":[69],"investigate":[72],"impact":[74],"salespersons":[77,137,161,169],"interaction":[79,163],"quality":[82,126,152],"their":[84,88,103,121],"on":[87],"willingness":[89,138,170],"cooperate":[91,119,140,172],"manager.":[94,122,144,176],"results":[96],"show":[97],"when":[99],"salespeople":[100,114],"interact":[101],"in":[105],"setting":[108],"discuss":[110],"non-work":[111],"related":[112],"information,":[113],"become":[115],"willing":[117],"was":[127],"not":[128],"found":[129],"have":[131],"significant":[133],"relationship":[134,159],"between":[135,160],"Instead,":[145],"we":[146],"find":[147],"significantly":[156],"moderates":[157]},"counts_by_year":[{"year":2016,"cited_by_count":1}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2016-06-24T00:00:00"}