Cited by 807Job Satisfaction and Organizational BehaviorEmployee Performance and MotivationEmployee Performance and Management

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Organizational citizenship behavior and objective productivity as determinants of managerial evaluations of salespersons' performance

MacKenzie, Scott B, Podsakoff, Philip M, Fetter, Richard·1991·Organizational Behavior and Human Decision Processes

DOI 10.1016/0749-5978(91)90037-t

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Avila, 1988, Unraveling the criteria for assessing the performance of salespeople: A casual analysis, Journal of Personal Selling and Sales Management, 8, 45
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Authors: MacKenzie, S. B., Podsakoff, P. M., & Fetter, R.
Affiliations: Indiana University (US)
Corresponding author: MacKenzie, Scott B
ORCID: Podsakoff, Philip M
Venue: Organizational Behavior and Human Decision Processes
Publisher: Elsevier BV
Published: 1991-10
Volume: 50
Issue: 1
Pages: 123-150
ISSN: 0749-5978 (ISSN-L)
DOI: 10.1016/0749-5978(91)90037-t
OpenAlex: W2099325598
Cited by: 807
References: 42
Citations by year: 2026: 6 · 2025: 14 · 2024: 23 · 2023: 21 · 2022: 27 · 2021: 23 · 2020: 24 · 2019: 35 · 2018: 36 · 2017: 24 · 2016: 41 · 2015: 47 · 2014: 34 · 2013: 41 · 2012: 43
FWCI: 13.50
Type: journal article
Language: en
Open access: closed
Licence: www.elsevier.com/tdm/userlicense/1.0/ (tdm)
Locations: Organizational Behavior and Human Decision Processes (publishedVersion)
RePEc: Research Papers in Economics (submittedVersion)
Topics: Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Job Satisfaction and Organizational Behavior
Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Employee Performance and Motivation
Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Employee Performance and Management
Keywords: organizational citizenship behavior, salesperson performance, management performance evaluation, altruism, civic virtue, courtesy, sportsmanship, insurance agents, common method bias

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Organizational citizenship behavior and objective productivity as determinants of managerial evaluations of salespersons' performance

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