August 1, 1994

Organizational Citizenship Behaviors and Sales Unit Effectiveness

Key Points

Key points are not available for this paper at this time.

Abstract

Organizational citizenship behaviors (OCBs) are defined as discretionary, extra-role behaviors on the part of a salesperson that have been shown to influence managers’ evaluations of performance. I...

Connected Papers

Building similarity graph...

Analyzing shared references across papers

Discussion

Cite this study

Posdakoff et al. (Mon,) studied this question.

synapsesocial.com/papers/6a125b9eea48cb855a34aaa6 — DOI: https://doi.org/10.2307/3152222

Also consider

Synapse has enriched 5 closely related papers on similar clinical questions. Consider them for comparative context:

Explanatory style as a predictor of productivity and quitting among life insurance sales agents.· 1986 · 493 citations
A survey of sales management practices· 1982 · 100 citations
Correlates of perceived fairness and accuracy of performance evaluation.· 1978 · 279 citations
THE RELATIONSHIP BETWEEN SUPERVISORY RATINGS AND RESULTS‐ORIENTED MEASURES OF PERFORMANCE: A META‐ANALYSIS· 1986 · 247 citations
REFERENT SELECTION IN DETERMINING EQUITY PERCEPTIONS: DIFFERENTIAL EFFECTS ON BEHAVIORAL AND ATTITUDINAL OUTCOMES· 1987 · 233 citations

Authors

Philip M. Posdakoff

Indiana University

Scott MacKenzie

University of California, Davis

Journals

Journal of Marketing Research

Actions

Institutions

Indiana University

References and Citations

Connected Papers

Building similarity graph...

Analyzing shared references across papers

Organizational Citizenship Behaviors and Sales Unit Effectiveness

Key Points

Abstract

Citation Network

Connected Papers

Discussion

Cite this study

Also consider

Authors

Journals

Actions

Institutions

References and Citations

Citation Network

Connected Papers

Discussion

Also consider