References
https://link.springer.com/book/10.1007/978-1-4899-2271-7
Search via ReFindit
Ali, F., Tauni, M. Z., Ali, A., & Ahsan, T. (2021). Do buyer–seller personality similarities impact compulsive buying behaviour? Journal of Consumer Behaviour, 20(4), 996-1011. https://doi.org/10.1002/cb.1949
Search via ReFindit
Alriyami, H. M., Alneyadi, K., Alnuaimi, H., & Kampouris, I. (2024). Employees trust, perceived justice, on task performance: Mediating and moderating role of autonomy and organisational culture. International Journal of Industrial Ergonomics, 104, 103647. https://doi.org/10.1016/j.ergon.2024.103647
Search via ReFindit
Alsafadi, Y., & Altahat, S. (2021). Human resource management practices and employee performance: the role of job satisfaction. The Journal of Asian Finance, Economics and Business, 8(1), 519-529. https://doi.org/10.13106/jafeb.2021.vol8.no1.519
Search via ReFindit
Baptista, C. S., Mota, J., & Santos, J. N. (2022). Buyer–supplier interactions in business services: variety in relational interfaces. Service Business, 16(3), 621-643. https://doi.org/10.1007/s11628-022-00494-9
Search via ReFindit
Becker, J.-M., Klein, K., & Wetzels, M. (2012). Hierarchical latent variable models in PLS-SEM: guidelines for using reflective-formative type models. Long Range Planning, 45(5-6), 359-394. https://doi.org/10.1016/j.lrp.2012.10.001
Search via ReFindit
Bjørnholt, B., Boye, S., & Mikkelsen, M. F. (2022). Balancing managerialism and autonomy: A panel study of the link between managerial autonomy, performance goals, and organisational performance. Public Performance & Management Review, 45(6), 1258-1286. https://doi.org/10.1080/15309576.2021.2019861
Search via ReFindit
Burchett, M. R., Murtha, B., & Kohli, A. K. (2023). Secondary selling: beyond the salesperson–customer dyad. Journal of Marketing, 87(4), 575–600. https://doi.org/10.1177/00222429221138302
Search via ReFindit
Canales-Ronda, P. (2024). Relationship marketing and the B2B sales force, effects of big five personality traits. Journal of Relationship Marketing, 23(2), 76-93. https://doi.org/10.1080/15332667.2023.2216372
Search via ReFindit
Cannistrà, M., Agasisti, T., Amagir, A., Poder, K., Holz, O., Vartiak, L., & De Witte, K. (2022). A comparative analysis of financial literacy levels and initiatives among students in five European countries. Research in Comparative and International Education, 17(2), 246-280. https://doi.org/10.1177/17454999211066183
Search via ReFindit
Chong, S., Huang, Y., & Chang, C.-H. D. (2020). Supporting interdependent telework employees: A moderated-mediation model linking daily COVID-19 task setbacks to next-day work withdrawal. Journal of Applied Psychology, 105(12), 1408. https://doi.org/10.1037/apl0000843
Search via ReFindit
Conde, R., & Prybutok, V. (2021). Inside sales agent's sales activities influence on work outcomes and sales agent tenure through autonomous motivation. Journal of Business & Industrial Marketing, 36(5), 867-880. https://doi.org/10.1108/JBIM-09-2019-0412
Search via ReFindit
Datu, J. A. D., & King, R. B. (2018). Subjective well-being is reciprocally associated with academic engagement: A two-wave longitudinal study. Journal of School Psychology, 69, 100-110. https://doi.org/10.1016/j.jsp.2018.05.007
Search via ReFindit
Deci, E. L., & Ryan, R. M. (2000). The "what" and "why" of goal pursuits: Human needs and the self-determination of behavior. Psychological Inquiry, 11(4), 227-268. https://doi.org/10.1207/S15327965PLI1104_01
Search via ReFindit
Deci, E. L., & Ryan, R. M. (2013). Intrinsic motivation and self-determination in human behavior. Springer Science & Business Media.
Search via ReFindit
Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39-50. https://doi.org/10.1177/002224378101800104
Search via ReFindit
Franke, G., & Sarstedt, M. (2019). Heuristics versus statistics in discriminant validity testing: a comparison of four procedures. Internet Research, 29(3), 430-447. https://doi.org/10.1108/IntR-12-2017-0515
Search via ReFindit
Ghani, B., Zada, M., Memon, K. R., Ullah, R., Khattak, A., Han, H., Ariza-Montes, A., & Araya-Castillo, L. (2022). Challenges and strategies for employee retention in the hospitality industry: A review. Sustainability, 14(5), 2885. https://doi.org/10.3390/su14052885
Search via ReFindit
Gilbert, J. R., Krush, M. T., Trainor, K. J., & Wayment, H. A. (2022). The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling. Journal of Business Research, 150, 326-338. https://doi.org/10.1016/j.jbusres.2022.06.003
Search via ReFindit
Good, V., Hughes, D. E., Kirca, A. H., & McGrath, S. (2022). A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance. Journal of the Academy of Marketing Science, 50(3), 586-614. https://doi.org/10.1007/s11747-021-00827-6
Search via ReFindit
Hair, J. F., Howard, M. C., & Nitzl, C. (2020). Assessing measurement model quality in PLS-SEM using confirmatory composite analysis. Journal of Business Research, 109, 101-110. https://doi.org/10.1016/j.jbusres.2019.11.069
Search via ReFindit
Hair, J. F., Hult, G. T. M., Ringle, C. M., Sarstedt, M., Danks, N. P., & Ray, S. (2021). Partial least squares structural equation modeling (PLS-SEM) using R: A workbook. Springer Nature. https://doi.org/10.1007/978-3-030-80519-7
Search via ReFindit
Hair, J. F., Risher, J. J., Sarstedt, M., & Ringle, C. M. (2019). When to use and how to report the results of PLS-SEM. European Business Review, 31(1), 2-24. https://doi.org/10.1108/EBR-11-2018-0203
Search via ReFindit
Henseler, J., Ringle, C. M., & Sarstedt, M. (2015). A new criterion for assessing discriminant validity in variance-based structural equation modeling. Journal of the Academy of Marketing Science, 43, 115-135. https://doi.org/10.1007/s11747-014-0403-8
Search via ReFindit
Henseler, J., Ringle, C. M., & Sinkovics, R. R. (2009). The use of partial least squares path modeling in international marketing. In New challenges to international marketing (Vol. 20, pp. 277-319). Emerald Group Publishing Limited. 0000020014 https://doi.org/10.1108/S1474-7979(2009)
Search via ReFindit
Hidayatullah, A., & Csíkos, C. (2023). Association between psychological need satisfaction and online self-regulated learning. Asia Pacific Education Review, 1-11. https://doi.org/10.1007/s12564-023-09910-9
Search via ReFindit
Hocine, Z., Zhang, J., Song, Y., & Ye, L. (2014). Autonomy-supportive leadership behavior contents. Open Journal of Social Sciences, 2014. https://doi.org/10.4236/jss.2014.26050
Search via ReFindit
Howard, J. L., Gagné, M., & Bureau, J. S. (2017). Testing a continuum structure of self-determined motivation: A meta-analysis. Psychological Bulletin, 143(12), 1346. https://doi.org/10.1037/bul0000125
Search via ReFindit
Jaseckova, G., Konvit, M., & Vartiak, L. (2022). Vernadsky's concept of the noosphere and its reflection in ethical and moral values of society. History of Science and Technology, 12(2), 231-248. https://doi.org/10.32703/2415-7422-2022-12-2-231-248
Search via ReFindit
Kakkar, S., Dash, S., Vohra, N., & Saha, S. (2020). Engaging employees through effective performance management: an empirical examination. Benchmarking: An International Journal, 27(5), 1843-1860. https://doi.org/10.1108/BIJ-10-2019-0440
Search via ReFindit
Kassemeier, R., Alavi, S., Habel, J., & Schmitz, C. (2022). Customer-oriented salespeople's value creation and claiming in price negotiations. Journal of the Academy of Marketing Science, 50(4), 689-712. https://doi.org/10.1007/s11747-022-00846-x
Search via ReFindit
Khan, F. A., Shafi, K., & Rajput, A. (2020). Heeding a missing link between field managers' monitoring styles and salespersons' performance in pharmaceutical selling context. International Journal of Pharmaceutical and Healthcare Marketing, 14(3), 425-443. https://doi.org/10.1108/IJPHM-11-2017-0071
Search via ReFindit
Koponen, J. P., & Julkunen, S. M. (2022). Development of long-term B2B customer relationships: the role of self-disclosure and relational cost/benefit evaluation. European Journal of Marketing, 56(13), 194-235. https://doi.org/10.1108/EJM-07-2020-0492
Search via ReFindit
Memon, M. A., Salleh, R., Mirza, M. Z., Cheah, J.-H., Ting, H., Ahmad, M. S., & Tariq, A. (2021). Satisfaction matters: the relationships between HRM practices, work engagement and turnover intention. International Journal of Manpower, 42(1), 21-50. https://doi.org/10.1108/IJM-04-2018-0127
Search via ReFindit
Prentice, C., Han, X. Y., Hua, L.-L., & Hu, L. (2019). The influence of identity-driven customer engagement on purchase intention. Journal of Retailing and Consumer Services, 47, 339-347. https://doi.org/10.1016/j.jretconser.2018.11.014
Search via ReFindit
Rodriguez, R., Roberts-Lombard, M., Høgevold, N. M., & Svensson, G. (2022). Organisational and environmental indicators of B2B sellers' sales performance in services firms. European Business Review, 34(4), 578-602. https://doi.org/10.1108/EBR-05-2021-0123
Search via ReFindit
Ryan, R. M., & Deci, E. L. (2017). Self-determination theory: Basic psychological needs in motivation, development, and wellness. Guilford Publications. https://doi.org/10.1521/978.14625/28806
Search via ReFindit
Sahoo, T. R., Zadoia, A. O., Sahoo, S., & Sahoo, S. K. (2024). Modification of ISM to RISM (rational interpretive structural modelling) in the context of employee retention through CRM and performance. Academic Review, 2(61), 20-38. https://doi.org/10.32342/2074-5354-2024-2-61-2
Search via ReFindit
Sarstedt, M., Hair Jr, J. F., Cheah, J.-H., Becker, J.-M., & Ringle, C. M. (2019). How to specify, estimate, and validate higher-order constructs in PLS-SEM. Australasian Marketing Journal, 27(3), 197-211. https://doi.org/10.1016/j.ausmj.2019.05.003
Search via ReFindit
Slemp, G. R., Kern, M. L., Patrick, K. J., & Ryan, R. M. (2018). Leader autonomy support in the workplace: A meta-analytic review. Motivation and Emotion, 42(5), 706-724. https://doi.org/10.1007/s11031-018-9698-y
Search via ReFindit
Štaffenová, N., Kucharčíková, A., & Tokarčíková, E. (2024). Approaches towards human capital management in SMEs. Entrepreneurship and Sustainability Issues, 12(1), 36-50. https://doi.org/10.9770/jesi.2024.12.1(3)
Search via ReFindit
Tajfel, H., Turner, J. C., Austin, W. G., & Worchel, S. (1979). An integrative theory of intergroup conflict. Organisational Identity: A Reader, 56(65) https://doi.org/10.1093/oso/9780199269464.003.0005
Search via ReFindit
Van den Broeck, A., Ferris, D. L., Chang, C.-H., & Rosen, C. C. (2016). A review of self-determination theory's basic psychological needs at work. Journal of Management, 42(5), 1195-1229. https://doi.org/10.1177/0149206316632058
Search via ReFindit
Vartiak, L. (2015). Achieving excellence in projects. Procedia Economics and Finance, 26, 292-299. 00855-2 https://doi.org/10.1016/S2212-5671(15)
Search via ReFindit
Wang, Y., Hsiao, S.-H., Yang, Z., & Hajli, N. (2016). The impact of sellers' social influence on the co-creation of innovation with customers and brand awareness in online communities. Industrial Marketing Management, 54, 56-70. https://doi.org/10.1016/j.indmarman.2015.12.008
Search via ReFindit
Zang, Z., Liu, D., Zheng, Y., & Chen, C. (2020). How do the combinations of sales control systems influence sales performance? The mediating roles of distinct customer-oriented behaviors. Industrial Marketing Management, 84, 287-297. https://doi.org/10.1016/j.indmarman.2019.07.001
Search via ReFindit
Zheng, Y., Liao, H.-Y., Schrock, W. A., Zheng, Y., & Zang, Z. (2023). Synergies between salesperson orientations and sales force control: A person-organisation fit perspective on adaptive selling behaviors and sales performance. Journal of Business Research, 155, 113451. https://doi.org/10.1016/j.jbusres.2022.113451
Search via ReFindit