Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy

By Frank Q. Fu, Keith A. Richards, Douglas E. Hughes, Eli Jones. 2010

219 citations recorded by the source corpus.

Subfields: Management Science and Operations Research, Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/37a6ca5c1a4f41ec08572376309a82722c549c17

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Management Science and Operations Research

1. Monideepa Tarafdar
2. T. S. Ragu-Nathan
3. Ellen Bolman Pullins
4. Songpol Kulviwat

In Marketing

1. Monideepa Tarafdar
2. T. S. Ragu-Nathan
3. Ellen Bolman Pullins
4. Songpol Kulviwat
5. C. Bryant

In Organizational Behavior and Human Resource Management

1. Monideepa Tarafdar
2. Songpol Kulviwat
3. James P. Neelankavil
4. T. S. Ragu-Nathan
5. Gordon C. Bruner
6. Ellen Bolman Pullins
7. C. Bryant

Citations in the corpus

• Examining impacts of technostress on the professional salesperson's behavioural performance (2014, background): “Fu et al. (2010) most recently demonstrated a link between sales self-efficacy and new product launch performance by the salesperson.”
• Self-efficacy as an antecedent of cognition and affect in technology acceptance (2014, background): “More recently, it has been applied to advertising (Manyiwa and Brennan, 2012), pay and job performance (Bennett, 2011), new product sales (Fu et al., 2010) and online shopping (Hill and Beatty, 2011) (See the Table AI for a more detail list.”