From Uncertain Intentions to Actual Behavior: A Threshold Model of Whether and When Salespeople Quit

By Murali Chandrashekaran, Kevin M. Mcneilly, Frederick A. Russ, Detelina Marinova. 2000

90 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/9423a5f6f535c09a4009697b0ab79445798cfad0

How researchers see this paper

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

In Organizational Behavior and Human Resource Management

1. Wayne D. Hoyer
2. Rajdeep Grewal
3. Christian Homburg
4. R. Rodrigues
5. Murali Chandrashekaran
6. J. Lamelas
7. Luis F. Martinez
8. Nicole Koschate

In Strategy and Management

1. Rajdeep Grewal
2. Christian Homburg
3. Jordan J. Louviere
4. Towhidul Islam
5. Frank Kardes
6. Wayne D. Hoyer

Citations in the corpus

• Designing Discrete Choice Experiments: Do Optimal Designs Come at a Price? (2008, background): “For example, Chandrashekaran et al. (2000) suggested various factors that might separately and uniquely influence both judgment magnitude (systematic component) and judgment uncertainty (choice variability), and they formalized their ideas in the JUMP model.”
• The Role of Cognition and Affect in the Formation of Customer Satisfaction: A Dynamic Perspective (2006, background): “, become stronger and more stable) and should be better able to predict the satisfaction evaluation (Chandrashekaran et al. 2000).”
• The Timing of Repeat Purchases of Consumer Durable Goods: The Role of Functional Bases of Consumer Attitudes (2004, methodology): “Second, we subjectively compared the quartiles in the holdout sample with the predictions of the four models (for a similar prediction exercise, see Chandrashekaran et al. 2000).”
• Customer Satisfaction Heterogeneity and Shareholder Value (2010, background): “” Likewise, Chandrashekaran et al. (2007)”
• Mediation of job embeddedness and satisfaction in the relationship between task characteristics and turnover: A multilevel study in Portuguese hotels (2017, background): “The role of ambiguity has been found to be a predictor or turnover intentions (Chandrashekaran et al., 2000).”
• Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes (2012, unknown): “As a consequence, salespeople perceive they have less control over their selling performance, which increases their feelings of uncertainty (Chandrashekaran et al. 2000).”