The influence of salesperson skill, motivation, and training on the practice of customer‐oriented selling

By Charles E. Pettijohn, L. Pettijohn, A. J. Taylor. 2002

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Organizational identification as a determinant of customer orientation in service organizations (2007, background): “For instance, previous research found correlations between CO and job satisfaction (Hartline and Ferrell 1996; Pettijohn et al. 2002; Stock and Hoyer 2002), and organizational commitment (Hartline et al.”
Examining the effects of role stress on customer orientation and job performance of retail salespeople (2007, background): “), and motivation and sales skills ( Pettijohn and Pettijohn, 2002”
The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment (2009, methodology): “This research provides a limited empirical test of an application of Cognitive Evaluation Theory to the sales rewards domain as conceptually applied by Pullins (2001). It appears to be a useful theoretical framework for understanding the relationship between sales force reward and control systems, s”
Role stressors, service worker job resourcefulness, and job outcomes: An empirical analysis (2006, background): “The construct has been related to performance evaluations (Brown et al., 2002), job satisfaction (Donavan et al., 2004), and organizational commitment (Pettijohn et al., 2002).”