Workplace isolation: salespeople and supervisors in USA

References

• Ahearn , K.K. , Ferris , G.R. , Hochwarter , W.A. , Douglas , C. and Ammeter , A.P. 2004 . Leader Political Skill and Team Performance . Journal of Management , 30 ( 3 ) : 309 – 327 .
   Web of Science ®Google Scholar
• Allen , D.G. , Shore , L.M. and Griffeth , R.W. 2003 . The Role of Perceived Organizational Support and Supportive Human Resource Practices in the Turnover Process . Journal of Management , 29 ( 1 ) : 99 – 118 .
   Web of Science ®Google Scholar
• Anderson , R.E. 1996 . Personal Selling and Sales Management in the New Millennium . Journal of Personal Selling and Sales Management , 16 ( 4 ) : 17 – 32 .
   Google Scholar
• Anderson , J.C. and Gerbing , D.W. 1988 . Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach . Psychological Bulletin , 103 ( 3 ) : 411 – 423 .
   Web of Science ®Google Scholar
• Anderson , R.E. and Huang , W.Y.R. 2006 . Empowering Salespeople: Personal, Managerial, and Organizational Perspectives . Psychology and Marketing , 23 ( 2 ) : 139 – 159 .
   Web of Science ®Google Scholar
• Andres , H. 2002 . A Comparison of Face-to-Face and Virtual Software Development Teams . Team Performance Management , 8 ( 1/2 ) : 39 – 48 .
   Google Scholar
• Aryee , S. , Sun , L.-Y. , Chen , Z.X. and Debrah , Y.A. 2007 . Antecedents and Outcomes of Abusive Supervision: Test of a Trickle-Down Model . Journal of Applied Psychology , 92 ( 1 ) : 191 – 201 .
   PubMed Web of Science ®Google Scholar
• Bachrach , D.G. , Bendoly , E. and Podsakoff , P.M. 2001 . Attributions of the “Causes” of Group Performance as an Alternative Explanation of the Relationship Between Organizational Citizenship Behavior and Organizational Performance . Journal of Applied Psychology , 86 ( 6 ) : 1285 – 1299 .
   PubMed Web of Science ®Google Scholar
• Bagozzi , R. 1978 . Sale Force Performance and Satisfaction as a Function of Individual Difference, Interpersonal and Situational Factors . Journal of Marketing Research , 15 ( 4 ) : 517 – 531 .
   Web of Science ®Google Scholar
• Bagozzi , R.P. , Verbeke , W. and Gavino , J. Jr . 2003 . Culture Moderates the Self-Regulation of Shame and its Effects on Performance: The Case of Salespersons in the Netherlands and the Philippines . Journal of Applied Psychology , 88 ( 2 ) : 219 – 233 .
   PubMed Web of Science ®Google Scholar
• Bailey , D.E. and Kurland , N.B. 2002 . A Review of Telework Research: Findings, New Directions, and Lessons for the Study of Modern Work . Journal of Organizational Behavior , 23 ( 4 ) : 383 – 400 .
   Web of Science ®Google Scholar
• Bandura , A. 1982 . Self-Efficacy Mechanism in Human Agency . American Psychologist , 37 ( 2 ) : 122 – 147 .
   Web of Science ®Google Scholar
• Bandura , A. 1991 . Social Cognitive Theory of Self-Regulation . Organizational Behavior and Human Decision Processes , 50 ( 2 ) : 248 – 287 .
   Web of Science ®Google Scholar
• Barrick , M.R. and Mount , M.K. 1994 . Antecedents of Involuntary Turnover Due to a Reduction in Force . Personnel Psychology , 47 ( 3 ) : 515 – 535 .
   Web of Science ®Google Scholar
• Beehr , T.A. 1998 . Research on Occupational Stress: An Unfinished Enterprise . Personnel Psychology , 51 ( 4 ) : 835 – 844 .
   Web of Science ®Google Scholar
• Beehr , T.A. , Jex , S.M. , Stacy , B.A. and Murray , M.A. 2000 . Work Stressors and Coworker Support as Predictors of Individual Strain and Job Performance . Journal of Organizational Behavior , 21 ( 4 ) : 391 – 405 .
   Web of Science ®Google Scholar
• Bhuian , S.N. , Menguc , B. and Borsboom , R. 2005 . Stressors and Job Outcomes in Sales: A Triphasic Model Versus a Linear-Quadratic-Interactive Model . Journal of Business Research , 58 ( 2 ) : 114 – 150 .
   Web of Science ®Google Scholar
• Bijlsma , K.M. and van de Bunt , G.G. 2003 . Antecedents of Trust in Managers: A “Bottom Up” Approach . Personnel Review , 32 ( 5 ) : 638 – 664 .
   Web of Science ®Google Scholar
• Boles , J. , Madupalli , R. , Rutherford , B. and Wood , J.A. 2007 . The Relationship of Facets of Salesperson Job Satisfaction with Affective Organizational Commitment . Journal of Business and Industrial Marketing , 22 ( 4/5 ) : 311 – 321 .
   Web of Science ®Google Scholar
• Boswell , W. 2006 . Aligning Employees With the Organization's Strategic Objectives: Out of Line of Sight, out of Mind . International Journal of Human Resource Management , 17 ( 9 ) : 1489 – 1511 .
   Web of Science ®Google Scholar
• Brown , S.P. and Peterson , R.A. 1993 . Antecedents and Consequences of Salesperson Job Satisfaction . Journal of Marketing Research , 30 ( 1 ) : 63 – 78 .
   Web of Science ®Google Scholar
• Bruhn , J.G. 2001 . Trust and the Health of Organizations , New York : Kluwer Academic/Plenum Publishers .
   Google Scholar
• Buss , D.M. 1996 . “ The Evolutionary Psychology of Human Social Strategies ” . In Social Psychology: Handbook of Basic Principles , Edited by: Higgins , E.T. and Kruglanski , A.W. 3 – 28 . New York : Guilford Press .
   Google Scholar
• Cascio , W.F. 2000 . Managing a Virtual Workplace . The Academy of Management Executive , 14 ( 3 ) : 81 – 90 .
   Google Scholar
• Challagalla , G. , Shervani , T. and Huber , G. 2000 . Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location . Journal of Personal Selling and Sales Management , 20 ( 3 ) : 161 – 171 .
   Google Scholar
• Churchill , G.A. , Ford , N.M. and Walker , O.C. 1974 . Measuring the Job Satisfaction of Industrial Salesmen . Journal of Marketing Research , 11 ( 3 ) : 254 – 260 .
   Web of Science ®Google Scholar
• Churchill , G.A. Jr. , Ford , N.M. and Walker , O.C. Jr. 1976 . Organizational Climate and Job Satisfaction in the Salesforce . Journal of Marketing Research , 13 ( 4 ) : 323 – 332 .
   Web of Science ®Google Scholar
• Cote , J.A. and Buckley , M.R. 1987 . Estimating Trait, Method, and Error Variance: Generalizing across 70 Construct Validation Studies . Journal of Marketing Research , 24 ( 3 ) : 315 – 319 .
   Web of Science ®Google Scholar
• Cox , T. 1978 . Stress , London : Macmillan .
   Google Scholar
• Daft , R.L. , Lengel , R.H. and Trevino , L.K. 1987 . Message Equivocality, Media Selection, and Manager Performance: Implications for Information Systems . MIS Quarterly , 11 ( 3 ) : 355 – 367 .
   Web of Science ®Google Scholar
• DeSanctis , G. 1984 . Attitudes Toward Telecommuting: Implications for Work-at-Home Programs . Information and Management , 7 ( 3 ) : 133 – 139 .
   Web of Science ®Google Scholar
• Diamantopoulos , A. and Siguaw , J.A. 2000 . Introducing LISREL , London : Sage Publications .
   Google Scholar
• Dubinsky , A.J. , Yammarino , F.J. , Jolson , M.A. and Spangler , W.D. 1995 . Transformational Leadership: An Initial Investigation in Sales Management . Journal of Personal Selling and Sales Management , 15 ( 2 ) : 17 – 32 .
   Google Scholar
• Ehrhart , M.G. 2004 . Leadership and Procedural Justice Climate as Antecedents of Unit-Level Organizational Citizenship Behavior . Personnel Psychology , 57 ( 1 ) : 61 – 94 .
   Web of Science ®Google Scholar
• Ehrhart , M.G. and Naumann , S.E. 2004 . Organizational Citizenship Behavior in Work Groups: A Group Norms Approach . Journal of Applied Psychology , 89 ( 6 ) : 960 – 974 .
   PubMed Web of Science ®Google Scholar
• Eisenberger , R. , Armeli , S. , Rexwinkel , B. , Lynch , P.D. and Rhoades , L. 2001 . Reciprocation of Perceived Organizational Support . Journal of Applied Psychology , 86 ( 1 ) : 42 – 51 .
   PubMed Web of Science ®Google Scholar
• Eisenberger , R. , Stinglhamber , F. , Vandenberghe , C. , Sucharski , I.L. and Rhoades , L. 2002 . Perceived Supervisor Support: Contributions to Perceived Organizational Support and Employee Retention . Journal of Applied Psychology , 87 ( 3 ) : 565 – 573 .
   PubMed Web of Science ®Google Scholar
• Fitzgerald , K.M. 1994 . Telecommuting and the Law . Small Business Reports , 19 ( 9 ) : 14 – 18 .
   Google Scholar
• Flaherty , K.E. and Pappas , J.M. 2002 . Using Career Stage Theory to Predict Turnover Intentions Among Salespeople . Journal of Marketing Theory and Practice , 10 ( 3 ) : 48 – 57 .
   Google Scholar
• Furnham , A. and Gunter , B. 1993 . “ Corporate Culture: Definition, Diagnosis and Change ” . In International Review of Organizational Psychology , Edited by: Cooper , C.L. and Robertson , I.T. Vol. 8 , 233 – 261 . Chichester : John Wiley & Sons .
   Google Scholar
• Golden , T. 2007 . Co-Workers Who Telework and the Impact on Those in the Office: Understanding the Implications of Virtual Work for Co-Worker Satisfaction and Turnover Intentions . Human Relations , 60 ( 11 ) : 1641 – 1647 .
   Web of Science ®Google Scholar
• Greene , C.N. 1979 . Questions of Causation in the Path-Goal Theory of Leaderships . Academy of Management Journal , 22 ( 1 ) : 22 – 41 .
   Web of Science ®Google Scholar
• Griffeth , R.W. , Hom , P.W. and Gaertner , S. 2000 . A Meta-Analysis of Antecedents and Correlates of Employee Turnover: Update, Moderator Tests, and Research Implications for the Next Millennium . Journal of Management , 26 ( 3 ) : 463 – 488 .
   Web of Science ®Google Scholar
• Hair , J.F. Jr , Anderson , R. , Tatham , R.L. and Black , W.C. 1998 . Multivariate Data Analysis , 4th ed. , Englewood Cliffs, NJ : Prentice-Hall .
   Google Scholar
• Harrington , S.J. and Ruppel , C.P. 1999 . Telecommuting: A Test of Trust, Competing Values, and Relative Advantage . IEEE Transactions on Professional Communication , 42 ( 4 ) : 223 – 239 .
   Google Scholar
• Harris , L.C. and Ogbonna , E. 2001 . Leadership Style and Market Orientation: An Empirical Study . European Journal of Marketing , 35 ( 5/6 ) : 744 – 764 .
   Google Scholar
• House , R.J. 1971 . A Path Goal Theory of Leader Effectiveness . Administrative Science Quarterly , 16 ( 3 ) : 321 – 339 .
   Web of Science ®Google Scholar
• House , R.J. 1996 . Path-Goal Theory of Leadership: Lessons, Legacy, and a Reformulated Theory . The Leadership Quarterly , 7 ( 3 ) : 323 – 352 .
   Web of Science ®Google Scholar
• House , R.J. and Dessler , G. 1974 . “ The Path-Goal Theory of Leadership: Some Post Hoc and a Priori Tests ” . In Contingency Approaches to Leadership , Edited by: Hunt , J.G. and Larsons , L.T. 29 – 55 . Carbondale, IL : Southern Illinois University Press .
   Google Scholar
• House , R.J. , Filley , A.C. and Gujarati , D.N. 1971 . Leadership Style, Hierarchical Influence, and the Satisfaction of Subordinate Role Expectations: A Test of Likert's Influence Proposition . Journal of Applied Psychology , 55 ( 5 ) : 422 – 432 .
   PubMed Web of Science ®Google Scholar
• Hu , L. and Bentler , P.M. 1998 . Fit Indices in Covariance Structure Modeling: Sensitivity to Under Parameterized Model Misspecification . Psychological Methods , 3 ( 4 ) : 424 – 453 .
   Web of Science ®Google Scholar
• Ingram , T.N. , LaForge , R.W. , Locander , W.B. , MacKenzie , S.B. and Podsakoff , P.M. 2005 . New Directions in Sales Leadership Research . Journal of Personal Selling and Sales Management , 25 ( 2 ) : 137 – 154 .
   Google Scholar
• Jaramillo , F. and Mulki , J.P. 2008 . Sales Effort: The Intertwined Roles of the Leader, Customers, and the Salesperson . Journal of Personal Selling and Sales Management , 28 ( 1 ) : 37 – 51 .
   Google Scholar
• Jaramillo , F. , Mulki , J.P. and Marshall , G.W. 2005 . A Meta-Analysis of the Relationship between Organizational Commitment and Salesperson Job Performance: Twenty-Five Years of Research . Journal of Business Research , 58 ( 6 ) : 705 – 725 .
   Web of Science ®Google Scholar
• Jex , S.M. 2002 . Organizational Psychology , New York : John Wiley & Sons, Inc .
   Google Scholar
• Jones , C. 2007 . Dataquest Insight: Teleworking, The Quiet Revolution . (2007 Update) May 14
   Google Scholar
• Joreskog , K.G. 1993 . “ Testing Structural Equation Models ” . In Testing Structural Equation Models , Edited by: Bollen , K.A. and Long , J.S. 294 – 320 . Newbury Park, CA : Sage Publications .
   Google Scholar
• Judge , T.A. , Locke , E.A. , Durham , C.C. and Kluger , A.N. 1998 . Dispositional Effects on Job and Life Satisfaction: The Role of Core Evaluations . Journal of Applied Psychology , 83 ( 1 ) : 17 – 34 .
   PubMed Web of Science ®Google Scholar
• Kohli , A.K. 1989 . Effects of Supervisory Behavior: The Role of Individual Differences Among Salespeople . Journal of Marketing , 53 ( 4 ) : 40 – 50 .
   Web of Science ®Google Scholar
• Krishnan , B.C. , Netemeyer , R.G. and Boles , J.S. 2002 . Self-Efficacy, Competitiveness, and Efforts as Antecedents of Salesperson Performance . Journal of Personal Selling and Sales Management , 22 ( 4 ) : 285 – 295 .
   Google Scholar
• Kupka , B. and Cathro , V. 2007 . Desperate Housewives – Social and Professional Isolation of German Expatriated Spouses . International Journal of Human Resource Management , 18 ( 6 ) : 951 – 968 .
   Web of Science ®Google Scholar
• Lambert , D.M. and Harrington , T.C. 1990 . Measuring Non-Response Bias in Customer Service Mail Surveys . Journal of Business Logistics , 11 ( 2 ) : 5 – 25 .
   Google Scholar
• Larson , P.D. and Chow , G. 2003 . Total Cost/Response Rate Trade-Offs in Mail Survey Research: Impact of Follow-up Mailings and Monetary Incentives . Industrial Marketing Management , 32 ( 7 ) : 533 – 537 .
   Web of Science ®Google Scholar
• Lassk , F.G. , Marshall , G.W. , Cravens , D.W. and Moncrief , W.C. 2001 . Salesperson Job Involvement: A Modern Perspective and a New Scale . Journal of Personal Selling and Sales Management , 21 ( 4 ) : 291 – 302 .
   Google Scholar
• Levinson , H. 1965 . Reciprocation: The Relationship between Man and Organization . Administrative Science Quarterly , 9 ( 4 ) : 370 – 390 .
   Web of Science ®Google Scholar
• MacCallum , R.C. , Browne , M.W. and Sugawara , H.M. 1996 . Power Analysis and Determination of Sample Size for Covariance Structure Modeling . Psychological Methods , 1 ( 2 ) : 130 – 149 .
   Web of Science ®Google Scholar
• MacCallum , R.C. , Wegener , D.T. , Uchino , B.N. and Fabrigar , L.R. 1993 . The Problem of Equivalent Models in Applications of Covariance Structure Analysis . Psychological Bulletin , 114 ( 1 ) : 185 – 199 .
   PubMed Web of Science ®Google Scholar
• MacDonald , G. and Leary , M.R. 2005 . Why Does Social Exclusion Hurt? The Relationship between Social and Physical Pain . Psychological Bulletin , 131 ( 2 ) : 202 – 223 .
   PubMed Web of Science ®Google Scholar
• MacKenzie , S.B. , Podsakoff , P.M. and Ahearne , M. 1998 . Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance . Journal of Marketing , 62 ( 3 ) : 87 – 98 .
   Web of Science ®Google Scholar
• MacKenzie , S.B. , Podsakoff , P.M. and Fetter , R. 1993 . The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance . Journal of Marketing , 57 ( 1 ) : 70 – 80 .
   Web of Science ®Google Scholar
• MacKenzie , S.B. , Podsakoff , P.M. and Rich , G.A. 2001 . Transformational and Transactional Leadership and Salesperson Performance . Journal of the Academy of Marketing Science , 29 ( 2 ) : 115 – 134 .
   Web of Science ®Google Scholar
• Mann , S. , Varey , R. and Button , W. 2000 . An Exploration of the Emotional Impact of Tele-Working Via Computer-Mediated Communication . Journal of Managerial Psychology , 15 ( 7 ) : 668 – 690 .
   Google Scholar
• Markus , K.A. 2002 . Statistical Equivalence, Semantic Equivalence, Eliminative Induction, and the Raykov–Marcoulides Proof of Infinite Equivalence . Structural Equation Modeling , 9 ( 4 ) : 503 – 522 .
   Web of Science ®Google Scholar
• Marshall , G.W. , Michaels , C.E. and Mulki , J.P. 2007 . Workplace Isolation: Exploring the Construct and Its Measurement . Psychology and Marketing , 24 ( 3 ) : 195 – 223 .
   Web of Science ®Google Scholar
• Mulki , J.P. , Jaramillo , F. and Locander , W.B. 2006 . Effects of Ethical Climate and Supervisory Trust on Salesperson's Job Attitudes and Intentions to Quit . Journal of Personal Selling and Sales Management , 26 ( 1 ) : 19 – 26 .
   Google Scholar
• Mulki , J.P. , Jaramillo , F. and Locander , W.B. 2009 . Critical Role of Leadership on Ethical Climate and Salesperson Behaviors . Journal of Business Ethics , 86 ( 2 ) : 125 – 141 . doi:10.1007/s10551-008-983-4
   Web of Science ®Google Scholar
• Mulki , J.P. , Lassk , F.G. and Jaramillo , F. 2008 . The Effect of Self-Efficacy on Salesperson Work Overload and Pay Satisfaction . Journal of Personal Selling and Sales Management , 28 ( 3 ) : 283 – 295 .
   Google Scholar
• Mulki , J.P. , Locander , W.B. , Marshall , G.W. , Harris , E.G. and Hensel , J. 2008 . Workplace Isolation, Salesperson Commitment, and Job Performance . Journal of Personal Selling and Sales Management , 28 ( 1 ) : 67 – 78 .
   Google Scholar
• Netemeyer , R.G. , Boles , J.S. , McKee , D.O. and McMurrian , R. 1997 . An Investigation Into the Antecedents of Organizational Citizenship Behaviors in a Personal Selling Context . Journal of Marketing , 61 ( 3 ) : 85 – 98 .
   Web of Science ®Google Scholar
• Palmatier , R.W. , Scheer , L.K. and Steenkamp , J.-B.E.M. 2007 . Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty . Journal of Marketing Research , 44 ( 2 ) : 185 – 199 .
   Web of Science ®Google Scholar
• Peters , P. and van der Lippe , T. 2007 . The Time-Pressure Reducing Potential of Telehomeworking: The Dutch Case . International Journal of Human Resource Management , 18 ( 3 ) : 430 – 447 .
   Web of Science ®Google Scholar
• Peterson , R.A. 2000 . A Meta-Analysis of Variance Accounted for and Factor Loadings in Exploratory Factor Analysis . Marketing Letters , 11 ( 3 ) : 261 – 275 .
   Google Scholar
• Pettijohn , C. , Pettijohn , L.S. , Taylor , A.J. and Keillor , B.D. 2001 . Are Performance Appraisals a Bureaucratic Exercise or Can They Be Used to Enhance Sales-Force Satisfaction and Commitment? . Psychology and Marketing , 18 ( 4 ) : 337 – 364 .
   Web of Science ®Google Scholar
• Pinsonneault , A. and Boisvert , M. 2001 . “ The Impacts of Telecommuting on Organizations and Individuals: A Review of the Literature ” . In Telecommuting and Virtual Offices: Issues and Opportunities , Edited by: Johnson , N.J. 255 – 275 . Hershey, PA : Idea Group .
   Google Scholar
• Podsakoff , P.M. , Ahearne , M. and MacKenzie , S.B. 1997 . Organizational Citizenship Behavior and the Quantity and Quality of Work Group Performance . Journal of Applied Psychology , 82 ( 2 ) : 262 – 270 .
   PubMed Web of Science ®Google Scholar
• Podsakoff , P.M. , MacKenzie , S.B. , Lee , J.-Y. and Podsakoff , N.P. 2003 . Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies . Journal of Applied Psychology , 88 ( 5 ) : 879 – 903 .
   PubMed Web of Science ®Google Scholar
• Podsakoff , P.M. , MacKenzie , S.B. , Paine , J.B. and Bachrach , D.G. 2000 . Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research . Journal of Management , 26 ( 3 ) : 513 – 563 .
   Web of Science ®Google Scholar
• Potter , R. and Balthazard , P. 2002 . Virtual Team Interaction Styles: Assessment and Effects . International Journal of Human-Computer Studies , 56 ( 4 ) : 423 – 443 .
   Web of Science ®Google Scholar
• Pratt, J.H. (2003), ‘Teleworking Comes of Age with Broadband: Telework America Survey 2002,’ Telework America, MA. www.workingfromanywhere.org (http://www.workingfromanywhere.org) .
   Google Scholar
• Rich , G.A. 1997 . The Sales Manager as a Role Model: Effects on Trust, Job Satisfaction, and Performance of Salespeople . Academy of Marketing Science , 25 ( 4 ) : 319 – 328 .
   Web of Science ®Google Scholar
• Royal , M.A. and Rossi , R.J. 1996 . Individual-Level Correlates of Sense of Community: Findings From Workplace and School . Journal of Community Psychology , 24 ( 4 ) : 395 – 416 .
   Web of Science ®Google Scholar
• Sager , J.K. , Strutton , H.D. and Johnson , D.A. 2006 . Core Self-Evaluations and Salespeople . Psychology and Marketing , 23 ( 2 ) : 95 – 113 .
   Web of Science ®Google Scholar
• Sand , G. and Miyazaki , A.D. 2000 . The Impact of Social Support on Salesperson Burnout Components . Psychology and Marketing , 17 ( 1 ) : 13 – 26 .
   Web of Science ®Google Scholar
• Sarbaugh-Thompson , M. and Feldman , M.S. 1998 . Electronic Mail and Organizational Communication: Does Saying “Hi” Really Matter? . Organization Science , 9 ( 6 ) : 685 – 698 .
   Web of Science ®Google Scholar
• Schein , E.H. 1985 . Organizational Culture and Leadership: A Dynamic View , San Francisco, CA : Jossey-Bass .
   Google Scholar
• Shoemaker , M.E. 1999 . Leadership Practices in Sales Managers Associated with Self-Efficacy, Role Clarity, and Job Satisfaction of Individual Industrial Salespeople . Journal of Personal Selling and Sales Management , 19 ( 4 ) : 1 – 19 .
   Google Scholar
• Singh , J. , Goolsby , J.R. and Rhoads , G.K. 1994 . Behavioral and Psychological Consequences of Boundary Spanning Burnout for Customer Service Representatives . Journal of Marketing Research , 31 ( 4 ) : 558 – 569 .
   Web of Science ®Google Scholar
• Siu , O.-L. , Chang-Qin , L. and Spector , P.E. 2007 . Employees' Well-Being in Greater China: The Direct and Moderating Effects of General Self-Efficacy . Applied Psychology: An International Review , 56 ( 2 ) : 288 – 301 .
   Web of Science ®Google Scholar
• Sparks , J.R. and Schenk , J.A. 2001 . Explaining the Effects of Transformational Leadership: An Investigation of the Effects of Higher-Order Motives in Multilevel Marketing Organizations . Journal of Organizational Behavior , 22 ( 8 ) : 849 – 869 .
   Web of Science ®Google Scholar
• Spector , P.E. 1985 . Measurement of Human Service Staff Satisfaction: Development of the Job Satisfaction Survey . American Journal of Community Psychology , 13 : 693 – 713 .
   PubMed Web of Science ®Google Scholar
• Spector , P.E. 1997 . Job Satisfaction: Application, Assessment, Causes, and Consequences , Thousand Oaks, CA : Sage Publications .
   Google Scholar
• Staples , D.S. , Hulland , J.S. and Higgins , C.A. 1999 . A Self-Efficacy Theory Explanation for the Management of Remote Workers in Virtual Organizations . Organization Science , 10 ( 6 ) : 758 – 776 .
   Web of Science ®Google Scholar
• Strutton , D. , Pelton , L.E. and Lumpkin , J.R. 1993 . The Relationship Between Psychological Climate and Salesperson–Sales Manager Trust in Sales Organizations . Journal of Personal Selling and Sales Management , 13 ( 4 ) : 1 – 14 .
   Google Scholar
• Suchan , J. and Hayzak , G. 2001 . The Communication Characteristics of Virtual Teams: A Case Study . IEEE Transactions on Professional Communication , 44 ( 3 ) : 174 – 186 .
   Google Scholar
• Üstüner , T. and Godes , D. 2006 . Better Sales Networks . Harvard Business Review , 84 ( 7/8 ) : 102 – 112 .
   PubMed Web of Science ®Google Scholar
• Valcour , P.M. 2002 . Managerial Behavior in a Multiplex Role System . Human Relations , 55 ( 10 ) : 1163 – 1188 .
   Web of Science ®Google Scholar
• VanDyne , L. , Kossek , E. and Lobel , S. 2007 . Less Need to Be There: Cross-Level Effects of Work Practices That Support Work-Life Flexibility and Enhance Group Processes and Group-Level OCB . Human Relations , 60 ( 8 ) : 1123 – 1154 .
   Web of Science ®Google Scholar
• Wang , G. and Netemeyer , R.G. 2002 . The Effects of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and Performance . Journal of the Academy of Marketing Science , 30 ( 3 ) : 217 – 228 .
   Web of Science ®Google Scholar
• Wanous , J.P. , Reichers , A.E. and Hudy , M.J. 1997 . Overall Job Satisfaction: How Good Are Single-Item Measures? . Journal of Applied Psychology , 82 ( 2 ) : 247 – 252 .
   PubMed Web of Science ®Google Scholar
• Watson-Fritz , M.B. , Narasimhan , S. and Rhee , H.-S. 1998 . Communication and Coordination in the Virtual Office . Journal of Management Information Systems , 14 ( 4 ) : 7 – 28 .
   Google Scholar
• Westwood , R. , Sparrow , P. and Leung , A. 2001 . Challenges to the Psychological Contract in Hong Kong . International Journal of Human Resource Management , 12 ( 4 ) : 621 – 651 .
   Web of Science ®Google Scholar
• Wiesenfeld , B.M. , Raghuram , S. and Garud , R. 1999 . Communication Patterns as Determinants of Organizational Identification in a Virtual Organization . Organization Science , 10 ( 6 ) : 777 – 790 .
   Web of Science ®Google Scholar