Table A1 Questionnaire items, respective... | Emerald Publishing

Table A1

Questionnaire items, respective bibliography and Cronbach's alpha

Variable	Items	References	Cronbach's alpha
Pressure for results	In my organization it is very important to me that my supervisor sees me as a good salesperson	Agarwal and Ramaswami (1993), Challagalla and Shervani (1997) and Sujan et al. (1994)	0.70
	I spend a lot of time thinking about how my performance compares with other salespeople's		0.72
	If I do not obtain my performance goals, I feel pressured to achieve my goals		0.71
	On my job, I feel pressured if I have unfinished work
	I would receive an informal warning if sales volume or market share targets are not achieved
	My pay increases would suffer if sales volume or market share targets are not met

Variable	Items	References	Cronbach's alpha
Pressure for results	In my organization it is very important to me that my supervisor sees me as a good salesperson	Agarwal and Ramaswami (1993), Challagalla and Shervani (1997) and Sujan et al. (1994)	0.70
	I spend a lot of time thinking about how my performance compares with other salespeople's		0.72
	If I do not obtain my performance goals, I feel pressured to achieve my goals		0.71
	On my job, I feel pressured if I have unfinished work
	I would receive an informal warning if sales volume or market share targets are not achieved
	My pay increases would suffer if sales volume or market share targets are not met