Journal of Personal Selling & Sales Management 1995 |
Title | Subject | Authors |
A conceptualization of the functions and roles of formalized selling and buying teams. | Retail industry | Ramsey, Rosemary, Deeter-Schmelz, Dawn R. |
A critical evaluation of a measure of job involvement: the use of the Lodahl and Kejner (1965) scale with salespeople. | Retail industry | Ramsey, Rosemary, Marshall, Greg W., Lassk, Felicia G. |
Behavior- and outcome-based sales control systems: evidence and consequences of pure-form and hybrid governance. | Retail industry | Oliver, Richard L., Anderson, Erin |
Clarification of the meaning of job stress in the context of sales force research. | Retail industry | Sager, Jeffrey K., Wilson, Phillip H. |
Committing and supervising unethical sales force behavior: the effects of victim gender, victim status, and sales force motivational techniques. (includes appendix) | Retail industry | Bellizzi, Joseph A. |
Critical success factors in captive, multi-line insurance agency sales. (includes appendices) | Retail industry | Leigh, Thomas W., Keck, Kay L., Lollar, James G. |
Examining the bases utilized for evaluating salespeoples' performance.(Selling and Sales Management in Action) | Retail industry | Jackson, Donald W., Jr., Schlacter, John L., Wolfe, William G. |
Knowledge of customers' customers as a basis of sales force differentiation. (includes appendix) | Retail industry | Smith, Daniel C., Owens, Jan P. |
Perceptions of internal and external equity as predictors of outside salespeoples' job satisfaction. | Retail industry | Chonko, Lawrence B., Roberts, James A., Livingstone, Linda Parrack |
Salesperson evaluation using relative performance efficiency: the application of data envelopment analysis. | Retail industry | Donthu, Naveen, Boles, James S., Lohtia, Ritu |
Sales productivity of insurance agents during the first six months of employment: differences between older and younger new hires. | Retail industry | Werbel, James D., Landau, Jacqueline C. |
Sales training: executives' research needs.(Sales Training and Education) | Retail industry | Honeycutt, Earl D., Jr., Ford, John B., Rao, C.P. |
Tbe effect of vertical exchange relationships on the performance attributions and subsequent actions of sales managers. | Retail industry | Swift, Cathy Owens, Campbell, Constance |
The impact of customer satisfaction based incentive systems on salespeople's customer service response: an empirical study. | Retail industry | Sharma, Arun, Sarel, Dan |
The new model of personal selling: micromarketing. | Retail industry | Brooksbank, Roger |
Transformational leadership: an initial investigation in sales management. (includes appendix) | Retail industry | Jolson, Marvin A., Spangler, William D., Yammarino, Francis J., Dubinksy, Alan J. |
When the sales manager is a woman: an exploration into the relationship between salespeople's gender and their responses to leadership styles. | Retail industry | Dubinsky, Alan J., Jolson, Marvin A., Yammarino, Francis J., Comer, Lucette B. |
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