PERSONAL AND ORGANIZATIONAL VARIABLES - THEIR RELATIVE EFFECT ON REWARD VALENCES OF INDUSTRIAL SALESPEOPLE

被引：67

作者：

INGRAM, TN ^{[1
]}

BELLENGER, DN ^{[1
]}

机构：

[1] TEXAS TECH UNIV,LUBBOCK,TX 79409

来源：

关键词：

D O I：

10.2307/3151686

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：198 / 205

页数：8

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DARMON, RY .

[6]

Futrell Charles M., 1975, J ACAD MARKET SCI, V3, P328

[7] SALESMANS CAREER CYCLE [J].

JOLSON, MA .

[8]

Newton Derek A., 1973, SALES FORCE PERFORMA

[9]

Simpson E.K., 1981, J PERSONAL SELLING S, V1, P17

[10]

SWAN JE, 1981, J PERSONAL SELLING S, V1, P45