IDENTIFYING SUCCESSFUL INDUSTRIAL SALESMEN BY PERSONALITY AND PERSONAL CHARACTERISTICS

被引：74

作者：

LAMONT, LM

LUNDSTROM, WJ

机构：

[1] WASHINGTON & LEE UNIV,LEXINGTON,VA 24450

[2] UNIV MISSISSIPPI,JACKSON,MS 39216

来源：

JOURNAL OF MARKETING RESEARCH | 1977年 / 14卷 / 04期

关键词：

D O I：

10.2307/3151192

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：517 / 529

页数：13

共 70 条

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DUGAN, RD .

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[2] SALESMANS ROLE REVISITED [J].

BELASCO, JA .

JOURNAL OF MARKETING, 1966, 30 (02) :6-8

[3]

CAMPBELL JP, 1967, MIDWESTERN PSYCHOLOG

[4] ASSESSMENTS OF HIGHER-LEVEL PERSONNEL .2. VALIDITY OF THE OVER-ALL ASSESSMENT PROCESS [J].

CAMPBELL, JT ;

OTIS, JL ;

LISKE, RE ;

PRIEN, EP .

PERSONNEL PSYCHOLOGY, 1962, 15 (01) :63-74

[5]

CAMPBELL MM, 1959, PRIMARY DIMENSIONS I

[6]

CANFIELD BR, 1961, SALES ADMINISTRATION, P58

[7]

Cattell R.B., 1946, DESCRIPTION MEASUREM

[8]

Cattell Raymond B., 1970, HDB 16 PERSONALITY F

[9]

CATTELL RB, 1957, PERSONALITY MOTIVATI, P778

[10]

CLOONAN JB, 1966, 4TH P INT C OP RES, P284

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