TERRITORY SALES RESPONSE

被引：48

作者：

RYANS, AB ^{[1
]}

WEINBERG, CB ^{[1
]}

机构：

[1] UNIV BRITISH COLUMBIA, FAC COMMERCE & BUSINESS ADM, VANCOUVER V6T 1W5, BC, CANADA

来源：

关键词：

D O I：

10.2307/3150806

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：453 / 465

页数：13

共 25 条

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BESWICK, CA
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[4] APPROACH FOR DETERMINING CRITERIA OF SALES PERFORMANCE
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WOODRUFF, RB
[J]. JOURNAL OF APPLIED PSYCHOLOGY, 1973, 57 (03) : 242 - 247
[5] ANALYTICAL APPROACH FOR EVALUATING SALES TERRITORY PERFORMANCE
CRAVENS, DW
WOODRUFF, RB
STAMPER, JC
[J]. JOURNAL OF MARKETING, 1972, 36 (01) : 31 - 37
[6] DARLINGTON B, 1968, PSYCHOL BULL, V70, P426
[7] SALESMENS RESPONSE TO FINANCIAL INCENTIVES - EMPIRICAL STUDY
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[J]. JOURNAL OF MARKETING RESEARCH, 1974, 11 (04) : 418 - 426
[8] DAVIS KR, 1970, READINGS SALES MANAG
[9] DAVIS KR, 1968, SALES FORCE MANAGEME
[10] DAVIS RT, 1958, HARVARD BUS REV, V36, P91