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Figures and Tables
Recruitment and Selection of Sales Personnel
Industrial Product and Service Sales
12 other sections not shown
1author scale1 1eneral 1Sample Size1 Aloseness of supervision associated with sales Author 1Year1 Bagozzi Churchill conflict and ambiguity Criterion Variable Measurement8 Dubinsky and Skinner examined experience/background factors Extroversion Futrell individual Influence over standards Initiation of structure intelligence Intrinsic motivation Ivancevich job performance job satisfaction Job tenure levels managerial actions ManRer rating Measurement8 Predictor Variable mental abilities Mosel Motivation and Role NS NS NS organizational Participation Perreault personal factors personality characteristics physical characteristics positively associated positively related Predictor Variable 1Measurement1 Product and Service Rducation related to sales relationships retail sales role conflict role perceptions Rxperience sales management sales personnel sales success sales volume salespeople salesperson motivation salesperson role selling Setail 1n Situation 1Sample Situation Sample Size1 Size1 Author Size8 social sociophobia specific self esteem structural factors studies Table A-l Task conflict Task identity Task significance Task variety Teas Technique8 Strength unrelated to sales valences Variable Measurement8 Predictor