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Volumn 29, Issue 3, 2000, Pages 263-270

Comparisons of Alternative Perceptions of Sales Performance

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EID: 0034179496     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(99)00069-3     Document Type: Article
Times cited : (6)

References (16)
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  • 2
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    • Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
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  • 3
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    • Cook, R.W.1    Corey, R.J.2
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    • Buyer and Seller Psychographics in Industrial Purchase Decisions
    • Fine Seymour H. Buyer and Seller Psychographics in Industrial Purchase Decisions. Journal of Business and Industrial Marketing. 6(1-2):1991;49-58.
    • (1991) Journal of Business and Industrial Marketing , vol.6 , Issue.12 , pp. 49-58
    • Fine, S.H.1
  • 6
    • 85017206264 scopus 로고
    • The Big Five Personality Dimensions and Job Performance: A Meta Analysis
    • Barrick Murray R., Mount Michael K. The Big Five Personality Dimensions and Job Performance. A Meta Analysis Personnel Psychology. 44:1991;1-26.
    • (1991) Personnel Psychology , vol.44 , pp. 1-26
    • Barrick, M.R.1    Mount, M.K.2
  • 7
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    • Kennedy, E.J.1    Lawton, L.2
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    • Use of Sex-Role Identity to Classify Women in Selling
    • Jolson Marvin A., Comer Lucette Use of Sex-Role Identity to Classify Women in Selling. The Marketing Educator. 6:1987;110.
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    • Jolson, M.A.1    Comer, L.2
  • 9
    • 0001908468 scopus 로고
    • The Emerging Role of Women in Industrial Selling: A Decade of Change
    • Schul Patrick, Wren Brent M. The Emerging Role of Women in Industrial Selling. A Decade of Change Journal of Marketing. 56:1992;38-54.
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    • Schul, P.1    Wren, B.M.2
  • 10
    • 0001454556 scopus 로고
    • Men versus Women in Industrial Selling: A Performance Gap
    • Swan John E., Futrell Charles M. Men versus Women in Industrial Selling. A Performance Gap Industrial Marketing Management. 7:1978;369-373.
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    • Swan, J.E.1    Futrell, C.M.2
  • 12
    • 51249178822 scopus 로고
    • Personal Characteristics and Salesperson's Justifications as Moderators of Supervisory Discipline in Cases Involving Unethical Salesforce Behavior
    • Bellizzi J.A., Norvell D., Wayne Personal Characteristics and Salesperson's Justifications as Moderators of Supervisory Discipline in Cases Involving Unethical Salesforce Behavior. Journal of the Academy of Marketing Science. 19(1):1991;11-16.
    • (1991) Journal of the Academy of Marketing Science , vol.19 , Issue.1 , pp. 11-16
    • Bellizzi, J.A.1    Norvell, D.W.2
  • 13
    • 0002314152 scopus 로고
    • Has Sex Stereotyping Disappeared? A Study of Perceptions of Women and Men in Sales
    • Russ Frederick A., McNeilly Kevin M. Has Sex Stereotyping Disappeared? A Study of Perceptions of Women and Men in Sales. Journal of Personal Selling and Sales Management. VIII:1988;43-54.
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    • Russ, F.A.1    McNeilly, K.M.2
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    • Dobbins, G.H.1


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