-
1
-
-
0031232102
-
Women in the Business-to-Business Salesforce: Some Differences in Performance Factors
-
Dion P.A., Easterling, Debbie, Javalgi Raj Women in the Business-to-Business Salesforce. Some Differences in Performance Factors Industrial Marketing Management. 26(5):1997;447-457.
-
(1997)
Industrial Marketing Management
, vol.26
, Issue.5
, pp. 447-457
-
-
Dion, P.A.1
Easterling, D.2
Javalgi, R.3
-
2
-
-
0001935786
-
Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
-
Oct
-
Weitz B.A., Sujan H., Sujan S. Knowledge, Motivation, and Adaptive Behavior. A Framework for Improving Selling Effectiveness Journal of Marketing. 50(Oct):1986;174-191.
-
(1986)
Journal of Marketing
, vol.50
, pp. 174-191
-
-
Weitz, B.A.1
Sujan, H.2
Sujan, S.3
-
3
-
-
51249171113
-
A Confirmatory Investigation of Industrial Buyer Image of the Sales-Woman
-
Cook Robert W., Corey Robert J. A Confirmatory Investigation of Industrial Buyer Image of the Sales-Woman. Journal of the Academy of Marketing Science. 19(3):1991;199-207.
-
(1991)
Journal of the Academy of Marketing Science
, vol.19
, Issue.3
, pp. 199-207
-
-
Cook, R.W.1
Corey, R.J.2
-
5
-
-
0002582109
-
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
-
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
-
-
38249012904
-
Men and Women in Industrial Sales: Satisfaction and Outcomes
-
Kennedy Ellen J., Lawton Leigh Men and Women in Industrial Sales. Satisfaction and Outcomes Industrial Marketing Management. 21:1992;5-14.
-
(1992)
Industrial Marketing Management
, vol.21
, pp. 5-14
-
-
Kennedy, E.J.1
Lawton, L.2
-
8
-
-
84909877647
-
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.
-
(1987)
The Marketing Educator
, vol.6
, pp. 110
-
-
Jolson, M.A.1
Comer, L.2
-
9
-
-
0001908468
-
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.
-
(1992)
Journal of Marketing
, vol.56
, pp. 38-54
-
-
Schul, P.1
Wren, B.M.2
-
10
-
-
0001454556
-
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.
-
(1978)
Industrial Marketing Management
, vol.7
, pp. 369-373
-
-
Swan, J.E.1
Futrell, C.M.2
-
12
-
-
51249178822
-
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
-
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.
-
(1988)
Journal of Personal Selling and Sales Management
, vol.8
, pp. 43-54
-
-
Russ, F.A.1
McNeilly, K.M.2
-
14
-
-
0002419727
-
Women Break the Sales Glass Ceiling
-
Bertrand Kate Women Break the Sales Glass Ceiling. Business Marketing. 72(11):1987;38.
-
(1987)
Business Marketing
, vol.72
, Issue.11
, pp. 38
-
-
Bertrand, K.1
-
16
-
-
0001517974
-
Effects of Gender on Leaders' Responses to Poor Performers: An Attributional Interpretation
-
Dobbins G.H. Effects of Gender on Leaders' Responses to Poor Performers. An Attributional Interpretation Academy of Management Journal. 28:1985;587-598.
-
(1985)
Academy of Management Journal
, vol.28
, pp. 587-598
-
-
Dobbins, G.H.1
|