-
1
-
-
0011411072
-
The World Class Sales Manager: Adapting to Global Megatrends
-
Anderson, Rolph E. and Bert Rosenbloom. 1992. “The World Class Sales Manager: Adapting to Global Megatrends,” Journal of Global Marketing. Vol. 5, No. 4, 11-22.
-
(1992)
Journal of Global Marketing
, vol.5
, Issue.4
, pp. 11-22
-
-
Anderson, R.E.1
Rosenbloom, B.2
-
4
-
-
0009094111
-
Performance Agreements: The Key to Increasing Motivation
-
(February)
-
Bricker, G. A. 1992. “Performance Agreements: The Key to Increasing Motivation,” Sales & Marketing Management (February), 69-70.
-
(1992)
Sales & Marketing Management
, pp. 69-70
-
-
Bricker, G.A.1
-
5
-
-
0003842485
-
-
New York: Harper and Row
-
Burns, James M. 1978. Leadership, New York: Harper and Row.
-
(1978)
Leadership
-
-
Burns, J.M.1
-
6
-
-
0009094112
-
When Salespeople Evaluate Their Managers
-
(March)
-
Carew, J. 1989. “When Salespeople Evaluate Their Managers,” Sales & Marketing Management, (March), 24-27.
-
(1989)
Sales & Marketing Management
, pp. 24-27
-
-
Carew, J.1
-
8
-
-
85011168637
-
The Sales Forces Role in International Marketing Research and Marketing Information Systems
-
Chonko, Lawrence B., John F. Tanner Jr., and Ellen Reid Smith. 1991. “The Sales Force’s Role in International Marketing Research and Marketing Information Systems,” Journal of Personal Selling & Sales Management (Winter), 90-80.
-
(1991)
Journal of Personal Selling & Sales Management
, vol.Winter
, pp. 90-80
-
-
Chonko, L.B.1
Tanner, J.F.2
Smith, E.R.3
-
9
-
-
0003162788
-
Assessment Centers: An Untapped Resource For Global Salesforce Management
-
(Summer)
-
Cook, Roy A. and Joel Herche. 1992. “Assessment Centers: An Untapped Resource For Global Salesforce Management,” Journal of Personal Selling & Sales Management (Summer), 31-38.
-
(1992)
Journal of Personal Selling & Sales Management
, pp. 31-38
-
-
Cook, R.A.1
Herche, J.2
-
10
-
-
0002510381
-
-
Chicago, IL: The Dryden Press
-
Daft, Richard L. 1988. Management, Chicago, IL: The Dryden Press.
-
(1988)
Management
-
-
Daft, R.L.1
-
11
-
-
0001879865
-
Self or Group? Cultural Effects of Training on Self-Efficacy and Performance
-
Earley, Christopher P. 1994. “Self or Group? Cultural Effects of Training on Self-Efficacy and Performance,” Administrative Science Quarterly, Vol. 39, 89-117.
-
(1994)
Administrative Science Quarterly
, vol.39
, pp. 89-117
-
-
Earley, C.P.1
-
12
-
-
0010056165
-
The Paris-Peoria Solution: Innovations in Apprising Regional and International Sales Personnel
-
November
-
Edwards, Mark R. W. Theodore Cummings, and John L. Schlacter. 1984. “The Paris-Peoria Solution: Innovations in Apprising Regional and International Sales Personnel,” Journal of Personal Selling & Sales Management (November), 26-38.
-
(1984)
Journal of Personal Selling & Sales Management
, pp. 26-38
-
-
Edwards, M.R.W.1
Cummings, T.2
Schlacter, J.L.3
-
14
-
-
85011175419
-
Organization Structure, Processes and Behavior. Dallas: Business Publishing
-
Gibson, James L., John M. Ivancevich and James H. Donnelly Jr. 1988. Organization Structure, Processes and Behavior. Dallas: Business Publishing, Inc.
-
(1988)
Inc
-
-
Gibson, J.L.1
Ivancevich, J.M.2
Donnelly, J.H.3
-
16
-
-
84950618044
-
Organizing the Overseas Sales Force: How Multinationals Do It
-
Hill, John S. and Richard R. Still. 1990. “Organizing the Overseas Sales Force: How Multinationals Do It,” Journal of Personal Selling & Sales Management (Spring), 57-66.
-
(1990)
Journal of Personal Selling & Sales Management
, vol.Spring
, pp. 57-66
-
-
Hill, J.S.1
Still, R.R.2
-
17
-
-
0002442056
-
Salesperson Selection in Multinational Corporations: An Empirical Study
-
(Summer)
-
Hill, John S. and Meg Birdseye. 1989. “Salesperson Selection in Multinational Corporations: An Empirical Study,” Journal of Personal Selling & Sales Management (Summer), 39-47.
-
(1989)
Journal of Personal Selling & Sales Management
, pp. 39-47
-
-
Hill, J.S.1
Birdseye, M.2
-
19
-
-
47849117747
-
Motivation, Leadership, and Organization: Do American Theories Apply Abroad?
-
(Summer)
-
Hofstede, Geert. 1980. “Motivation, Leadership, and Organization: Do American Theories Apply Abroad?” Organizational Dynamics (Summer), 42-63.
-
(1980)
Organizational Dynamics
, pp. 42-63
-
-
Hofstede, G.1
-
21
-
-
0001877876
-
Cultural Dimensions in Management and Planning
-
(January)
-
Hofstede, Geert. 1984b. “Cultural Dimensions in Management and Planning,” Asia Pacific Journal of Management (January), 81-99.
-
(1984)
Asia Pacific Journal of Management
, pp. 81-99
-
-
Hofstede, G.1
-
23
-
-
0346766846
-
Research Cultures Are Different in Mexico, Canada
-
Honomichl, Jack. 1993. “Research Cultures Are Different in Mexico, Canada,” Marketing News (May 5), 12-13.
-
(1993)
Marketing News (May
, vol.5
, pp. 12-13
-
-
Honomichl, J.1
-
24
-
-
84909042936
-
A Path Goal Theory of Leader Effectiveness
-
September
-
House, R. J. 1971. “A Path Goal Theory of Leader Effectiveness,” Administrative Science Quarterly (September), 321-338.
-
(1971)
Administrative Science Quarterly
, pp. 321-338
-
-
House, R.J.1
-
26
-
-
0001566378
-
Leadership: Some Empirical Generalizations and New Research Generalizations
-
L. L. Cummings and B. M. Staw, Editors, Greenwich, CT: JAI Press
-
House, R. J. and M. L. Baetz. 1979. “Leadership: Some Empirical Generalizations and New Research Generalizations,” in L. L. Cummings and B. M. Staw, Editors, Research in Organizational Behavior. Greenwich, CT: JAI Press.
-
(1979)
Research in Organizational Behavior
-
-
House, R.J.1
Baetz, M.L.2
-
27
-
-
0039999640
-
Competitiveness: Does it Matter?
-
(March 7)
-
Krugman, Paul. 1994. “Competitiveness: Does it Matter?” Fortune, (March 7), 109-116.
-
(1994)
Fortune
, pp. 109-116
-
-
Krugman, P.1
-
28
-
-
85009636964
-
Reward Perceptions of Hong Kong and Mainland Chinese Sales Personnel
-
Summer
-
Liu, Sandra S. 1998. “Reward Perceptions of Hong Kong and Mainland Chinese Sales Personnel,” Journal of Personal Selling & Sales Management, Summer, 47-55.
-
(1998)
Journal of Personal Selling & Sales Management
, pp. 47-55
-
-
Liu, S.S.1
-
29
-
-
0040898817
-
Culture and Congruence: The Fit Between Management Practices and National Culture
-
Newman, Karen L. and Stanley D. Nollen. 1996. “Culture and Congruence: The Fit Between Management Practices and National Culture,” Journal of International Business Studies 27(4): 753-79.
-
(1996)
Journal of International Business Studies
, vol.27
, Issue.4
, pp. 753-779
-
-
Newman, K.L.1
Nollen, S.D.2
-
32
-
-
84970151921
-
Research Note: Hofstedes Consequences: A Study of Reviews, Citations, and Replications
-
Sondergaard, Mikael. 1994. “Research Note: Hofstede’s Consequences: A Study of Reviews, Citations, and Replications,” Organizational Studies 15(3): 447-56.
-
(1994)
Organizational Studies
, vol.15
, Issue.3
, pp. 447-456
-
-
Sondergaard, M.1
-
33
-
-
0004192632
-
Organizational Behavior: Concepts
-
7th ed. Englewood Cliffs, NJ: Prentice Hall
-
Stephen, R. 1996. Organizational Behavior: Concepts, Controversies and Applications, 7th ed. Englewood Cliffs, NJ: Prentice Hall.
-
(1996)
Controversies and Applications
-
-
Stephen, R.1
-
35
-
-
0003158644
-
Performance-Reward Instrumentalities and the Motivation of Salespeople
-
(Fall)
-
Teas, R. Kenneth. 1982. “Performance-Reward Instrumentalities and the Motivation of Salespeople” Journal of Retailing. (Fall): 4-26.
-
(1982)
Journal of Retailing
, pp. 4-26
-
-
Teas, R.K.1
-
38
-
-
0346766844
-
Conceptualizing Personal Selling for International Business: A Continuum of Exchange Perspective
-
November
-
Walle, Alf H. 1986. “Conceptualizing Personal Selling for International Business: A Continuum of Exchange Perspective,” Journal of Personal Selling & Sales Management, November, 9-17.
-
(1986)
Journal of Personal Selling & Sales Management
, pp. 9-17
-
-
Walle, A.H.1
-
40
-
-
0042856522
-
Buying American
-
Zajac, Brian. “Buying American,” Forbes, July 28, 1997, p. 218.
-
(1997)
Forbes
, vol.28
, pp. 218
-
-
Zajac, B.1
|