메뉴 건너뛰기




Volumn 17, Issue 1, 2002, Pages 43-55

Exploring the sales manager's feedback to a failed sales effort

Author keywords

Feedback; Performance appraisal; Sales management

Indexed keywords


EID: 0442266470     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620210415190     Document Type: Article
Times cited : (39)

References (30)
  • 1
    • 0042226719 scopus 로고
    • The congruence of manager perception of salesperson performance and knowledge-based measures of adaptive selling
    • Fall
    • Anglin, K.A., Stolman, J.J. and Gentry, J.W. (1990), "The congruence of manager perception of salesperson performance and knowledge-based measures of adaptive selling", Journal of Personal Selling and Sales Management, Vol. 10, Fall. pp. 81-90.
    • (1990) Journal of Personal Selling and Sales Management , vol.10 , pp. 81-90
    • Anglin, K.A.1    Stolman, J.J.2    Gentry, J.W.3
  • 2
    • 0000357545 scopus 로고
    • Estimating nonresponse bias in mail surveys
    • August
    • Armstrong, J.S. and Overton, T.S. (1977), "Estimating nonresponse bias in mail surveys", Journal of Marketing Research, Vol. 14, August, pp. 396-402.
    • (1977) Journal of Marketing Research , vol.14 , pp. 396-402
    • Armstrong, J.S.1    Overton, T.S.2
  • 3
    • 15544380806 scopus 로고
    • Feedback as an individual resource: Personal strategies of creating information
    • Ashford, S.J. and Cummings, L.L. (1983), "Feedback as an individual resource: personal strategies of creating information", Organizational Behavior and Human Performance, Vol. 32, pp. 370-98.
    • (1983) Organizational Behavior and Human Performance , vol.32 , pp. 370-398
    • Ashford, S.J.1    Cummings, L.L.2
  • 4
    • 0001210622 scopus 로고
    • Self-regulation for managerial effectiveness: The role of active feedback seeking
    • Ashford, S.J. and Tsui, A.S. (1991), "Self-regulation for managerial effectiveness: the role of active feedback seeking", Academy of Management Journal, Vol. 34 No. 2, pp. 251-80.
    • (1991) Academy of Management Journal , vol.34 , Issue.2 , pp. 251-280
    • Ashford, S.J.1    Tsui, A.S.2
  • 5
    • 51249170854 scopus 로고
    • Emotional reactions and salesperson motivation: An attributional approach following inadequate sales performance
    • Badovick, G.J. (1990), "Emotional reactions and salesperson motivation: an attributional approach following inadequate sales performance", Journal of the Academy of Marketing Science, Vol. 18 No. 2, pp. 123-30.
    • (1990) Journal of the Academy of Marketing Science , vol.18 , Issue.2 , pp. 123-130
    • Badovick, G.J.1
  • 6
    • 0009908733 scopus 로고
    • Attributions and emotions: The effects on salesperson motivation after successful vs unsuccessful quota performance
    • Badovick, G.J., Hadaway, F.J. and Kaminski, P.F. (1992), "Attributions and emotions: the effects on salesperson motivation after successful vs unsuccessful quota performance", Journal of Personal Selling & Sales Management, Vol. 12, pp. 1-11.
    • (1992) Journal of Personal Selling & Sales Management , vol.12 , pp. 1-11
    • Badovick, G.J.1    Hadaway, F.J.2    Kaminski, P.F.3
  • 7
    • 0037786271 scopus 로고
    • Performance and satisfaction in an industrial sales force: An examination of their antecedents and simultaneity
    • Spring
    • Bagozzi, R.P. (1980), "Performance and satisfaction in an industrial sales force: an examination of their antecedents and simultaneity", Journal of Marketing, Vol. 44, Spring, pp. 65-77.
    • (1980) Journal of Marketing , vol.44 , pp. 65-77
    • Bagozzi, R.P.1
  • 8
    • 0001903493 scopus 로고
    • A role stress model of the performance and satisfaction of industrial salespersons
    • Fall
    • Behrman, D.N. and Perreault, W.D. Jr (1984), "A role stress model of the performance and satisfaction of industrial salespersons", Journal of Marketing, Vol. 48, Fall, pp. 9-21.
    • (1984) Journal of Marketing , vol.48 , pp. 9-21
    • Behrman, D.N.1    Perreault Jr., W.D.2
  • 9
    • 0010150719 scopus 로고
    • Sources of job related ambiguity and their consequences upon salespersons' job satisfaction and performance
    • November
    • Behrman, D.N., Bigoness, W.J. and Perreault, W.D. Jr (1981), "Sources of job related ambiguity and their consequences upon salespersons' job satisfaction and performance", Management Science, Vol. 27. November, pp. 1246-60.
    • (1981) Management Science , vol.27 , pp. 1246-1260
    • Behrman, D.N.1    Bigoness, W.J.2    Perreault Jr., W.D.3
  • 10
    • 52549108531 scopus 로고
    • Congruence in sales force evaluations: Relation to sales force perceptions of conflict and ambiguity
    • May
    • Chonko, L.B., Howell, R.D. and Bellenger, D.N. (1986), "Congruence in sales force evaluations: relation to sales force perceptions of conflict and ambiguity", Journal of Personal Selling and Sales Management, Vol. 6, May, pp. 35-48.
    • (1986) Journal of Personal Selling and Sales Management , vol.6 , pp. 35-48
    • Chonko, L.B.1    Howell, R.D.2    Bellenger, D.N.3
  • 12
    • 0000366750 scopus 로고
    • Organizational climate and job satisfaction in the salesforce
    • November
    • Churchill, G.A., Ford, N.M. and Walker, O.C. Jr (1976), "Organizational climate and job satisfaction in the salesforce"m Journal of Marketing Researchm Vol. 13. November, pp. 323-32.
    • (1976) Journal of Marketing Researchm , vol.13 , pp. 323-332
    • Churchill, G.A.1    Ford, N.M.2    Walker Jr., O.C.3
  • 13
    • 0011600583 scopus 로고
    • Female college student interest in a sales career: A comparison
    • May
    • Cook, R.W. and Hartan, T. (1986), "Female college student interest in a sales career: a comparison", Journal of Personal Selling & Sales Management, Vol. 6, May, pp. 29-34.
    • (1986) Journal of Personal Selling & Sales Management , vol.6 , pp. 29-34
    • Cook, R.W.1    Hartan, T.2
  • 14
    • 0000543932 scopus 로고
    • Environmental relationships of the internal political economy of marketing channels
    • Dwyer, F.R. and Welsh, M.A. (1985), "Environmental relationships of the internal political economy of marketing channels", Journal of Marketing Research, Vol. 22, pp. 397-414.
    • (1985) Journal of Marketing Research , vol.22 , pp. 397-414
    • Dwyer, F.R.1    Welsh, M.A.2
  • 15
    • 0040310221 scopus 로고
    • Job performance related to management control systems for pharmaceutical salesmen
    • February
    • Futrell, C.M., Swan, J.E. and Todd, J.T. (1976), "Job performance related to management control systems for pharmaceutical salesmen", Journal of Marketing Research, Vol. 13, February, pp. 25-33.
    • (1976) Journal of Marketing Research , vol.13 , pp. 25-33
    • Futrell, C.M.1    Swan, J.E.2    Todd, J.T.3
  • 16
    • 51249175127 scopus 로고
    • Commentary on an empirical investigation of a general theory of marketing ethics
    • Spring
    • Hunt, S. (1990), "Commentary on an empirical investigation of a general theory of marketing ethics", Journal of the Academy of Marketing Science, Vol. 18, Spring, pp. 173-7.
    • (1990) Journal of the Academy of Marketing Science , vol.18 , pp. 173-177
    • Hunt, S.1
  • 17
    • 0002552704 scopus 로고
    • Toward a theory of marketing control: Environmental context, control types, and consequences
    • Jaworski, B.J. (1988), "Toward a theory of marketing control: environmental context, control types, and consequences", Journal of Marketing, Vol. 52, pp. 23-39.
    • (1988) Journal of Marketing , vol.52 , pp. 23-39
    • Jaworski, B.J.1
  • 18
    • 0000878544 scopus 로고
    • Supervisory feedback: Alternative types and their impact on salespeople's performance and satisfaction
    • May
    • Jaworski, B.J. and Kohli, A.K. (1991), "Supervisory feedback: alternative types and their impact on salespeople's performance and satisfaction", Journal of Marketing Research, Vol. 28, May, pp. 190-201.
    • (1991) Journal of Marketing Research , vol.28 , pp. 190-201
    • Jaworski, B.J.1    Kohli, A.K.2
  • 19
    • 0000842967 scopus 로고
    • Marketing jobs and management controls: Toward a framework
    • November
    • Jaworski, B.J. and Maclnnis, D.J. (1989), "Marketing jobs and management controls: toward a framework", Journal of Marketing Research, Vol. 26, November, pp. 406-19.
    • (1989) Journal of Marketing Research , vol.26 , pp. 406-419
    • Jaworski, B.J.1    Maclnnis, D.J.2
  • 24
    • 0001457721 scopus 로고
    • Impression management in the feedback-seeking process: A literature review and research agenda
    • Morrison, E.W. and Bies, K.J. (1991), "Impression management in the feedback-seeking process: a literature review and research agenda", Academy of Management Review, Vol. 16 No. 3, pp. 52241.
    • (1991) Academy of Management Review , vol.16 , Issue.3 , pp. 52241
    • Morrison, E.W.1    Bies, K.J.2
  • 25
    • 0003528130 scopus 로고
    • McGraw-Hill Book Company, New York, NY
    • Nunnally, J.C. (1967), Psychometric Theory, McGraw-Hill Book Company, New York, NY.
    • (1967) Psychometric Theory
    • Nunnally, J.C.1
  • 26
    • 21144479658 scopus 로고
    • Boundary role ambiguity: Facets, determinants and impacts
    • April
    • Singh, J. (1993),"Boundary role ambiguity: facets, determinants and impacts", Journal of Marketing, Vol. 57, April, pp. 11-31.
    • (1993) Journal of Marketing , vol.57 , pp. 11-31
    • Singh, J.1
  • 27
    • 0000982352 scopus 로고
    • Boundary role ambiguity in marketing-oriented positions: A multidimensional, multifaceted operationalization
    • August
    • Singh, J. and Rhoads, G.K. (1991), "Boundary role ambiguity in marketing-oriented positions: a multidimensional, multifaceted operationalization", Journal of Marketing Research, Vol. 28, August, pp. 328-38.
    • (1991) Journal of Marketing Research , vol.28 , pp. 328-338
    • Singh, J.1    Rhoads, G.K.2
  • 28
    • 0001800608 scopus 로고
    • Smaller versus harder: An exploratory attribution analysis of salespeople's motivation
    • February
    • Sujan, H. (1986), "Smaller versus harder: an exploratory attribution analysis of salespeople's motivation", Journal of Marketing Research, Vol. 23 February, pp. 41-9.
    • (1986) Journal of Marketing Research , vol.23 , pp. 41-49
    • Sujan, H.1
  • 29
    • 77956859351 scopus 로고
    • Salience, attention and attribution: Top of the head phenomena
    • Berkowitz, L. (Ed.), Academic Press, New York, NY
    • Taylor, S.E. and Fiske, S.T. (1978), "Salience, attention and attribution: top of the head phenomena", in Berkowitz, L. (Ed.), Advances in Experimental Social Psychology. Vol. 11, Academic Press, New York, NY.
    • (1978) Advances in Experimental Social Psychology , vol.11
    • Taylor, S.E.1    Fiske, S.T.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.