Personal selling and sales management: A relationship marketing perspective

Journal of the Academy of Marketing Science

Volumn 27, Issue 2, 1999, Pages 241-254

  Weitz, Barton A ^a   Bradford, Kevin D ^b  

^a UNIVERSITY OF FLORIDA   (United States)

^b UNIVERSITY OF NOTRE DAME   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 22644451283     PISSN: 00920703     EISSN: None     Source Type: Journal    
DOI: 10.1177/0092070399272008     Document Type: Article

References (5)

1. Altman, I. and D. A. Taylor. 1973. Social Penetration: The Development of Interpersonal Relationships. New York: Holt, Rinehart & Winston.
2. Amason, Allen C. 1996. "Distinguishing the Effects of Functional and Dysfunctional Conflict on Strategic Decision Making: Resolving a Paradox for Top Management Teams." Academy of Management Journal 39 (February): 123-148.
3. Ancona, Deborah and Davbid Caldwell. 1992. "Demography and Design: Predictors of New Product Team Performance." Organizational Sciences 3:321-341.
4. Anderson, Erin and Richard Oliver. 1987. "Perspectives on BehaviorBased and Outcome-Based Salesforce Control Systems." Journal of Marketing 51 (October): 76-88.
5. - and Thomas Robertson. 1995. "Inducing Multi-Line Salespeople to Adopt House Brands." Journal of Marketing 59 (April): 16-31.