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Volumn 26, Issue 3, 2006, Pages 293-303

An agenda for selling and sales management research: Using the financial industry's forward thinkers for insight

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EID: 33746426143     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134260304     Document Type: Article
Times cited : (17)

References (17)
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    • (March-April)
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    • (1998) Business Horizons , vol.41 , Issue.2 , pp. 31-38
    • Buckley, M.R.1    Ferris, G.R.2    Bernadin, H.J.3    Harvey, M.G.4
  • 3
    • 0002499517 scopus 로고
    • "Industrial Salesperson Development: A Career Stages Perspective"
    • (Fall)
    • Cron, William (1984), "Industrial Salesperson Development: A Career Stages Perspective," Journal of Marketing. 48 (Fall), 41-52.
    • (1984) Journal of Marketing , vol.48 , pp. 41-52
    • Cron, W.1
  • 4
    • 0000351972 scopus 로고
    • "The Influence of Career Stages on Salespeople's Job Attitude, Work Perceptions, and Performance"
    • (May)
    • Cron. William, and John W. Slocum, Jr. (1986), "The Influence of Career Stages on Salespeople's Job Attitude, Work Perceptions, and Performance," Journal of Marketing Research, 23 (May), 119-129.
    • (1986) Journal of Marketing Research , vol.23 , pp. 119-129
    • Cron, W.1    Slocum Jr., J.W.2
  • 5
    • 0003082581 scopus 로고
    • "The Influences of Career Stages on Components of Salespeople's Motivation"
    • (January)
    • Cron, William, Alan Dubinsky, and Ronald Michaels (1988), "The Influences of Career Stages on Components of Salespeople's Motivation," Journal of Marketing, 52 (January), 78-92.
    • (1988) Journal of Marketing , vol.52 , pp. 78-92
    • Cron, W.1    Dubinsky, A.2    Michaels, R.3
  • 6
    • 0002607378 scopus 로고
    • "Assessing Advantage: A Framework for Diagnosing Competitive Superiority"
    • Day, George S., and Robin Wensley (1988), "Assessing Advantage: A Framework for Diagnosing Competitive Superiority," Journal of Marketing, 52 (2), 1-20.
    • (1988) Journal of Marketing , vol.52 , Issue.2 , pp. 1-20
    • Day, G.S.1    Wensley, R.2
  • 7
    • 0001323645 scopus 로고    scopus 로고
    • "An Exact Algorithm for the Maximal Covering Problem"
    • Downs, B.T, and J.D. Camm (1996), "An Exact Algorithm for the Maximal Covering Problem," Naval Research Logistics, 43 (3), 435-461.
    • (1996) Naval Research Logistics , vol.43 , Issue.3 , pp. 435-461
    • Downs, B.T.1    Camm, J.D.2
  • 9
    • 1842537934 scopus 로고    scopus 로고
    • "Group Performance and Decision Making"
    • Kerr, Norbert L., and R. Scott Tindale (2004), "Group Performance and Decision Making," Annual Review of Psychology, 55 (1), 623-655.
    • (2004) Annual Review of Psychology , vol.55 , Issue.1 , pp. 623-655
    • Kerr, N.L.1    Tindale, R.S.2
  • 10
    • 85009563281 scopus 로고    scopus 로고
    • "Research Priorities in Sales Strategy and Performance"
    • (Spring)
    • Leigh, Thomas W, and Greg W. Marshall (2001), "Research Priorities in Sales Strategy and Performance," Journal of Personal Selling & Sales Management, 21, 2 (Spring), 83-93.
    • (2001) Journal of Personal Selling & Sales Management , vol.21 , Issue.2 , pp. 83-93
    • Leigh, T.W.1    Marshall, G.W.2
  • 11
    • 85009539268 scopus 로고    scopus 로고
    • "Research in Selling and Sales Management in the Next Millennium: An Agenda from the AMA Faculty Consortium"
    • (Winter)
    • Marshall, Greg W., and Ronald E. Michaels (2001), "Research in Selling and Sales Management in the Next Millennium: An Agenda from the AMA Faculty Consortium," Journal of Personal Selling & Sales Management, 21, 1 (Winter), 15-18.
    • (2001) Journal of Personal Selling & Sales Management , vol.21 , Issue.1 , pp. 15-18
    • Marshall, G.W.1    Michaels, R.E.2
  • 13
    • 35348817832 scopus 로고    scopus 로고
    • "2002 Economic Census: Industry Series"
    • U.S. Census Bureau Washington, DC (available at)
    • U.S. Census Bureau (2004), "2002 Economic Census: Industry Series," Washington, DC (available at www.census.gov/econ/census02/ guide/INDSUMM.HTM).
    • (2004)
  • 14
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    • "2004 National Occupational Employment and Wage Estimates: Sales and Related Occupations"
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    • (2004)


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