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Volumn 3, Issue 1, 1988, Pages 53-59

The sales force as a marketing intelligence system

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EID: 33845565039     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/eb006051     Document Type: Review
Times cited : (30)

References (21)
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  • 2
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    • A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons
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  • 3
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  • 4
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    • The Determination of Salesperson Performance: A Meta-Analysis
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    • Churchill, Gilbert A., Jr., Neil A. Ford, Steven W. Hartley, and Orville C. Walker, Jr., “The Determination of Salesperson Performance: A Meta-Analysis,” Journal of Marketing Research, XXII (May 1985), 103-118.
    • (1985) Journal of Marketing Research , vol.22 , pp. 103-118
    • Churchill, G.A.1    Ford, N.A.2    Hartley, S.W.3    Walker, O.C.4
  • 5
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    • Role Clarity and the Salesman
    • January
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    • (1975) Journal of Marketing , vol.39 , pp. 71-74
    • Donnelly, J.H.1    Ivancevich, J.M.2
  • 6
    • 70449469534 scopus 로고
    • What Counts Most in Motivating Your Sales Force
    • May-June
    • Doyle, Stephen X., and Benson P. Shapiro, “What Counts Most in Motivating Your Sales Force,” Harvard Business Review, 58, no. 3 (May-June 1980), 133-39.
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  • 8
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    • The Role of Sales Managers and Salespeople in a Marketing Information System
    • November
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    • Evans, K.R.1    Schlacter, J.L.2
  • 10
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    • Frameworks of Strategic Marketing Information Needs
    • Goretsky, M. Edward, “Frameworks of Strategic Marketing Information Needs,” Industrial Marketing Management, 12 (1983), 7-11.
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  • 12
    • 0004185713 scopus 로고
    • 2nd ed., Homewood, 111.: Richard D. Irwin, Inc.
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  • 14
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    • April
    • Skolnik, Rayna, “Campbell Stirs Up Its Sales Force,” Sales and Marketing Management, April 1986, pp. 56-58.
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    • Skolnik, R.1
  • 15
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    • How to Keep Your Sales Information System Up to Date
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    • Stryker, Charles W. “How to Keep Your Sales Information System Up to Date,” Business Marketing, August 1985, pp. 104, 106, 108, 110.
    • (1985) Business Marketing , pp. 104
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  • 16
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    • Nonverbal Communication and High Contact Employees
    • ed. John A. Zepiel, Michael R. Solomon, and Carol F. Suprenant. Lexington, Mass. : Lexington Books
    • Tansik, David A., “Nonverbal Communication and High Contact Employees,” in The Service Encounter: Managing Employee-Customer Interaction in a Service Business, ed. John A. Zepiel, Michael R. Solomon, and Carol F. Suprenant. Lexington, Mass. : Lexington Books 1985, pp. 149161.
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  • 18
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    • Tyagi, P.K.1
  • 19
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    • Walker, O. C., G. A. Churchill, and N. M. Ford, “Where Do We Go from Here? Selected Conceptual and Empirical Issues Concerning the Motivation and Performance of the Industrial Sales Force,” in Critical Issues in Sales Management: State of the Art and Future Research Needs, ed. G. A. Albaum and G. A. Churchill. University of Oregon Press, Eugene, Ore., 1979.
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  • 20
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  • 21


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.