A psychometric assessment of the Lennox and Wolfe self-monitoring scale in the sales force

Industrial Marketing Management

Volumn 39, Issue 7, 2010, Pages 1162-1169

  Deeter Schmelz, Dawn R ^a   Ramsey, Rosemary P ^b  

^a OHIO UNIVERSITY   (United States)

^b WRIGHT STATE UNIVERSITY   (United States)

Author keywords

Adaptive selling; Sales managers; Salespeople; Scale assessment; Self monitoring

Indexed keywords

EID: 77956870192     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2009.12.004     Document Type: Article

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