publication venue for
- An Evaluation: Distance Education Techniques Used in Sales Training.. 15:69. 95
- Exploring salespersons' customer orientation as a mediator of organizational culture's influence on buyer-seller relationships.. 16:33-52. 1996
- Exploring the relative effects of salesperson interpersonal process attributes and technical product attributes on customer satisfaction.. 16:5-23. 1996
- A Model of Salespeople's Training Attitudes and Related Outcomes: A Research Proposal.. 15:72. 1995
- A Modified Organizational Commitment Scale for Use in Sales Research.. 15:74. 1995
- A Problem Centred Approach to Sales Force and Key Account Management - A U.K. Perspectice.. 15:75. 1995
- A Synopsis of the Literature on Characteristics of Successful Salespeople.. 15:70. 1995
- An Exploratory Study of Buyers' and Sllers' Ethical Perceptions and Intentions to Choose a Supplier.. 15:72. 1995
- Attributions in Salesperson Evaluations: The Impact of Performance Outcome.. 15:73. 1995
- Defining the Category of Pal-Assisted Buyers: Sellers' Declaritive and Procedural Knowledge Structures.. 15:70. 1995
- Dimensions of Selling Strategy.. 15:75. 1995
- Examining how Sales Managers Evaluate Their Salespeoples' Performance.. 15:73. 1995
- Federally Mandated Outcomes Assessment: How Can Sales and Marketing Educators Respond?. 15:69. 1995
- Influence of Personal Characteristics on Salespeople's Coping Styles.. 15:71. 1995
- Ingroup and Outgroup Status in the Sales Force: Is Gender a Factor?. 15:71. 1995
- International Sales Force Design: A Conceptual Model of the Propensity to Ally.. 15:75. 1995
- Linking Sales Quotas to Territory Untapped Market Potential.. 15:74. 1995
- Psychometric Assessment of the Behrman-Perrault Salesperson Performance Scale Using Salesperson-Sales Manager Dyads.. 15:75. 1995
- Role Clarity and Vertical Communication in Sales Managers' Performance.. 15:73. 1995
- Salesperson and Sales Force Financial Compensation: A Review of Existing Literature and Recommendations for Further Research.. 15:72. 1995
- Structuring a Sales Course Based on the Cognitive Domain.. 15:69. 1995
- The Impact of Action Control Tendencies on Effort Expended on Sales Behaviors Within an Expectancy Framework: A Proposal.. 15:73. 1995
- The Impact of Closing Techniques on Prospect Trust.. 15:72. 1995
- The Influence of Salespersons' Customer-Orientation on Customer Satisfaction and Relationship Development.. 15:74. 1995
- The Relationship Between Adaptive Selling, Task-Related Sales Behavior and Commitment to Performance - Some Largely Disappointing Results.. 15:70. 1995
- The Relationship of Adaptive Behaviors of Industrial Sales-People to Performance.. 15:70. 1995
- The Relative Importance of Salesperson Interpersonal Process Attributes and Technical Product Attributes in a Commodity Industry.. 15:71. 1995
- The Roles of Moral Judgement, Customer Oriented Selling, and Customer Trust in Developing Relational Exchange and Improving Salesperson Performance.. 15:72. 1995