Грэг Маршалл: Управление отделом продаж

Guenzi, Paolo, Luigi M. DeLuca, and Gabriele Troilo. Organizational Drivers of Salespeople’s Customer Orientation and Selling Orientation. Journal of Personal Selling & Sales Management 31 (лето 2011). С. 269–286. Barton A. Weitz. A Critical Review of Personal Selling Research: The Need for Contingency Approaches, in Critical Issues in Sales Management, eds. Albaum and Churchill, Jr., с. 76–126; John Andy Wood. NLP Revisited: Nonverbal Communications and Signals of Trustworthiness. Journal of Personal Selling & Sales Management 26 (весна 2006), стр. 198–204; Arun Sharma, Michael Levy, and Heiner Evanschitzky. The Variance in Sales Performance Explained by the Knowledge Structure of Salespeople. Journal of Personal Selling & Sales Management 27 (весна 2007). С. 169.

Siew Meng Leong, Paul S. Busch, and Deborah Roedder John. Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis. Journal of Marketing Research 26 (май 1990). С. 164–178; Richard G. McFarland and Blair Kidwell. An Examination of Instrumental and Expressive Traits on Performance: The Mediating Role of Learning, Prove, and Avoid Goal Orientations. Journal of Personal Selling & Sales Management 26 (весна 2006). С. 143–159.

R. Kenneth Teas. An Empirical Test of Models of Salespersons’ Job Expectancy and Instrumentality Perceptions. Journal of Marketing Research 18 (май 1981), стр. 209–226. Для эмпирического доказательства того, какие вещи мотивируют продавцов в США и сравнение с мотивацией продавцов в других странах, см. Alex Palmer, Success in Small Steps. Incentive 183 (февраль 2009). С. 44–46.

Artur Baldauf, David W. Cravens, и Nigel F. Piercy. Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness. Journal of Personal Selling & Sales Management (весна 2001). С. 109–122; Ken Grant, David W. Cravens, George S. Low, and William C. Moncrief. The Role of Satisfaction with Territory Design on Motivation, Attitudes, and Work Outcomes of Salespeople. Journal of the Academy of Marketing Science (весна 2001). С. 165–178; John W. Barnes, Donald W. Jackson, Jr., Michael D. Hutt, and Ajith Kumar. The Role of Culture Strength in Shaping Sales Force Outcomes. Journal of Personal Selling & Sales Management 26 (лето 2006). С. 255–270.

Take a Right and… Sales & Marketing Management (сентябрь 1997). С. 91–96.

Baker, Sunny and Kim Baker, Divide and Conquer. Journal of Business Strategy 20, № 5 (сентябрь/ октябрь 1999). С. 16–19; Gilbert A. Churchill, Jr., Neil M. Ford, and Orville C. Walker, Jr. Motivating the Industrial Salesforce: The Attractiveness of Alternative Rewards. Journal of Business Research 7 (1979). С. 25–50; William L. Cron and John W. Slocum, Jr. The Influence of Career Stages on Salespeople’s Job Attitudes, Work Perceptions, and Performance. Journal of Marketing Research 23 (май 1986). С. 119–129; Lawrence B. Chonko, John F. Tanner, and William A. Weeks. Selling and Sales Management in Action: Reward Preferences of Salespeople. Journal of Personal Selling & Sales Management 12 (лето 1992). С. 67–75; William A. Weeks, Terry W. Loe, Lawrence B. Chonko, Carlos Ruy Martinez, and Kirk Wakefield. Cognitive Moral Development and the Impact of Perceived Organizational Ethical Climate on the Search for Sales Force Excellence: A Cross-Cultural Study. Journal of Personal Selling & Sales Management 26 (весная 2006). С. 206–217.

Для описания процедур построения таблицы см. Gilbert A. Churchil, Jr., Neil M. Ford, and Orville C. Walker, Jr. Measuring the Job Satisfaction of Industrial Salesmen. Journal of Marketing Research 11 (август 1974). С. 254–260. Также см. Rosemary U. Lagace, Jerry R. Goolsby, and Jule ft. Gassenheimer. Scaling and Measurement: A Quasi-Replicative Assessment of a Revised Version of Indsales. Journal of Personal Selling & Sales Management 13 (зима 1993). С. 65–72.

Te-Lin, Chung, Brian Rutherford and Jungkun Park. Understanding multifacted job satisfaction of retail employees. International journal of Retail and Distribution Management 40, № 9 (2012). С. 699–716. Steven P. Brown and Robert A. Peterson. Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects. Journal of Marketing Research 30 (февраль 1993). С. 63–77.

Обсуждение процесса социализации см. Alan J. Dubinsky et al. Salesforce Socialization. Journal of Marketing 50 (октябрь 1986), стр. 192–207.

Grant, Stephen E. and Alan J. Bush. Salesforce Socialization tactics: Building Organizational value congruence. Journal of Personal Selling & Sales Management 16 (лето 1996), стр. 17–32, и Todd D. Donovan, Xiang Fang, Neeli Bendapudi, Surendra N. Singh. Applying Interactional Psychology to Salesforce Management, a Socialization Illustration. Qualitative Market Research , V. 7 (2004). С. 139–152; Sparks, John R. and Joseph A. Schenk, Socialization Communication, Organizational Citizenship Behaviors, and Sales in a Multi-level Organization. Journal of Personal Selling & Sales Management 26 (весна 2006). С. 161–180; Cynthia D. Fisher and Richard Gitelson, A Meta-Analysis of the Correlates of Sole Conflict and Ambiguity. Journal of Applied Psychology 68 (May 1983), стр. 320–333. См. также Rosemary Ramsey Lagace. Role Stress Differences between Salesmen and Saleswomen: Effect on Job Satisfaction a id Performance. Psychological Reports 62 (июнь 1988). С. 815–825; Jagdip Singh, Boundary Role Ambiguity: Facets, Determinants, and Impacts. Journal of Marketing 57 (апрель 1993). С. 11–31; James S. Boles, John Andy Wood, and Julie Johnson. Interrelationships of Role Conflict, Role Ambiguity, and Work-Family Conflict with Different facets of job Satisfaction and the Moderating Effects of Gender. Journal of Personal Selling & Sales Management 23 (весна 2003). С. 99.

J aramillo, Fernando, Jay Prakash Mulki, and James S. Boles. Workspace Stressors, Job Attitude, and Job Behaviors: Is Interpersonal Conflict the Missing Link? J ournal of Personal Selling & Sales Management 31 (весна 2011). С. 339–356, and Connors William, RIM Objects to Survey Showing Weak BlackBerry Developer Outlook. Wall Street Journal, июль, 26, 2012, http://blogs.wsj.com/canadarealtime/2012/07/13/rim-objects-to-survey-showing-weak-blackberry-developer-outlook/

Goutam Challagalla, Tasaddug Shervani, and George Huber. Supervisory Orientations and Salespeople Work Outcomes: The Moderating Effect of Salesperson Location. Journal of Personal Selling & Sales Management 20 (лето 2000), стр. 161–171; Daniel Tyran. Out of the Office, But Never Out of Reach. Sales & Marketing Management 155 (январь 2003). С. 18–19.

Neil M. Ford, Orville C Walker, Jr., and Gilbert A. Churchill, Jr. Expectation-Specific Measures of the Intersender Conflict and Role Ambiguity Experienced by Industrial Salesmen. Journal of Business Research 3 (апрель 1975). С. 95–112; Kris Maher. Stressed Out: Can Workplace Stress Get Worse? The Wall Street Journal (январь, 16, 2001), p. B-6; Greg W. Marshall, Daniel J. Goebel, and William C. Moncrief. Hiring for Success at the Buyer-Seller Interface. Journal of Business Research 56 (апрель 2003). С. 247.