Грэг Маршалл - Управление отделом продаж

Douglas N. Behrman and William D. Perrault, Jr. A Role Stress Model of the Performance and Satisfaction of Industrial Salespeople. Journal of Marketing 48 (осень 1984). С. 9–21; Richard P. Bagozzi. The Role of Social and Self-Conscious Emotions in the Regulation of Business-to-Business Relationships in Salesperson-Customer Interactions. The Journal of Business & Industrial Marketing 21 (2006). С. 453.

Kahn и соавт. Organizational Stress, с. 72–95; Ajay K. Kohli. Some Unexplored Supervisory Behaviors and Their Influence on Salespeople’s Role Clarity, Specific Self-Esteem, Job Satisfaction and Motivation, Journal of Marketing Research 22 (ноябрь 1985). С. 424–433; Louis W. Fry, Charles M. Futrell, A. Parasureman, and Margaret Chmielewski, An Analysis of Alternate Causal Models of Salesperson Role Perceptions and Work-Related Attitudes. Journal of Marketing Research 23 (май 1986). С. 153–163; Jeffrey Sager. A Structural Model Depicting Salespeople’s Job Stress. Journal of the Academy of Marketing Science 22 (зима 1994). С. 74–84.

R. Kenneth Teas, John G. Wacker, and R. Eugene Hughes. A Path Analysis of Causes and Consequences of Salespeople’s Perceptions of Role Clarity. Journal of Marketing Research 16 (август 1979). С. 355–369; Richard P. Bagazzi. The Nature and Causes of Self-Esteem, Performance, and Satisfaction in the Sales Force: A Structural Equation Approach. Journal of Business 53 (1980). С. 315–331, Gary K. Rhoads, Jagdip Singth, and Phillips W. Goodell. The Multiple Dimensions of Role Ambiguity and Their Impact upon Psychological and Behavioral Outcomes of Industrial Salespeople. Journal of Personal Selling & Sales Management 14 (лето 1994). С. 1–24; Vincent Onyemah, Role Ambiguity. Role Conflict and Performance: Empirical Evidence of an Inverted-U Relationship. Journal of Personal Selling & Sales Management 28 (лето 2008). С. 299.

Weeks, William A., Christophe Fournier. The Impact of Time Congruity on Salesperson’s Role Stress. A Person-Job Fit Approach. Journal of Personal Selling & Sales Management 30 (лето 2010). С. 209–2 22; Charles M. Futrell and A. Parasuraman. The Relationship of Satisfaction and Performance to Salesforce Turnover, Journal of Marketing 48 (осень 1984). С. 33–40; George H. Lucas, Jr., и соавт., An Empirical Study of Salesforce Turnover. Journal of Marketing 51 (июль 1987). С. 34–59; Terence L. Holmes and Rajesh Srivastava. Effects of Job Perceptions on Job Behaviors: Implications for Sales Performance. Industrial Marketing Management 31 (август 2002). С. 421.

DeConinck, James B. and Julie T. Johnson. The Effects of Perceived Supervisor Support, Perceived Organizational Support, and Organizational Justice on Turnover Among Salespeople. Journal of Personal Selling & Sales Management 29 (Fall 2009), pp. 333-351. Richard P. Bagozzi. Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors. Journal of Marketing Research 15 (ноябрь 1978). С. 517–531; Ryan D. Zimmerman and Todd C. Darnold. The Impact of Job Performance on Employee Turnover Intentions and the Voluntary Turnover Process; A Meta-Analysis and Path Model. Personnel Review 38 (2009). С. 142; Wouter Vandenabeele. The Mediating Effect of Job Satisfaction and Organizational Commitment on Self Reported Performance: More Robust Evidence of the PSM-Performance Relationship. International Review of Administrative Sciences 75 (март 2009). С. 11.

Rapp, Adam, Raj Agnihotri, and Thomas L. Baker. Conceptualizing Salesperson Competitive Intelligence: An individual Level Perspective. Journal of Personal Selling & Sales Management 31 (весна 2011). С. 141–156. Lawrence B. Chonko, Roy D. Howell, and Danny N. Bellenger. Consequence in Sales Force Evaluation: Relation to Sales Force Perceptions of Conflict and Ambiguity. Journal of Personal Selling & Sales Management 6 (май 1986). С. 35–48.

Тот же источник.

Lawrence B. Chonko. The Relationship of Span of Control to Sales Representatives: Experienced Role Conflict and Role Ambiguity. Academy of Management Journal, 25 (июнь 1982). С. 452–456; Shelby D. Hunt and Arturo Z. Vasquez-Parraga. Organizational Consequences, Marketing Ethics, and Salesforce Supervision. Journal of Marketing Research 30 (февраль 1993). С. 78–90; Linda S. Hartenian, Farrand J. Hadaway, and Gordon J. Badovick. Antecedents and Consequences of Role Perceptions: A Path Analytic Approach. Journal of Applied Business Research 10 (весна 1994). С. 40–50.

Valentine, Sean. Ethics Training, Ethical Context, and Sales and Marketing Professionals’ Satisfaction with Supervisors and Coworkers. Journal of Personal Selling & Sales Management 29 (лето 2009). С. 227–242; Susan Powell Mantel. Choice or Perception: How Affect Influences Ethics Choices Among Salespeople. Journal of Personal Selling & Sales Management 25 (зима 2005). С. 43–55. Paul Busch. The Sales Manager’s Bases of Social Power and Influence upon the Sales Force. Journal of Marketing 44 (лето 1980). С. 91–101; Ronald E. Michaels, William L. Cron, Alan J. Dubinskv, and Erich A. Joachimsthaler, Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers. Journal of Marketing Research 25 (ноябрь 1988). С. 376–383.

Pradeep K. Tyagi. The Effects of Stressful Organizational Conditions on Salesperson Work Motivation. Journal of the Academy of Marketing Science 13 (зима – весна 1985). С. 290–309; Susan M. Keaveney and James E. Nelson. Coping with Organizational Role Stress: Intrinsic Motivational Orientation, Perceived Role Benefits and Psychological Withdrawal. Journal of the Academy of Marketing Science 21 (весна 1993). С. 113–124; C. Fred Miao and Kenneth R. Evans. The Impact of Salesperson Motivation on Role Perceptions and Job Performance: A Cognitive and Affective Perspective. Journal of Personal Selling & Sales Management 27 (зима 2007). С. 89. Rutherford, Brian, JungKun Park, and Sang-Lin. Increasing Job Performance and Descreasing Salesperson Propensity to Leave: An Examination in an Asian Sales Force. Journal of Personal Selling & Sales Management 31 (весна 2011). С. 171–184.

Greg W. Marshall, William C. Moncrief, and Felicia G. Lassk. The Current State of Sales Force Activities. Industrial Marketing Management 28 (1999). С. 87–98; William C. Moncrief, Selling Activity and Sales Position Taxonomies for Industrial Salesforces. Journal of Marketing research 23 (август 1986). С. 261–270; Robert E. Hite and Joseph A. Bellizzi. Differences in the Importance of Selling Techniques between Consumer and Industrial Salespeople. Journal of Personal Selling & Sales Management 5 (ноябрь 1985). С. 19–30.

Suzy Ramlal, Review of Employee Motivation Theories and Their Implications for Employee Retention within Organizations. Journal of American Academy of Business 5 (September 2004). С. 52–64.

Обсуждение мотивационных теорий и их взаимодействие см. James L. Gibson, John M. Ivancevich, and James H. Donnelly, Jr. Organizations: Behavior, Structure, Processes, 7th ed. Homewood. IL: Richard D. Irwin, 1991; Mary D. Stecher and Joseph G. Rosse. Understanding Reactions to Workplace Injustice Through Process Theories of Motivation: A Teaching Module and Simulation. Journal of Management Education 31 (December 2007). С. 777–796.