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Gilbert A. Churchill, Jr., Neil M. Ford, and Orville C. Walker, Jr. Personal C haracteristics of Salespeople and the Attractiveness of Alternative Rewards, Journal of Business Research 7 (1979). С. 25–50; Robert L. Berl, Nicholas C. Williamson, and Terry Powell. Industrial Salesforce Motivation: A Critique and Test of Maslow’s Hierarchy of Needs. Journal of Personal Selling & Sales Management (май 1984). С. 33–39.

См. Lawler. Pay and Organizational Effectiveness, особенно, с. 46–59. Maslow, Motivation and Personality, 2-е изд. New York; Harper & Row, 1970.

Wesley J. Johnston and Keysuk Kim. Performance, Attribution, and Expectancy Linkages in Personal Selling. Journal of Marketing (октябрь 1994). С. 68–81; Thomas E. DeCarlo, R. Kenneth Teas, and James C. McElroy. Salesperson Performance Attribution Process and the Formation of Expectancy Estimates. Journal of Personal Selling & Sales Management 17 (лето 1997). С. 1–17.

David C. McClelland, John W. Atkinson, Russell A. Clark, and Edgar L. Lowell. The Achievement Motive. New York: Appleton-Century-Crofts 1953; John W. Atkinson. An Introduction to Motivation. Princeton, NJ: Van Nostrand, 1964; Murray R. Barrick, Greg L. Steward, and Mike Piotrowski. Personality and Job Performance: Test of the Mediating Effects of Motivation Among Sales Representatives. Journal of Applied Psychology 87 (февраль 2002). С. 43.

См. например E. E. Lawler III. Job Attitudes and Employee Motivation: Theory, Research, and Practice. Personnel Psychology 23 (1970). С. 223–237; Julian B. Rotter. Generalized Expectancies for Internal versus External Control of Reinforcement. Psychological Monographs: General and Applied (1966). С. 80; Michael L. Mallin, and Michael Mayo. Why Did I Lose? A Conservation of Resources View of Salesperson Failure Attributions. Journal of Personal Selling & Sales Management 26 (осень 2006). С. 345; J. K. Sager, H. D. Strutton, and D. A. Johnson. Core Self-Evaluations and Salespeople, Psychology & Marketing 23 (февраль 2006). С. 95.

J. K. Sager, H. D. Strutton, and D. A. Johnson. Core Self-Evaluations and Salespeople. Psychology & Marketing 23 (февраль 2006). С. 95.

Abraham K. Korman. Expectancies as Determinants of Performance. Journal of Applied Psychology 55 (1971). С. 218–222; Lawler, «Job Attitudes, с. 223–237; Anonymous. The ‘Outcomes Approach to Motivation. Manager’s Magazine 59 (ноябрь 1984). С. 32–35.

Ingram and Bellenger. Personal and Organizational Variables, с. 203–204.

R. Kenneth Teas and James O. McElroy. Causal Attributions and Expectancy Estimates: A Framework for Understanding the Dynamics of Salesforce Motivation. Journal of Marketing (январь 1986). С. 75–86; DeCarlo, Teas, and McElroy. Salesperson Performance Attribution Processes; Johnston and Kim, Performance, Attribution, arid Expectancy Linkages; Andrea L. Dixon, Rosann L. Spiro, and Maqbul Jamil. Successful and Unsuccessful Sales Calls; Measuring Salesperson Attributions and Behavioral Intentions. Journal of Marketing 65, № 3 (2001). С. 64–78.

Karen E. Flaherty and James M. Pappas. Using Career Stage Theory to Predict Turnover Intentions Among Salespeople. Journal of Marketing Theory and Practice 10 (лето 2002). С. 48–57. См. также Sujan, Smarter versus Harder.

William L. Cron. Industrial Salesperson Development: A Career Stages Perspective. Journal of Marketing (осень 1984). С. 41–52; 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 (май 1986). С. 119–129; William L Cron, Alan J. Dubinsky, and Ronald K. Michaels. The Influence of Career Stages on Components of Salesperson Motivation. Journal of Marketing (January 1988). С. 78–92; William L. Cron, Ellen F. Jackofsky, and John W. Slocum, Jr. Job Performance and Attitudes of Disengagement Stage Salespeople Who Are about to Retire. Journal of Personal Selling & Sales Management (весна 1993) с. 1–13.

Miao, C. Fred, Donald J. Lund, and Kenneth Evans. Re-Examining the Influence of Career Stages on Salesperson Motivation: A Cognitive and Affective Perspective. Journal of Personal Selling & Sales Management 29 (лето 2009). С. 101–112; Robin T. Peterson. Beyond the Plateau. Sales & Marketing management (июль 1993). С. 78–82.

Robert House. A Path-Goal Theory of Leadership Effectiveness. Administrative Science Quarterly 16, (1971). С. 321–339; Marshall Goldsmith. What Drives Our Greatest Leaders. BusinessWeek, июль 17, 2007, BusinessWeek Online; Frank E. Moriya and john C. Gockley. Grid Analysis for Sales Supervision. Industrial Marketing Management 14 (ноябрь 1985). С. 235–238.

Bill Kelley. How Much Help Does a Salesperson Need? Sales & Marketing Management (май 1989). С. 32–34.

Gilbert A. Churchill, Jr. Neil M. Ford, and Orville C. Walker, Jr., Organizational Climate and Job Satisfaction in the Sales Force. Journal of Marketing Research (ноябрь 1976). С. 323–332; Pradeep K. Tyagi. Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance. Journal of Marketing (лето 1985). С. 76–86. См. также Susan K. DelVecchio. The Quality of Salesperson-Manager Relationship: The Effect of Latitude, Loyalty and Competence. Journal of Personal Selling & Sales Management (зима 1998). С. 31–48; Vincent Alonzo, Perks for Jerks. Sales & Marketing Management (февраль 2001). С. 38–40; Shepherd, C David, Armen Tashcian and Rick E. Ridnour. An Investigation of the Job Burnout Syndrome in Personal Selling. Journal of Personal Selling & Sales Management 31 (осень 2011). С. 397–410.

Julia Chang. Born to Sell? Sales & Marketing Management (июль 2003). С. 34–38. Более детальное описание данного исследования в области работы торгового персонала см. William I. Cron, Greg W. Marshall, Jagdip Singh, Rosann L. Spiro, and Harish Sujan. Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities. Journal of Personal Selling & Sales Management 25 (весна 2005). С. 123–136; Thomas E. DeCarlo, Sanjeev Agarwal, and Shyman B. Vyas. Performance Expectations of Salespeople: The Role of Past Performance and Casual Attributions in Independent and Interdependent Cultures. Journal of Personal Selling & Sales Management 27 (весна 2007). С. 133–147; Ronald Jelinek and Michael Ahearne. The Enemy Within: Examining Salesperson Deviance and Its Determinants. Journal of Personal Selling & Sales Management 26 (осень 2006). С. 327–344; Blair Kidwell, Richard G. McFarland, and Ramon A. Avila. Perceiving Emotion in the Buyer-Seller Interchange: The Moderated Impact on Performance. Journal of Personal Selling & Sales Management 27 (весна 2007). С. 119–132.