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Sales force performance

Author: Churchill, Gilbert A. ; Walker, Orville C. ; Ford, Neil M.Publisher: Lexington Books 1985.Language: EnglishDescription: 306 p. ; 24 cm.ISBN: 0669093769Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438.4 .F67 1985
(Browse shelf)
001209448
Available 001209448
Total holds: 0

Includes bibliographical references and index

Digitized

Sales Force Performance Contents Foreword vii Editor's Introduction ix Part I: Role Perceptions 1 1. Reactions to Role Conflict: The Case of the Industrial Salesman 7 Orville C. Walker, Yr., Gilbert A. Churchill Jr., and Neil M. Ford 2. Expectation-Specific Measures of the Intersender Conflict and Role Ambiguity Experienced by Industrial Salesmen 19 Neil M. Ford Orville C. Walker, Jr., and Gilbert A. Churchill Jr. 3. The Psychological Consequences of Role Conflict and Ambiguity in the Industrial Salesforce 35 Neil M. Ford, Orville C. Walker, Yr., and Gilbert A. Churchill Jr. 4. Organizational Determinants of the Industrial Salesman's Role Conflict and Ambiguity 49 Orville C. Walker, Yr., Gilbert A. Churchill Jr., and Neil M. Ford 5. Supervisory Behavior, Role Stress, and the Job Satisfaction of Industrial Salespeople 63 R. Kenneth Teas Part II: Aptitude/Skill Level 79 6. Identifying Successful Industrial Salesmen by Personality and Personal Characteristics 83 Lawrence M. Lamont and William Lundstrom 7. Effectiveness in Sales Interactions: A Contingency Framework 109 Barton A. Weitz Part III: Motivation 139 8. Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research 143 Orville C. Walker, Jr., Gilbert A. Churchill, Jr., and Neil M. Ford 9. Expectancy Theory Predictions of Salesmen's Performance 169 Richard L. Oliver 10. Determining the Rewards Salespeople Value: A Comparison of Methods 193 Gilbert A. Churchill, Jr., and Anthony Pecotich 11. Differences in the Attractiveness of Alternative Rewards Among Industrial Salespeople: Additional Evidence 213 Nil M. Ford Orville C. Walker, Jr., and Gilbert A. Churchill, Jr. Part IV: Environmental Factors 231 12. Measuring the Job Satisfaction of Industrial Salesmen 235 Gilbert A. Churchill, Jr., Neil M. Ford and Orville C. Walker, Jr. 13. Organizational Climate and Job Satisfaction in the Salesforce 249 Gilbert A. Churchill, Jr., Neil M. Ford, and Orville C. Walker, Jr. 14. Territory Sales Response 269 Adrian B. Ryans and Charles B. Weinberg Editors' Concluding Comments 293 Index of Subjects 299 Index of Authors 303 About the Contributors 307 About the Editors 309

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