THE DETERMINANTS OF SALESPERSON PERFORMANCE - A META-ANALYSIS

被引：647

作者：

CHURCHILL, GA

FORD, NM

HARTLEY, SW

WALKER, OC

机构：

[1] UNIV DENVER,MKT,DENVER,CO 80210

[2] UNIV MINNESOTA,BUSINESS,MINNEAPOLIS,MN 55455

来源：

JOURNAL OF MARKETING RESEARCH | 1985年 / 22卷 / 02期

关键词：

D O I：

10.2307/3151357

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：103 / 118

页数：16

共 10 条

[1]

Churchill Jr G.A., 1985, SALES FORCE MANAGEME

[2]

Glass G.V., 1981, META ANAL SOCIAL RES

[3]

Glass GV, 2016, ED RES, V5, P3, DOI [10.2307/1174772ISSN0536-1036, 10.3102/0013189x005010003, DOI 10.3102/0013189X005010003]

[4]

HENEMAN H, 1975, PERSONNEL ADM, V91

[5]

Hunter J., 1982, METAANALYSIS CUMULAT, P176, DOI 10.3102/0013189X015008020

[6] VOCATIONAL TESTS FOR RETAIL SALESWOMEN [J].

Oschrin, Elsie .

JOURNAL OF APPLIED PSYCHOLOGY, 1918, 2 (02) :148-155

[7] DEVELOPMENT OF A GENERAL SOLUTION TO PROBLEM OF VALIDITY GENERALIZATION [J].

SCHMIDT, FL ;

HUNTER, JE .

JOURNAL OF APPLIED PSYCHOLOGY, 1977, 62 (05) :529-540

[8]

Walker O.C., 1979, CRITICAL ISSUES SALE, P10

[9] MOTIVATION AND PERFORMANCE IN INDUSTRIAL SELLING - PRESENT KNOWLEDGE AND NEEDED RESEARCH [J].

WALKER, OC ;

CHURCHILL, GA ;

FORD, NM .

JOURNAL OF MARKETING RESEARCH, 1977, 14 (02) :156-168

[10]

Weitz B.A., 1979, CRITICAL ISSUES SALE, P76

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