Книга: Управление отделом продаж
Назад: 97
Дальше: 99

98

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.
Назад: 97
Дальше: 99