Книга: Управление отделом продаж
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101

Обсуждение процесса социализации см. Alan J. Dubinsky et al. Salesforce Socialization. Journal of Marketing 50 (октябрь 1986), стр. 192–207.

102

Grant, Stephen E. and Alan J. Bush. Salesforce Socialization tactics: Building Organizational value congruence. Journal of Personal Selling & Sales Management 16 (лето 1996), стр. 17–32, и Todd D. Donovan, Xiang Fang, Neeli Bendapudi, Surendra N. Singh. Applying Interactional Psychology to Salesforce Management, a Socialization Illustration. Qualitative Market Research, V. 7 (2004). С. 139–152; Sparks, John R. and Joseph A. Schenk, Socialization Communication, Organizational Citizenship Behaviors, and Sales in a Multi-level Organization. Journal of Personal Selling & Sales Management 26 (весна 2006). С. 161–180; Cynthia D. Fisher and Richard Gitelson, A Meta-Analysis of the Correlates of Sole Conflict and Ambiguity. Journal of Applied Psychology 68 (May 1983), стр. 320–333. См. также Rosemary Ramsey Lagace. Role Stress Differences between Salesmen and Saleswomen: Effect on Job Satisfaction a id Performance. Psychological Reports 62 (июнь 1988). С. 815–825; Jagdip Singh, Boundary Role Ambiguity: Facets, Determinants, and Impacts. Journal of Marketing 57 (апрель 1993). С. 11–31; James S. Boles, John Andy Wood, and Julie Johnson. Interrelationships of Role Conflict, Role Ambiguity, and Work-Family Conflict with Different facets of job Satisfaction and the Moderating Effects of Gender. Journal of Personal Selling & Sales Management 23 (весна 2003). С. 99.
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