Barton A. Weitz, Harish Sujan, and Mita Sujan. Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness. Journal of Marketing (октябрь 1986). С. 174–191. См. также Harish Sujan. Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople’s Motivation. Journal of Marketing Research (февраль 1986). С. 41–49; Kirk Smith, Eli Jones, and Edward Blair. Managing Salesperson Motivation in a Territory Realignment. Journal of Personal Selling & Sales Management 20 (осень 2000). С. 215–226; Dana James, Web Conferencing. Talk Eases Salespeople’s Fears, Marketing News (ноябрь, 19, 2001). С. 4–5.