Книга: Управление отделом продаж
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Abraham k. Korman. Expectations as Determinants of Performance. Journal of Applied Psychology 55 (1971). С. 218–222; Roy D. Howell, Danny N. Bellenger, and James B. Wilcox. Self-Esteem, Role Stress, and Job Satisfaction among Marketing Managers. Journal of Business Research (February 1987). С. 71–84. Также см. Jeffrey Sager, Junsub Yi, and Charles M. Futrell. A Model of Depicting Salesperson’s Perceptions. Journal of Personal Selling & Sales Management 18 (лето 1998). С. 1–22; Marc-Andrй Reinhard and Oliver Dickhдuser. Need for Cognition, Task Difficulty, and the Formation of Performance Expectancies. Journal of Personality and Social Psychology 96 (май 2009). С. 1062.
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