Книга: Управление отделом продаж
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133

См. Lawler. Pay and Organizational Effectiveness, особенно, с. 46–59. Maslow, Motivation and Personality, 2-е изд. New York; Harper & Row, 1970.

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Wesley J. Johnston and Keysuk Kim. Performance, Attribution, and Expectancy Linkages in Personal Selling. Journal of Marketing (октябрь 1994). С. 68–81; Thomas E. DeCarlo, R. Kenneth Teas, and James C. McElroy. Salesperson Performance Attribution Process and the Formation of Expectancy Estimates. Journal of Personal Selling & Sales Management 17 (лето 1997). С. 1–17.
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