Книга: Управление отделом продаж
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R. Kenneth Teas and James O. McElroy. Causal Attributions and Expectancy Estimates: A Framework for Understanding the Dynamics of Salesforce Motivation. Journal of Marketing (январь 1986). С. 75–86; DeCarlo, Teas, and McElroy. Salesperson Performance Attribution Processes; Johnston and Kim, Performance, Attribution, arid Expectancy Linkages; Andrea L. Dixon, Rosann L. Spiro, and Maqbul Jamil. Successful and Unsuccessful Sales Calls; Measuring Salesperson Attributions and Behavioral Intentions. Journal of Marketing 65, № 3 (2001). С. 64–78.
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