Benton Cocanougher and John M. Ivancevich. «BARS» Performance Rating for Sales Force Personnel. Journal of Marketing 42 (июль 1978). С. 87–95.

Lyndon E. Dawson, Jr., Barlow Soper, and Charles E. Pettijohn. The Effects of Empathy on Salesperson Effectiveness. Psychology and Marketing 9 (июль – август 1992). С. 297–310. См. также Neil M. Ford, Orville C. Walker, Jr., Gilbert A. Churchill, Jr., and Steven W. Hartley. Selecting Successful Salespeople: A Meta-Analysis of Biographical and Psychological Selection Criteria, in Annual Review of Marketing. ed. Michael J. Houston. Chicago: American Marketing Association, 1987. С. 90–131.