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The Salesman's Career Cycle
1 references·9 citing·40 second hop
The Salesman's Career Cycle (1974)The Salesman's Career CycleEXPLOIT THE PRODUCT LIFE CYCLE (1965)EXPLOIT THE PRODUCT LIFE CYCLECareer Plateaus in the Salesforce: Understanding and Removing Blockages to Employee Growth (2013)Career Plateaus in the Salesf…The Problem Solving Approach Of International Salespeople: The Experience Effect (2004)The Problem Solving Approach …The Top Ten Sales Articles of the 20th Century (2001)The Top Ten Sales Articles of…Job Performance and Attitudes of Disengagement Stage Salespeople Who are about to Retire (1993)Job Performance and Attitudes…Extending a model of salesperson role perceptions and work-related attitudes: Impact of job tenure (1989)Extending a model of salesper…Implications of Salesforce Productivity Heterogeneity and Demotivation: A Navy Recruiter Case Study (1986)Implications of Salesforce Pr…An Empirical Investigation of The Salesperson's Career Stage Perspective (1986)An Empirical Investigation of…Purchasing Training Programs (1983)Purchasing Training ProgramsA Structural Equation Investigation of the Pay Satisfaction-Valence Relationship among Salespeople (1982)A Structural Equation Investi…The Social Psychology of Bargaining and Negotiation (1975)The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Marketing Communications in Nonbusiness Situations or Why It's So Hard to Sell Brotherhood like Soap (1979)Personal characteristics of salespeople and the attractiveness of alternative rewards (1979)Territory Sales Response (1979)RELACIÓN ENTRE LA INNOVACIÓN Y EL DESEMPEÑO: IMPACTO DE LA INTENSIDAD COMPETITIVA Y EL SLACK ORGANIZACIONAL (2019)Understanding the Determinants for the Adoption of Mobile Market Research: An Empirical Study in the Spanish Market Research Industry (2020)Theoretical grounds of labour demotivation diagnostics in the light of eighth SDG (2021)Coefficient Alpha and the Internal Structure of Tests (1951)Role Conflict and Ambiguity in Complex Organizations (1970)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Examining the antecedents and consequences of salesperson job stress (1997)Burnout and Perceived Organisational Support Among Front-Line Hospitality Employees (2007)The pull-to-stay effect: influence of sales managers’ leadership worthiness on salesperson turnover intentions (2020)The Psychology of Careers. (1959)Organizational commitment, job satisfaction, and turnover among psychiatric technicians. (1974)Developing Buyer-Seller Relationships (1987)Organizational Climate and Job Satisfaction in the Salesforce (1976)Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Effectiveness in Sales Interactions: A Contingency Framework (1981)Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures (1997)Manual for the Minnesota Satisfaction Questionnaire. (1967)Significance tests and goodness of fit in the analysis of covariance structures. (1980)Examining Product Managers' Job Satisfaction and Performance Using Selected Organizational Behavior Variables (1989)Motivation and Personality (1992)Consequences of Sales Management's Behavior- and Compensation-Based Control Strategies in Developing Countries (2004)Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach (2007)Work and motivation (1964)Organizational Strategy, Structure, and Process (1978)Social Learning Theory. (1978)Internal auditor burnout: an examination of behavioral consequences (2006)Can sales leaders with humility create adaptive retail salespersons? (2020)Difference in Attribute Importance for Different Industrial Products (1974)Purchasing and Materials Management: Text and Cases (1977)Market Research and Analysis (1980)Product life cycle research: A literature review (1979)The Evolution of New Industries and the Determinants of Market Structure (1990)Profiles of Product Innovators Among Large U.S. Manufacturers (1992)The IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process (2012)
this work references cited by second hop

References

  • 1965EXPLOIT THE PRODUCT LIFE CYCLE814 cited

Cited by

  • 1989Extending a model of salesperson role perceptions and work-related attitudes: Impact of job tenure48 cited
  • 1982A Structural Equation Investigation of the Pay Satisfaction-Valence Relationship among Salespeople44 cited
  • 2013Career Plateaus in the Salesforce: Understanding and Removing Blockages to Employee Growth31 cited
  • 1986An Empirical Investigation of The Salesperson's Career Stage Perspective27 cited
  • 1986Implications of Salesforce Productivity Heterogeneity and Demotivation: A Navy Recruiter Case Study25 cited
  • 2004The Problem Solving Approach Of International Salespeople: The Experience Effect23 cited
  • 2001The Top Ten Sales Articles of the 20th Century19 cited
  • 1993Job Performance and Attitudes of Disengagement Stage Salespeople Who are about to Retire19 cited
  • 1983Purchasing Training Programs7 cited

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