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Journal of Personal Selling & Sales Management Volume 14, 1994 - Issue 1
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Original Articles

Size Effects on Sales Mangement Practices Of Small Firms: A Study of Industrial Distributors

David ShipleyDr. David Shipley is a Lecturer in Marketing at Trinity College Business School in the University of Dublin, having previously worked at BradfordUniversity Management Centre. He has had ten years' experience in the British pottery industry. David's interests are in marketing strategy, industrial marketing, international marketing, distribution management and sales management. He has published over 60 articles on these topics in leading journals including the Journal of Personal Selling and Sales Management.
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David JobberDr David Jobber is Senior Lecturer in Marketing at the University of Bradford Management Centre. He has published articles in MIS Quarterly, International Journal of Research in Marketing, Industrial Marketing Management, Journal of International Business Studies and the Journal of the Operational Research Society, among others. He worked in personal selling for the TI Group, England, and is co-author of the book Sales Technique and Management. His research interests are selling, sales management and marketing research methodology.
Pages 31-43 | Published online: 24 Oct 2013

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Andrew Taylor & Margaret Taylor. (2014) Factors influencing effective implementation of performance measurement systems in small and medium-sized enterprises and large firms: a perspective from Contingency Theory. International Journal of Production Research 52:3, pages 847-866.
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James Cross, Steven W. Hartley, William Rudelius & Michael J. Vassey. (2001) Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications. Journal of Personal Selling & Sales Management 21:3, pages 199-206.
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Rajiv Mehta, Bert Rosenbloom & Rolph Anderson. (2000) Research Note: Role of the Sales Manager in Channel Management: Impact of Organizational Variables. Journal of Personal Selling & Sales Management 20:2, pages 81-88.
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AlanJ. Dubinsky, RolphE. Anderson & Rajiv Mehta. (1999) Selection, Training, and Performance Evaluation of Sales Managers: An Empirical Investigation. Journal of Business-to-Business Marketing 6:3, pages 37-69.
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Raymond W. LaForge, Rolph Anderson, Rajiv Mehta & James Strong. (1997) Sales Training and Education: An Empirical Investigation of Sales Management Training Programs for Sales Managers. Journal of Personal Selling & Sales Management 17:3, pages 53-66.
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