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Journal of Personal Selling & Sales Management Volume 14, 1994 - Issue 2
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Original Articles

Selling and Sales Management in Action: An Examination of Industrial Sales Representative Accuracy in Discriminating Selected Legal and Illegal Actions

Robin T. PetersonRobin T. Peterson is the Sunwest Financial Services Distinguished Professor at New Mexico State University. He received the Ph.d. from the University of Washington and has written a number of articles and books in the Marketing field.
Pages 67-72 | Published online: 24 Oct 2013

References

  • Belizzi, Joseph A. and Robert E. Hite (1989), “Supervising Unethical Salesforce Behavior,” Journal of Marketing 53(February), 36–47.
  • Boedecker, Karl A., Fred W. Morgan, and Jeffrey J. Stoltman (1991), “Legal Dimensions of Salespersons' Statements: A Review and Managerial Suggestions,” Journal of Marketing 55(January), 70–80.
  • Litan, Robert E. (1991), “The Safety and Innovation Effects of U.S. Liability Law: The Evidence,” American Economic Review, 81(May), 59–64.
  • Meyerwitz, Steven A. (1989), “How to Protect Yourself from Your Customers,” Business Marketing, 74(February), 76–78.
  • Morgan, Fred W. and Karl A. Boedecker (1980), “The Role of Personal Selling in Products Liability Legislation,” Journal of Personal Selling & Sales Management, 1(January), 34–40.
  • Sack, Steven Mitchell (1985a), “The Risk of Dirty Tricks,” Sales & Marketing Management, 132(June), 56.
  • Sack, Steven Mitchell (1985b), “Watch the Words,” Sales & Marketing Management, 132(June), 56.
  • Schiller, Zachary (1991), “Procter and Gamble: On a Short Leash,” Business Week 2562(August 4), 76–78.

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