Advanced search
Publication Cover
Journal of Personal Selling & Sales Management Volume 14, 1994 - Issue 4
Submit an article Journal homepage
13
Views
4
CrossRef citations to date
0
Altmetric
Original Articles

Sampling and Data Collection Methods in Sales Force Research: Issues and Recommendations for Improvement

Lynne D. RichardsonLynne D. Richardson (Ph.D., University of Alabama) is an Associate Professor of Marketing at the University of Alabama at Birmingham.
,
John E. SwanJohn E. Swan (D.B.A, Indiana University) is the Birmingham Business Associates Professor of Marketing at the University of Alabama at Birmingham.
&
Cecilia McInnis-BowersCecilia McInnis-Bowers (Ph.D., Southern Illinois University-Carbondale) is the Elton B. Stephens Professor of Sales, Sales Management and Marketing at Birmingham-Southern College.
Pages 31-39 | Published online: 24 Oct 2013

References

  • Bush, Alan J. and E. Stephen Grant (1991), “Analysis of Leading Contributors to the Sales Force Research Literature, 1980 Through 1990,” Journal of Personal Selling and Sales Management, 11, 3 (Summer), 47–56.
  • Churchill, Gilbert A. Jr. (1987), Marketing Research, Chicago: Dry den Press.
  • Churchill, Gilbert A. Jr., Neil M. Ford, Steven W. Hartley, and Orville C. Walker, Jr. (1985), “The Determinants of Salesperson Performance: A Meta-Analysis,” Journal of Marketing Research, 22, 2 (May), 103–118.
  • Elinson, Jack and Valerie T. Haines (1950), “Role of Anonymity in Attitude Surveys,” American Psychologist, 5, 315.
  • Futrell, Charles M. and John E. Swan (1977), “Anonymity and Response by Salespeople to a Mail Questionnaire,” Journal of Marketing Research, 14(November), 611–616.
  • Gable, Myron and B. J. Reed (1987), “The Current Status of Women in Professional Selling,” Journal of Personal Selling and Sales Management, (May), 33–39.
  • Hamel, La Verne and Hans G. Reil (1952), “Should Attitude Questionnaires Be Signed?” Personnel Psychology, 5(Summer), 87–91.
  • Kuhn, Thomas S. (1970), The Structure Of Scientific Revolutions, 2nd Ed., Chicago: University of Chicago Press.
  • Moncrief, William C. (1986), “Selling Activity and Sales Position Taxonomies for Industrial Salesforces,” Journal of Marketing Research, 23(August), 261–270.
  • Swan, John E., David R. Rink, G. E. Kiser and Warren S. Martin (1984), “Industrial Buyer Image of the Saleswoman,” Journal of Marketing, (Winter), 110–116.
  • U.S. Department of Labor, Bureau of Labor Statistics (1970, 1990), Employment and Earnings, Washington, DC: U.S. Government Printing Office.
  • Weitz, Barton (1992), “Editorial,” Journal of Marketing Research, 29(February), 1–3.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Order Reprints Request Corporate Permissions

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

Request Academic Permissions

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.

Related research

People also read lists articles that other readers of this article have read.

Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.

Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.