Journal of Marketing Theory and Practice, Volume 2, Issue 3 (1994)

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Journal of Marketing Theory and Practice, Volume 2, Issue 3 (1994)

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Original Articles

Article
Comments from the Editor
David J. Good (Special Issue Editor)
Page: iii
Published online: 21 Dec 2015
CitationforComments from the Editor | PDF (91.6 KB)
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Article
Dual Diffusion: Analysis and Implications for Sales Force Management
Madhavan Parthasarathy, Ravipreet S. Sohi & Ronald D. Hampton
Pages: 1-14
Published online: 21 Dec 2015
AbstractforDual Diffusion: Analysis and Implications for Sales Force Management | References | PDF (1.3 MB)
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Article
An Exploratory Study of the Relationship between the Perceived Competitive Environment and Salesperson Job Performance
Charles H. Schwepker Jr. & Thomas N. Ingram
Pages: 15-28
Published online: 21 Dec 2015
AbstractforAn Exploratory Study of the Relationship between the Perceived Competitive Environment and Salesperson Job Performance | References | PDF (1.1 MB)
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Article
Examining the Process by Which Salespeople Determine Buying Firm’s Corporate Culture
Roberta J. Schultz & Kenneth R. Evans
Pages: 29-45
Published online: 21 Dec 2015
AbstractforExamining the Process by Which Salespeople Determine Buying Firm’s Corporate Culture | References | PDF (1.7 MB)
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Article
Examining Consumers’ Thoughts during a Telemarketing Message
Mark F. Toncar, James M. Munch & Michael Y. Hu
Pages: 46-56
Published online: 21 Dec 2015
AbstractforExamining Consumers’ Thoughts during a Telemarketing Message | References | PDF (970.1 KB)
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Article
Role Stress Revisited: One or Two Constructs?
James S. Boles & Barry J. Babin
Pages: 57-69
Published online: 21 Dec 2015
AbstractforRole Stress Revisited: One or Two Constructs? | References | PDF (1.1 MB)
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Article
An Exploratory Examination of Situational Variables, Effort and Salesperson Performance
James A. Roberts, Richard S. Lapidus & Lawrence B. Chonko
Pages: 70-93
Published online: 21 Dec 2015
AbstractforAn Exploratory Examination of Situational Variables, Effort and Salesperson Performance | References | PDF (2 MB)
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Article
The Role of Selling Situation, Sales Message Formulation, and Buyer’s Career Stage on Buyer Decision Framing
Dan C. Weilbaker & Mark S. Blasiman
Pages: 94-105
Published online: 21 Dec 2015
AbstractforThe Role of Selling Situation, Sales Message Formulation, and Buyer’s Career Stage on Buyer Decision Framing | References | PDF (1 MB)
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Article
The Impact of Adaptive Seiling on Sales Effectiveness Within the Pharmaceutical Industry
Thomas Blackshear & Richard Plank
Pages: 106-125
Published online: 21 Dec 2015
AbstractforThe Impact of Adaptive Seiling on Sales Effectiveness Within the Pharmaceutical Industry | References | PDF (1.6 MB)
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Article
The Role and Importance of the Salesperson in Creating a Competitive Advantage
Mary Anne Raymond & John F. Tanner Jr.
Pages: 126-138
Published online: 21 Dec 2015
AbstractforThe Role and Importance of the Salesperson in Creating a Competitive Advantage | References | PDF (1.2 MB)
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