Journal of Personal Selling & Sales Management, Volume 14, Issue 2 (1994)

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Journal of Personal Selling & Sales Management, Volume 14, Issue 2 (1994)

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Original Articles

Article
From the Editor
Ron Michaels
Page: vii
Published online: 24 Oct 2013
CitationforFrom the Editor | PDF (167.9 KB)
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Article
Signal Detection Theory and Sales Effectiveness
Patricia A. Knowles, Stephen J. Grove & Kay Keck
Pages: 1-14
Published online: 24 Oct 2013
AbstractforSignal Detection Theory and Sales Effectiveness | References | PDF (1.4 MB)
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Article
Adaptive Selling at Trade Shows
John F. Tanner Jr.
Pages: 15-23
Published online: 24 Oct 2013
AbstractforAdaptive Selling at Trade Shows | References | PDF (741.3 KB)
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Article
Cues To Consumer Susceptibility To Salesperson Influence: Implications For Adaptive Retail Selling
Brent G. Goff, Danny N. Bellenger & Carrie Stojack
Pages: 25-39
Published online: 24 Oct 2013
AbstractforCues To Consumer Susceptibility To Salesperson Influence: Implications For Adaptive Retail Selling | References | PDF (1.4 MB)
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Article
Exploring the Distinctive Nature of Work Commitments: Their Relationships with Personal Characteristics, Job Performance, and Propensity to Leave
R. Edward Bashaw & E. Stephen Grant
Pages: 41-56
Published online: 24 Oct 2013
AbstractforExploring the Distinctive Nature of Work Commitments: Their Relationships with Personal Characteristics, Job Performance, and Propensity to Leave | References | PDF (1.2 MB)
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Article
Scaling and Measurement: Role Conflict and Role Ambiguity Reconsidered
C. David Shepherd & Leslie M. Fine
Pages: 57-65
Published online: 24 Oct 2013
AbstractforScaling and Measurement: Role Conflict and Role Ambiguity Reconsidered | References | PDF (834.2 KB)
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Article
Selling and Sales Management in Action: An Examination of Industrial Sales Representative Accuracy in Discriminating Selected Legal and Illegal Actions
Robin T. Peterson
Pages: 67-72
Published online: 24 Oct 2013
AbstractforSelling and Sales Management in Action: An Examination of Industrial Sales Representative Accuracy in Discriminating Selected Legal and Illegal Actions | References | PDF (489.9 KB)
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Article
Special Abstract Section: National Conference in Sales Management
Dan C. Weilbaker (Editor)
Pages: 73-82
Published online: 24 Oct 2013
First Page PreviewforSpecial Abstract Section: National Conference in Sales Management | PDF (657.9 KB)
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Book Reviews

Book Review
Book Reviews
Douglas J. Dalrymple, Lawrence B. Chonko & Thomas F. Stafford
Pages: 83-85
Published online: 24 Oct 2013
First Page PreviewforBook Reviews | PDF (312.1 KB)
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