Journal of Personal Selling & Sales Management, Volume 14, Issue 3 (1994)

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Journal of Personal Selling & Sales Management, Volume 14, Issue 3 (1994)

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Original Articles

Article
From the Editor
Ron Michaels
Page: vii
Published online: 24 Oct 2013
CitationforFrom the Editor | PDF (145.1 KB)
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Article
The Multiple Dimensions of Role Ambiguity and Their Impact Upon Psychological and Behavioral Outcomes of Industrial Salespeople
Gary K. Rhoads, Jagdip Singh & Phillips W. Goodell
Pages: 1-24
Published online: 24 Oct 2013
AbstractforThe Multiple Dimensions of Role Ambiguity and Their Impact Upon Psychological and Behavioral Outcomes of Industrial Salespeople | References | PDF (1.9 MB)
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Article
An Assessment of Selected Relationships in a Model of the Industrial Marketing Negotiation Process
Joe F. Alexander, Patrick L. Schul & Denny E. McCorkle
Pages: 25-41
Published online: 24 Oct 2013
AbstractforAn Assessment of Selected Relationships in a Model of the Industrial Marketing Negotiation Process | References | PDF (1.3 MB)
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Article
The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness
Richard E. Plank & David A. Reid
Pages: 43-56
Published online: 24 Oct 2013
AbstractforThe Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness | References | PDF (1.3 MB)
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Article
Analyzing the Content of Marketing Journals to Assess Trends in Sales Force Research: 1980–1992
Alan J. Bush & E. Stephen Grant
Pages: 57-68
Published online: 24 Oct 2013
AbstractforAnalyzing the Content of Marketing Journals to Assess Trends in Sales Force Research: 1980–1992 | References | PDF (992.8 KB)
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Article
Analysis of the Buyer-Seller Dyad: The Social Relations Model
John J. Cronin
Pages: 69-77
Published online: 24 Oct 2013
AbstractforAnalysis of the Buyer-Seller Dyad: The Social Relations Model | References | PDF (868.2 KB)
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Article
Sales Thchnology Applications: The Impact of Electronic Data Interchange on the Sales Function
Ned C. Hill & Michael J. Swenson
Pages: 79-87
Published online: 24 Oct 2013
AbstractforSales Thchnology Applications: The Impact of Electronic Data Interchange on the Sales Function | References | PDF (1 MB)
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Abstracts

Abstract
Personal Selling & Sales Management Abstracts
Kenneth R. Evans (Editor)
Pages: 89-93
Published online: 24 Oct 2013
First Page PreviewforPersonal Selling & Sales Management Abstracts | PDF (412.7 KB)
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Book Reviews

Book Review
Book Reviews
John F. Tanner (Editor) , Jeff Tanner & Thomas F. Stafford Ph.D.
Pages: 95-96
Published online: 24 Oct 2013
CitationforBook Reviews | PDF (196.7 KB)
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