AdlerA.The Practice and Theory of Individual Psychology.New York: Harcourt, Brace and World, 1927.
2.
CothamJames B.III. “Job Attitudes and Sales Performance of Major Appliance Salesmen,” Journal of Marketing Research, 5 (November 1968), 370–5.
3.
CothamJames B.III.. “Selecting Salesmen: Approaches and Problems,” Business Topics, 18 (Winter 1970), 64–72.
4.
DitzGerhard W. “Status Problems of the Salesman,” Business Topics, 15 (Winter 1967), 68–80.
5.
EvansFranklin B. “Selling as a Dyadic Relationship—A New Approach,” The American Behavioral Scientist, 6 (May 1963), 76–9.
6.
HorneyKaren. Neurotic Personality of Our Times.New York: Norton, 1937.
7.
HowtonF. William and RosenbergBernard. “The Salesman: Ideology and Self-Imagery in a Prototypic Occupation,” Social Research, 32 (September 1965), 277–98.
8.
KatzellRaymond A., BarrettRichard S., and ParkerTreadway C. “Job Satisfaction, Job Performance, and Situational Characteristics,” Journal of Applied Psychology, 45 (April 1961), 65–72.
9.
KernanJerome B. “Choice Criteria, Decision Behavior, and Personality,” Journal of Marketing Research, 5 (May 1968), 155–65.
10.
LongBarbara H., HendersonE. H., and ZillerR. C. “Developmental Changes in the Self-Concept During Middle Childhood,” Merrill-Palmer Quarterly, 13 (July 1967), 201–15.
11.
MayerDavid and GreenbergHerbert M. “What Makes a Good Salesman,” Harvard Business Review, 42 (July–August 1964), 119–25.
12.
McMurrayRobert N. “The Mystique of Super-Salesmanship,” Harvard Business Review, 39 (March–April 1961), 113–25.
13.
MinerJohn B. “Personality and Ability Factors in Sales Performance,” Journal of Applied Psychology, 46 (February 1962), 6–13.
14.
PerryMichael and HammB. Curtis. “Canonical Analysis of Relations between Socioeconomic Risk and Personal Influence in Purchase Decisions,” Journal of Marketing Research, 6 (August 1969), 351–4.
15.
PymD. L. A. and AuldH. D. “The Self-Rating as a Measure of Employee Satisfactoriness,” Occupational Psychology, 39 (April 1965), 103–13.
16.
RobinsonPatrick J. and StidsenBent. Personal Selling in a Modern Perspective.Boston: Allyn and Bacon, 1967.
17.
ShethJagdish N. “Multivariate Analysis in Marketing,” Journal of Advertising Research, 10 (February 1970), 29–39.
18.
SiegelLaurence. Industrial Psychology.Homewood, Ill.: Richard D. Irwin, 1962, 283–4.
19.
SullivanHarry S.The Interpersonal Theory of Psychology.New York: Norton, 1953.
20.
TauskyCurt. “Career Anchorage Points of Middle Managers,” unpublished doctoral dissertation, University of Oregon, 1963.
21.
TauskyCurt and DubinRobert. “Career Anchorage; Managerial Mobility Motivations,” American Sociological Review, 30 (October 1965), 725–35.
22.
ZillerRobert C. “Self-Other Orientation: Theory and Communication,” paper presented at American Educational Research Association Meetings, 1967.
23.
ZillerRobert C. “Self-Other Orientation: Theory and Measures,” unpublished paper, University of Oregon, 1969.
24.
ZillerRobert C.The Social Self: Schemas of The Self and Significant Others.New York: Pergamon Press, 1971.
25.
ZillerRobert C., StarkB. J., and PrudenH. O. “Marginality and Integrative Management Positions,” Academy of Management Journal, 12 (December 1969), 487–95.