Armstrong, S.J., and T.S. Overton (1977), "Estimating Nonresponse Bias in Mail Surveys," Journal of Marketing Research, 114 (August), 396-402.
2.
Blalock, H.M. (1964), Causal Inference in Non-Experimental Research , Chapel Hill, NC: University of North Carolina Press.
3.
Churchill, G.A., N.M. Ford, and O.C. Walker (1979), "Personal Characteristics of Salespeople and the Attractiveness of Alternative Rewards," Journal of Business Research, 7 (June), 25-50.
4.
Dubinsky, A.J., and R.W. Hansen (1981), "Managing Sales Force Composition," MSU Business Topics, 29 (Spring), 14-20.
5.
Hall, D.T., and K. Nougaim (1972), "Correlates of Organizational Identification As a Function of Career Pattern and Organizational Type," Administrative Science Quarterly, 17, 340-350.
6.
Havighurst, R.J. (1963), Human Development and Education, New York: Longmans Green.
7.
______ ( 1980), "Youth in Exploration and Man Emergent," in Man in a World at Work, H. Borow, edBoston: Houghton Mifflin.
8.
Heath, D.H. (1965), Exploration in Maturity, New York: Appleton-Century-Crofts.
9.
______ (1976), "Adolescent and Adult Predictors of Vocational Adaptation," Journal of Vocational Behavior, 9 (August), 1-9.
10.
Ingram, T.N. (1980), "Personal and Organizational Characteristics: Their Effect on Reward Preferences of Industrial Salespeople," unpublished Ph.D. dissertation, Georgia State University, Atlanta, GA.
11.
______ and D.N. Bellenger (1982), "Motivational Segments in the Sales Force," California Management Review, 24 (Spring), 81-88.
12.
Jolson, M.A. (1974), "The Salesman's Career Cycle," Journal of Marketing, 38 (July), 39-46.
13.
Mossien, H., and E.H. Fram (1973), "Segmentation for Sales Force Motivation," Akron Business and Economic Review, 4 (Winter), 5-12.
14.
Rabinowitz, S., and D.T. Hall (1981), "Changing Correlates of Job Involvement in Three Stages," Journal of Vocational Behavior, 18 (April), 138-144.
15.
Rush, J.C., A.C. Peacock, and G.T. Milkovich (1980), "A Partial Test of Levinson's Model of Life/Career Stages," Journal of Vocational Behavior, 16 (June), 347-359.
16.
Stumpf, S.A. and S. Rabinowitz (1981), "Career Stages as a Moderator of Performance Relationship with Facets of Job Satisfaction and Role Perceptions," Journal of Vocational Behavior, 18 (April), 202-218.
17.
Super, D.E. (1957), Psychology of Careers, New York: Harper.
18.
__________( 1980), "A Life-Span, Life-Space Approach to Career Development ," Journal of Vocational Behavior, 16 (June), 282-298.
19.
Teas, R.K. (1980), "An Empirical Test of Linkages Proposed in the Walker, Churchill, and Ford Model of Sales Force Motivation and Performance ," Journal of the Academy of Marketing Science, 8 (Winter), 58-72.
20.
Tiedeman, D.V. and R.P. O'Hara (1963), Career Development: Choice and Adjustment, New York: College Entrance Examinations Board.
21.
Zelkowitz, R.S. (1975), "The Construction and Validation of a Measure of Vocational Maturity for Adult Males," unpublished Ph.D. dissertation, Columbia University, New York.