See PrudenHenry O., “Interorganizational Conflict, Linkage, and Exchange. A Study of Industrial Salesmen,”Academy of Management Journal, 12 (Sept. 1969).
3.
DubinRobert, Human Relations in Administration (Englewood Cliffs, N.J.: Prentice-Hall, 1968).
See PymD. L. A.AuldH. D., “The Self-Rating as a Measure of Employee Satisfactoriness,”Occupational Psychology, 39 (April 1965), 103–113.
6.
TauskyCurt, Career Anchorage Points of Middle Managers (Unpublished Ph. D. thesis, Department of Sociology, University of Oregon, 1963).
7.
LandsbergerHenry A., “The Horizontal Dimension in Bureaucracy,”Administrative Science Quarterly, 6 (June 1961), 299–328.
8.
CartwrightDorwin, “Influence, Leadership, Control,” in MarchJames G. (ed.), Handbook of Organizations (Chicago, Ill.: Rand McNally, 1965), 1–47.
9.
Pruden, “The Outside Salesman …,” p. 63.
10.
KelleyEugene J.LazerWilliam, “Basic Duties of the Modern Sales Department,” in Managerial Marketing: Perspectives and Viewpoints (Homewood, Ill.: Irwin, 1962), pp. 537–543.
BordenNeil H., “The Concept of the Marketing Mix,” in SchwartzGeorge (ed.), Science in Marketing (New York: Wiley, 1965), pp. 386–397.
14.
RobinsonPatrick J.StidsenBent, Personal Selling in a Modern Perspective (Boston: Allyn and Bacon, 1967).
15.
MallenBruce E., The Marketing Channel: A Conceptual View (New York: Wiley, 1968).
16.
RobertsonThomas S.ChaseRichard B., “The Sales Process: An Open Systems Approach,”Business Topics, 16 (Autumn 1968), 45–52, and SternLouis W., Distribution Channels: Behavioral Dimensions (Boston: Houghton Mifflin, 1969).
17.
LittleRobert W., “The Marketing Channel: Who Should Lead This Extra-Corporate Organization?,”Journal of Marketing, 34 (Jan. 1970), 31–38.
