Motivational Segments in the Sales Force

Walker Orville C. Jr. Churchill Gilbert A. Jr. Ford Neil M. , “Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research,” Journal of Marketing Research, Vol. 14 (May 1977), p. 156.

Markin Rom J. Lillis Charles M. , “Sales Managers Get What They Expect,” in Comer James M. (ed.), Sales Management: Roles and Methods (Santa Monica, California: Goodyear Publishing Company, 1977), p. 188.

Albaum Gerald Churchill Gilbert A. Jr. , “Critical Issues in Sales Management: State-of-the-Art and Future Research Needs,” in Albaum Gerald Churchill Gilbert A. Jr. (eds.), Critical Issues in Sales Management: State-of-the-Art and Future Research Needs (Eugene, Oregon: Division of Research, College of Business Administration, University of Oregon, 1979), p. 2.

Moissen Herbert Fram Eugene H. , “Segmentation for Sales Force Motivation,” Akron Business and Economic Review (Winter 1973), 1973, pp. 5–12.

Walker Orville C. Jr. Churchill Gilbert A. Jr. Ford Neil M. , “Where Do We Go From Here? Selected Conceptual and Empirical Issues Concerning the Motivation and Performance of the Industrial Sales Force,” in Albaum Churchill (eds.), op. cit.

Ibid.

Walker , “Motivation and Performance.”

Lawler Edward E. III , Motivation in Work Organizations (Monterey, California: Brooks/Cole Publishing Company, 1973), pp. 44–45.

Vroom Victor H. , Work and Motivation (New York: John Wiley & Sons, 1964).

Steers Richard M. Porter Lyman W. (eds.), Motivation and Work Behavior (New York: McGraw-Hill Book Company, 1975), p. 181.

Lawler , op. cit.

Reinharth Leon Wahba Mahmoud , “Expectancy Theory as a Predictor of Work Motivation, Effort Expenditure, and Job Performance,” Academy of Management Journal, Vol. 18 (September 1975), p. 520.

Heneman Herbert H. III Schwab Donald P. , “Evaluation of Research on Expectancy Theory Predictions of Employee Performance,” Psychological Bulletin, Vol. 78 (July 1972), pp. 1–9; House Robert J. Shapiro H. Jack Wahba Mahmoud A. , “Expectancy Theory as a Predictor of Work Behavior and Attitude: A Reevaluation of Empirical Evidence,” Decision Sciences, Vol. 5 (December 1974), pp. 54–77; Mitchell Terence R. , “Expectancy Models of Job Satisfaction, Occupational Preference, and Effort: A Theoretical, Methodological, and Empirical Appraisal,” Psychological Bulletin, Vol. 81 (December 1974), pp. 1053–1077.

Oliver Richard L. , “Alternative Conceptions of the Motivation Components in Expectancy Theory,” in Bagozzi Richard P. (ed.), Sales Management: New Developments from Behavioral and Decision Model Research (Cambridge, Massachusetts: Marketing Science Institute, 1979), pp. 40, 44.

Churchill Gilbert A. Jr. Ford Neil M. Walker Orville C. Jr. , “Personal Characteristics of Salespeople and the Attractiveness of Alternative Rewards,” Journal of Business Research, Vol. 7 (June 1979), pp. 25–50.

Ford Neil Walker Orville C. Jr. Churchill Gilbert A. Jr. , “The Psychological Consequences of Role Conflict and Ambiguity in the Industrial Sales Force,” in Bernhardt Kenneth L. (ed), Marketing 1776–1976 and Beyond (Chicago: American Marketing Association, 1976), pp. 403–408.

Churchill Gilbert A. Jr. Ford Neil M. Walker Orville C. Jr. , “Organizational Climate and Job Satisfaction in the Sales Force,” Journal of Marketing Research, Vol. 13 (November 1976), pp. 323–332.

Newton Derek A. , Sales Force Performance and Turnover (Cambridge, Massachusetts: Marketing Science Institute, 1973), pp. 44–74.

Walker , “Where Do We Go?”

Vroom , op. cit.

Porter Lyman W. Lawler Edward E. III , Managerial Attitudes and Performance (Homewood, Illinois: Richard D. Irwin, Inc., 1968); Evans Martin G. , “The Effects of Supervisory Behavior on the Path-Goal Relationship,” Organizational Behavior and Human Performance, Vol. 5 (May 1970), pp. 277–298.

Oliver , op. cit.

Churchill , “Personal Characteristics.”

Ibid.

Zeklowitz Robin S. , “The Construction and Validation of a Measure of Vocational Maturity for Adult Males” (Ph.D. diss., Columbia University, 1975), p. 17.

Bagozzi Richard P. , “Toward a General Theory for the Explanation of the Performance of Salespeople” (Ph.D. diss., Northwestern University, 1976).

Ibid.

Churchill , “Personal Characteristics.”

Cooley William M. Lohnes Paul R. , Multivariate Procedures for the Behavioral Sciences (New York: John Wiley & Sons, Inc., 1962), pp. 35–45.

Lambert Zarrel V. Durand Richard M. , “Some Precautions in Using Canonical Analysis,” Journal of Marketing Research, Vol. 12 (November 1975), pp. 468–475.

Ibid.