Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/eBack Matter Notes © The McGraw−Hill
Companies, 2002792 Notes
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Personal Selling & Sales Management, Fall 1997, pp. 9–16; Paul Dishman
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9.“Telephone Sales Reps Do Unrewarding Jobs that Few Can
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10.“How to Remake Your Sales Force,” Fortune,May 4, 1992, pp.
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Street Journal,March 2, 1988, p. 31; Ravipreet S. Sohi, Daniel C. Smith,
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11.“Salespeople Say Automation Software Still Lacking,” Investor’s
Business Daily, January 18, 2001, p. A4; “MarketSoft Tailors Products to
Solve Problems,” The Wall Street Journal,November 30, 2000, p. B8;
“New Software’s Payoff? Happier Salespeople,” Investor’s Business Daily,
May 23, 2000, p. A8; “Making the Sale,” The Wall Street Journal,
November 15, 1999, p. R16; “Free Software from Anywhere?” Business
Week,September 13, 1999, pp. 37–38; “Offices Goin’ Mobile,” USA
Today, May 17, 1999, p. 3B; “Bob Schmonsees Has a Tool for Better
Sales and It Ignores Excuses,” The Wall Street Journal,March 26, 1999, p.
B1; “Companies Sold on the Latest Technology for the Sales Force,”
Chicago Tribune,November 8, 1992, Sect. 19, p. 5; “New Software Is
Helping Reps Fill Custom Orders without Glitches,” The Wall Street Jour-
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12.“Supercharged Sell,” Inc. Tech,No. 2, 1997, pp. 42–51; Mary Jo
Bitner, “Technology Infusion in Service Encounters,” Journal of the Acad-
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“From the Practitioner’s Desk: A Comment on ‘Personal Selling and
Sales Management in the New Millennium’,” Journal of Personal Selling
& Sales Management, Winter 1997, pp. 45–47; Michael J. Swenson and
Adilson Parrella, “Sales Technology Applications: Cellular Telephones
and the National Sales Force,” Journal of Personal Selling & Sales Manage-
ment,Fall 1992, pp. 67–74; Paul Dishman and Kregg Aytes, “Exploring
Group Support Systems in Sales Management Applications,” Journal of
Personal Selling & Sales Management, Winter 1996, pp. 65–77.
13.“Fiorina Whips H-P into Fighting Shape,” USA Today, June 5,
2001, p. 3B; “H-P Profit Drops 66% But Tops Forecast,” The Wall Street
Journal,May 17, 2000, p. A3ff.; “H-P Woes Are Deeper Than the Down-
turn,” Business Week,May 7, 2001, p. 48; “The Radical: Carly Fiorina’s
Bold Management Experiment at HP,” Business Week,February 19, 2001,
pp. 68–80; “The Boss,” Business Week,August 2, 1999, pp. 76–84.
14.“The Art of the Sale,” The Wall Street Journal,January 11, 2001,
p. B1ff.
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Willingness and Ability,” Journal of the Academy of Marketing Science,
Spring 1996, pp. 125–36; Alan J. Dubinsky, “Some Assumptions About
the Effectiveness of Sales Training,” Journal of Personal Selling & Sales
Management, Summer 1996, pp. 67–76; Earl D. Honeycutt, Ashraf M.
Attia, and Angela R. D Auria, “Sales Certification Programs,” Journal of
Personal Selling & Sales Management, Summer 1996, pp. 59–65; “System-
atizing Salesperson Selection,” Sales and Marketing Management,February
1992, pp. 65–68; “The Faxable International Sales-Rep Application,”
Inc.,November 1993, pp. 95–97; Patrick L. Schul and Brent M. Wren,
“The Emerging Role of Women in Industrial Selling: A Decade of
Change,” Journal of Marketing,July 1992, pp. 38–54; William A. Weeks
and Carl G. Stevens, “National Account Management Sales Training
and Directions for Improvement: A Focus on Skills/Abilities,” Industrial
Marketing Management, September 1997, pp. 423–31; Earl D. Honeycutt,
Jr., John B. Ford, and John F. Tanner, Jr., “Who Trains Salespeople? The
Role of Sales Trainers and Sales Managers,” Industrial Marketing Manage-
ment,February 1994, pp. 65–70; Jeffrey K. Sager, “Recruiting and
Retaining Committed Salespeople,” Industrial Marketing Management20,
no. 2 (1991), pp. 99–104; S. Joe Puri, “Where Industrial Sales Training Is
Weak,” Industrial Marketing Management,May 1993, pp. 101–8.
16.Douglas M. Lambert, Arun Sharma, and Michael Levy, “What
Information Can Relationship Marketers Obtain From Customer Evalua-
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177–87; Erin Anderson and Thomas S. Robertson, “Inducing Multiline
Salespeople to Adopt House Brands,” Journal of Marketing, April 1995,
pp. 16–31; Stephen B. Knouse and David Strutton, “Molding a Total
Quality Salesforce Through Managing Empowerment, Evaluation, and
Reward and Recognition Processes,” Journal of Marketing Theory & Prac-
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“The Influence of Coworker Feedback on Salespeople,” Journal of Mar-
keting, October 1994, pp. 82–94; “Fire Up Your Sales Force,” Business
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Ronald E. Michaels, “The Influence of Career Stages on Components of
Salesperson Motivation,” Journal of Marketing,January 1988, pp. 78–92.
17.Goutam Ghallagalla, “Supervisory Orientations and Salesperson
Work Outcomes: the Moderating Effect of Salesperson Location,” The
Journal of Personal Selling & Sales Management, Summer 2000, pp.
161–172; “Creating Incentives Down in Ranks: Marriott Ties Pay to
Guest Replies,” Investor’s Business Daily, July 6, 2001, p. A1; “Get Great
Results from Salespeople by Finding What Really Moves Them,”
Investor’s Business Daily, July 2, 2001, p. A1; “Medical Gear Sales Force
Works on Commission,” Investor’s Business Daily, July 25, 2000, p. A14;
Rene Y. Darmon, “Selecting Appropriate Sales Quota Plan Structures
and Quota-Setting Procedures,” Journal of Personal Selling & Sales Man-
agement, Winter 1997, pp. 1–16; Thomas E. Tice, “Managing
Compensation Caps in Key Accounts,” Journal of Personal Selling & Sales
Management, Fall 1997, pp. 41–47; Kissan Joseph and Manohar U.
Kalwani, “The Role of Bonus Pay in Salesforce Compensation Plans,”
Industrial Marketing Management, March 1998, pp. 147–59; Russell
Abratt and Michael R. Smythe, “A Survey of Sales Incentive Programs,”
Industrial Marketing Management,August 1989, pp. 209–14; “Incentive
Pay Isn’t Good for Your Company,” Inc.,September 1994, pp. 23–24;
“The Few, the True, the Blue,” Business Week,May 30, 1994, pp. 124–26;
Arun Sharma, “Customer Satisfaction-Based Incentive Systems: Some
Managerial and Salesperson Considerations,” Journal of Personal Selling &
Sales Management, Spring 1997, pp. 61–70; William Strahle and Rosann
L. Spiro, “Linking Market Share Strategies to Salesforce Objectives,
Activities, and Compensation Policies,” Journal of Personal Selling and
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18.“New Software’s Payoff? Happier Salespeople,” Investor’s Business
Daily, May 23, 2000, p. A8.
19.Richard L. Oliver and Erin Anderson, “An Empirical Test of the
Consequences of Behavior- and Outcome-Based Sales Control Systems,”
Journal of Marketing, October 1994, pp. 53–67; Susan K. DelVecchio,
“The Salesperson’s Operating Freedom: A Matter of Perception,” Indus-
trial Marketing Management, January 1998, pp. 31–40; Vlasis
Stathakopoulos, “Sales Force Control: A Synthesis of Three Theories,”
Journal of Personal Selling & Sales Management, Spring 1996, pp. 1–12;
Gregory A. Rich, “The Constructs of Sales Coaching: Supervisory Feed-
back, Role Modeling and Trust,” Journal of Personal Selling & Sales
Management, Winter 1998, pp. 53–63; Goutam N. Challagalla and