Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/e
Back Matter Notes © The McGraw−Hill
Companies, 2002Notes 793Tasadduq A. Shervani, “Dimensions and Types of Supervisory Control:
Effects on Salesperson Performance and Satisfaction,” Journal of Market-
ing, January 1996, pp. 89–105; Steven P. Brown and Robert A. Peterson,
“The Effect of Effort on Sales Performance and Job Satisfaction,” Journal
of Marketing, April 1994, pp. 70–80; Paul A. Dion, Debbie Easterling,
and Raj Javalgi, “Women in the Business-to-Business Salesforce: Some
Differences in Performance Factors,” Industrial Marketing Management,
September 1997, pp. 447–57; Frederick A. Russ, Kevin M. McNeilly, and
James M. Comer, “Leadership, Decision Making and Performance of
Sales Managers: A Multi-Level Approach,” Journal of Personal Selling &
Sales Management, Summer 1996, pp. 1–15; Jhinuk Chowdhury, “The
Motivational Impact of Sales Quotas on Effort,” Journal of Marketing
Research,February 1993, pp. 28–41; Alan J. Dubinsky, Francis J. Yam-
marino, and Marvin A. Jolson, “Closeness of Supervision and
Salesperson Work Outcomes: An Alternate Perspective,” Journal of Busi-
ness Research,March 1994, pp. 225–38; David W. Cravens et al.,
“Behavior-Based and Outcome-Based Salesforce Control Systems,” Jour-
nal of Marketing,October 1993, pp. 47–59; Daniel A. Sauers, James B.
Hunt, and Ken Bass, “Behavioral Self-Management as a Supplement to
External Sales Force Controls,” Journal of Personal Selling and Sales Man-
agement,Summer 1990, pp. 17–28; Douglas N. Behrman and William D.
Perreault, Jr., “A Role Stress Model of the Performance and Satisfaction
of Industrial Salespersons,” Journal of Marketing,Fall 1984, pp. 9–21;
Richard T. Hise and Edward L. Reid, “Improving the Performance of the
Industrial Sales Force in the 1990s,” Industrial Marketing Management,
October 1994, pp. 273–80.
20.“Chief Executives Are Increasingly Chief Salesmen,” The Wall
Street Journal,August 6, 1991, p. B1ff.; Joe F. Alexander, Patrick L.
Schul, and Emin Babakus, “Analyzing Interpersonal Communications in
Industrial Marketing Negotiations,” Journal of the Academy of Marketing
Science,Spring 1991, pp. 129–40.
21.Andris A. Zoltners, “Sales Territory Alignment: An Overlooked
Productivity Tool,” The Journal of Personal Selling & Sales Management,
Summer 2000, pp. 139–151; Sanjit Sengupta, “An Empirical Investiga-
tion of Key Account Salesperson Effectiveness,” The Journal of Personal
Selling & Sales Management, Fall 2000, pp. 253–62; Ken Grant, “The Role
of Satisfaction with Territory Design on the Motivation, Attitudes, and
Work Outcomes of Salespeople,” Journal of the Academy of Marketing Sci-
ence,Spring 2001, pp. 165–179; William C. Moncrief, et al., “Examining
the Roles of Telemarketing in Selling Strategy,” Journal of Personal Selling
and Sales Management,Fall 1989, pp. 1–12; J. David Lichtenthal, Saameer
Sikri, and Karl Folk, “Teleprospecting: An Approach for Qualifying
Accounts,” Industrial Marketing Management,February 1989, pp. 11–18.
22.“When Should I Give Up on a Sales Prospect?” Inc.,May 1998, p.
129; “Downloading Their Dream Cars,” Business Week,March 9, 1998,
pp. 93–94; “The New Wave of Sales Automation,” Business Marketing,
June 1991, pp. 12–16; L. Brent Manssen, “Using PCs to Automate and
Innovate Marketing Activities,” Industrial Marketing Management,
August 1990, pp. 209–14; Doris C. Van Doren and Thomas A. Stickney,
“How to Develop a Database for Sales Leads,” Industrial Marketing Man-
agement,August 1990, pp. 201–8.
23.“Novartis’ Marketing Doctor,” Business Week,March 5, 2001, p. 56.
24.For more on sales presentation approaches, see “Advise and Con-
quer,” Brandweek, May 14, 2001, p. 1ff.; “Rick Francolini, TV Guide,”
Brandweek, October 25, 1999, p. 22; “The 60-Second Sales Pitch,” Inc.,
October 1994, pp. 87–89; David M. Szymanski, “Modality and Offering
Effects in Sales Presentations for a Good Versus a Service,” Journal of the
Academy of Marketing Science, Spring 2001, pp. 179–190; Cathy Waters,
“Customer Centered Selling: Eight Steps to Success from the World’s
Best Sales Force,” Journal of the Academy of Marketing Science, Fall 2000,
pp. 546–8; Jon M. Hawes, James T. Strong, and Bernard S. Winick, “Do
Closing Techniques Diminish Prospect Trust?” Industrial Marketing Man-
agement, September 1996, pp. 349–60; Stephen B. Castleberry and C.
David Shepherd, “Effective Interpersonal Listening and Personal Sell-
ing,” Journal of Personal Selling & Sales Management,Winter 1993, pp.
35–50; Morgan P. Miles, Danny R. Arnold, and Henry W. Nash, “Adap-tive Communication: The Adaption of the Seller’s Interpersonal Style to
the Stage of the Dyad’s Relationship and the Buyer’s Communication
Style,” Journal of Personal Selling and Sales Management,Winter 1990, pp.
21–28; Harish Sujan, Barton A. Weitz, and Nirmalya Kumar, “Learning
Orientation, Working Smart, and Effective Selling,” Journal of Marketing,
July 1994, pp. 39–52.
25.For more on pharmaceutical company selling tactics, see “Doctors
Step Out; Drug Salesmen Step In,” USA Today, July 5, 2001, p. 11A;
“Why Some Dialysis Patients Take $12-a-Day Drug Instead of Tums,”
The Wall Street Journal,June 26, 2001, p. B1ff.; “Sales Pitch: Drug Firms
Use Perks to Push Pills,” USA Today, May 16, 2001, p. 1Bff.; “Drug Data-
base for Doctors Sells Ads to Sponsors,” The Wall Street Journal,June 19,
2000, p. B1ff.; “Who’s Teaching the Doctors?” USA Today, March 9,
2000, p. 1Dff.; “Web Links Give Drug Reps Foot in Doctors’ Door,” The
Wall Street Journal,May 18, 1999, p. B1ff.; “In Marketing of Drugs,
Genentech Tests Limits of What Is Acceptable,” The Wall Street Journal,
January 10, 1995, p. A1ff.; “Pharmacy Chain’s Successful Sales Pitch Dis-
mays Some Doctors and Drug Firms,” The Wall Street Journal,February
26, 1993, p. B1ff. For more on Sears’ selling tactics, see “Did Sears Take
Other Customers for a Ride?” Business Week,August 3, 1992, pp. 24–25.
See also Barry J. Babin, “ Representing the Perceived Ethical Work Cli-
mate among Marketing Employees,” Journal of the Academy of Marketing
Science, Summer 2000, pp. 345–359; Bulent Menguc, “Organizational
Consequences, Marketing Ethics and Salesforce Supervision: Further
Empirical Evidence,” Journal of Business Ethics, March 1998, pp. 333–52;
David Strutton, J. B. I. Hamilton, and James R. Lumpkin, “An Essay on
When to Fully Disclose in Sales Relationships: Applying Two Practical
Guidelines for Addressing Truth-Telling Problems,” Journal of Business
Ethics, April 1997, pp. 545–60; Lawrence B. Chonko, John F. Tanner,
and William A. Weeks, “Ethics in Salesperson Decision Making: A Syn-
thesis of Research Approaches and an Extension of the Scenario
Method,” Journal of Personal Selling & Sales Management, Winter 1996,
pp. 35–52; Alan J. Dubinsky, Marvin A. Jolson, Masaaki Kotabe, and
Chae Un Lim, “A Cross-National Investigation of Industrial Salespeo-
ple’s Ethical Perceptions,” Journal of International Business Studies,Winter
1991, pp. 651–70.Chapter 16
1.“Lays Chips Lands at DDB Needham,” Advertising Age,May 12,
1997, p. 1ff.; “Rebecca Johnson: Frito-Lay,” Brandweek,November 4,
1996, pp. 74–76; “Frito-Lay Named New Product Marketer of 1995,”
Marketing News,May 6, 1996, p. E2ff.; “Baked Chips Are Such a Hit,
There’s a Crunch,” USA Today,March 20, 1996, p. 1Bff.
2.“Special Report: U.S. Multinationals,” Ad Age International,Janu-
ary 1998, pp. 17–26; “Colgate-Palmolive Is Really Cleaning Up in
Poland,” Business Week,March 15, 1993, pp. 54–56; Charles R. Taylor,
Gordon E. Miracle, and R. D. Wilson, “The Impact of Information Level
on the Effectiveness of U.S. and Korean Television Commercials,” Jour-
nal of Advertising, Spring 1997, pp. 1–18; Ann M. Barry, “Advertising and
Culture: Theoretical Perspectives,” Journal of the Academy of Marketing
Science, Winter 1998, pp. 67–68; Siew M. Leong, Sween H. Ang, and
Leng L. Tham, “Increasing Brand Name Recall in Print Advertising
Among Asian Consumers,” Journal of Advertising, Summer 1996, pp.
65–81; Ronald E. Taylor, Mariea G. Hoy, and Eric Haley, “How French
Advertising Professionals Develop Creative Strategy,” Journal of Advertis-
ing, Spring 1996, pp. 1–14; Nan Zhou and Mervin Y. T. Chen, “A
Content Analysis of Men and Women in Canadian Consumer Magazine
Advertising: Today’s Portrayal, Yesterday’s Image?” Journal of Business
Ethics, April 1997, pp. 485–95; Johny K. Johansson, “The Sense of ‘Non-
sense’: Japanese TV Advertising,” Journal of Advertising, March 1994, pp.
17–26; Yong Zhang and Betsy D. Gelb, “Matching Advertising Appeals
to Culture: The Influence of Products’ Use Conditions,” Journal of Adver-
tising, Fall 1996, pp. 29–46; John L. Graham, Michael A. Kamins and
Djoko S. Oetomo, “Content Analysis of German and Japanese Advertis-
ing in Print Media from Indonesia, Spain, and the United States,”
Journal of Advertising,June 1993, pp. 5–16; Bob D. Cutler and