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Take a Right and… Sales & Marketing Management (сентябрь 1997). С. 91–96.

Baker, Sunny and Kim Baker, Divide and Conquer. Journal of Business Strategy 20, № 5 (сентябрь/ октябрь 1999). С. 16–19; Gilbert A. Churchill, Jr., Neil M. Ford, and Orville C. Walker, Jr. Motivating the Industrial Salesforce: The Attractiveness of Alternative Rewards. Journal of Business Research 7 (1979). С. 25–50; William L. Cron and John W. Slocum, Jr. The Influence of Career Stages on Salespeople’s Job Attitudes, Work Perceptions, and Performance. Journal of Marketing Research 23 (май 1986). С. 119–129; Lawrence B. Chonko, John F. Tanner, and William A. Weeks. Selling and Sales Management in Action: Reward Preferences of Salespeople. Journal of Personal Selling & Sales Management 12 (лето 1992). С. 67–75; William A. Weeks, Terry W. Loe, Lawrence B. Chonko, Carlos Ruy Martinez, and Kirk Wakefield. Cognitive Moral Development and the Impact of Perceived Organizational Ethical Climate on the Search for Sales Force Excellence: A Cross-Cultural Study. Journal of Personal Selling & Sales Management 26 (весная 2006). С. 206–217.

Для описания процедур построения таблицы см. Gilbert A. Churchil, Jr., Neil M. Ford, and Orville C. Walker, Jr. Measuring the Job Satisfaction of Industrial Salesmen. Journal of Marketing Research 11 (август 1974). С. 254–260. Также см. Rosemary U. Lagace, Jerry R. Goolsby, and Jule ft. Gassenheimer. Scaling and Measurement: A Quasi-Replicative Assessment of a Revised Version of Indsales. Journal of Personal Selling & Sales Management 13 (зима 1993). С. 65–72.

Te-Lin, Chung, Brian Rutherford and Jungkun Park. Understanding multifacted job satisfaction of retail employees. International journal of Retail and Distribution Management 40, № 9 (2012). С. 699–716. Steven P. Brown and Robert A. Peterson. Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects. Journal of Marketing Research 30 (февраль 1993). С. 63–77.

Обсуждение процесса социализации см. Alan J. Dubinsky et al. Salesforce Socialization. Journal of Marketing 50 (октябрь 1986), стр. 192–207.

Grant, Stephen E. and Alan J. Bush. Salesforce Socialization tactics: Building Organizational value congruence. Journal of Personal Selling & Sales Management 16 (лето 1996), стр. 17–32, и Todd D. Donovan, Xiang Fang, Neeli Bendapudi, Surendra N. Singh. Applying Interactional Psychology to Salesforce Management, a Socialization Illustration. Qualitative Market Research , V. 7 (2004). С. 139–152; Sparks, John R. and Joseph A. Schenk, Socialization Communication, Organizational Citizenship Behaviors, and Sales in a Multi-level Organization. Journal of Personal Selling & Sales Management 26 (весна 2006). С. 161–180; Cynthia D. Fisher and Richard Gitelson, A Meta-Analysis of the Correlates of Sole Conflict and Ambiguity. Journal of Applied Psychology 68 (May 1983), стр. 320–333. См. также Rosemary Ramsey Lagace. Role Stress Differences between Salesmen and Saleswomen: Effect on Job Satisfaction a id Performance. Psychological Reports 62 (июнь 1988). С. 815–825; Jagdip Singh, Boundary Role Ambiguity: Facets, Determinants, and Impacts. Journal of Marketing 57 (апрель 1993). С. 11–31; James S. Boles, John Andy Wood, and Julie Johnson. Interrelationships of Role Conflict, Role Ambiguity, and Work-Family Conflict with Different facets of job Satisfaction and the Moderating Effects of Gender. Journal of Personal Selling & Sales Management 23 (весна 2003). С. 99.

J aramillo, Fernando, Jay Prakash Mulki, and James S. Boles. Workspace Stressors, Job Attitude, and Job Behaviors: Is Interpersonal Conflict the Missing Link? J ournal of Personal Selling & Sales Management 31 (весна 2011). С. 339–356, and Connors William, RIM Objects to Survey Showing Weak BlackBerry Developer Outlook. Wall Street Journal, июль, 26, 2012, http://blogs.wsj.com/canadarealtime/2012/07/13/rim-objects-to-survey-showing-weak-blackberry-developer-outlook/

Goutam Challagalla, Tasaddug Shervani, and George Huber. Supervisory Orientations and Salespeople Work Outcomes: The Moderating Effect of Salesperson Location. Journal of Personal Selling & Sales Management 20 (лето 2000), стр. 161–171; Daniel Tyran. Out of the Office, But Never Out of Reach. Sales & Marketing Management 155 (январь 2003). С. 18–19.

Neil M. Ford, Orville C Walker, Jr., and Gilbert A. Churchill, Jr. Expectation-Specific Measures of the Intersender Conflict and Role Ambiguity Experienced by Industrial Salesmen. Journal of Business Research 3 (апрель 1975). С. 95–112; Kris Maher. Stressed Out: Can Workplace Stress Get Worse? The Wall Street Journal (январь, 16, 2001), p. B-6; Greg W. Marshall, Daniel J. Goebel, and William C. Moncrief. Hiring for Success at the Buyer-Seller Interface. Journal of Business Research 56 (апрель 2003). С. 247.

Douglas N. Behrman and William D. Perrault, Jr. A Role Stress Model of the Performance and Satisfaction of Industrial Salespeople. Journal of Marketing 48 (осень 1984). С. 9–21; Richard P. Bagozzi. The Role of Social and Self-Conscious Emotions in the Regulation of Business-to-Business Relationships in Salesperson-Customer Interactions. The Journal of Business & Industrial Marketing 21 (2006). С. 453.

Kahn и соавт. Organizational Stress, с. 72–95; Ajay K. Kohli. Some Unexplored Supervisory Behaviors and Their Influence on Salespeople’s Role Clarity, Specific Self-Esteem, Job Satisfaction and Motivation, Journal of Marketing Research 22 (ноябрь 1985). С. 424–433; Louis W. Fry, Charles M. Futrell, A. Parasureman, and Margaret Chmielewski, An Analysis of Alternate Causal Models of Salesperson Role Perceptions and Work-Related Attitudes. Journal of Marketing Research 23 (май 1986). С. 153–163; Jeffrey Sager. A Structural Model Depicting Salespeople’s Job Stress. Journal of the Academy of Marketing Science 22 (зима 1994). С. 74–84.

R. Kenneth Teas, John G. Wacker, and R. Eugene Hughes. A Path Analysis of Causes and Consequences of Salespeople’s Perceptions of Role Clarity. Journal of Marketing Research 16 (август 1979). С. 355–369; Richard P. Bagazzi. The Nature and Causes of Self-Esteem, Performance, and Satisfaction in the Sales Force: A Structural Equation Approach. Journal of Business 53 (1980). С. 315–331, Gary K. Rhoads, Jagdip Singth, and Phillips W. Goodell. The Multiple Dimensions of Role Ambiguity and Their Impact upon Psychological and Behavioral Outcomes of Industrial Salespeople. Journal of Personal Selling & Sales Management 14 (лето 1994). С. 1–24; Vincent Onyemah, Role Ambiguity. Role Conflict and Performance: Empirical Evidence of an Inverted-U Relationship. Journal of Personal Selling & Sales Management 28 (лето 2008). С. 299.

Weeks, William A., Christophe Fournier. The Impact of Time Congruity on Salesperson’s Role Stress. A Person-Job Fit Approach. Journal of Personal Selling & Sales Management 30 (лето 2010). С. 209–2 22; Charles M. Futrell and A. Parasuraman. The Relationship of Satisfaction and Performance to Salesforce Turnover, Journal of Marketing 48 (осень 1984). С. 33–40; George H. Lucas, Jr., и соавт., An Empirical Study of Salesforce Turnover. Journal of Marketing 51 (июль 1987). С. 34–59; Terence L. Holmes and Rajesh Srivastava. Effects of Job Perceptions on Job Behaviors: Implications for Sales Performance. Industrial Marketing Management 31 (август 2002). С. 421.

DeConinck, James B. and Julie T. Johnson. The Effects of Perceived Supervisor Support, Perceived Organizational Support, and Organizational Justice on Turnover Among Salespeople. Journal of Personal Selling & Sales Management 29 (Fall 2009), pp. 333-351. Richard P. Bagozzi. Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors. Journal of Marketing Research 15 (ноябрь 1978). С. 517–531; Ryan D. Zimmerman and Todd C. Darnold. The Impact of Job Performance on Employee Turnover Intentions and the Voluntary Turnover Process; A Meta-Analysis and Path Model. Personnel Review 38 (2009). С. 142; Wouter Vandenabeele. The Mediating Effect of Job Satisfaction and Organizational Commitment on Self Reported Performance: More Robust Evidence of the PSM-Performance Relationship. International Review of Administrative Sciences 75 (март 2009). С. 11.

Rapp, Adam, Raj Agnihotri, and Thomas L. Baker. Conceptualizing Salesperson Competitive Intelligence: An individual Level Perspective. Journal of Personal Selling & Sales Management 31 (весна 2011). С. 141–156. Lawrence B. Chonko, Roy D. Howell, and Danny N. Bellenger. Consequence in Sales Force Evaluation: Relation to Sales Force Perceptions of Conflict and Ambiguity. Journal of Personal Selling & Sales Management 6 (май 1986). С. 35–48.

Тот же источник.

Lawrence B. Chonko. The Relationship of Span of Control to Sales Representatives: Experienced Role Conflict and Role Ambiguity. Academy of Management Journal, 25 (июнь 1982). С. 452–456; Shelby D. Hunt and Arturo Z. Vasquez-Parraga. Organizational Consequences, Marketing Ethics, and Salesforce Supervision. Journal of Marketing Research 30 (февраль 1993). С. 78–90; Linda S. Hartenian, Farrand J. Hadaway, and Gordon J. Badovick. Antecedents and Consequences of Role Perceptions: A Path Analytic Approach. Journal of Applied Business Research 10 (весна 1994). С. 40–50.

Valentine, Sean. Ethics Training, Ethical Context, and Sales and Marketing Professionals’ Satisfaction with Supervisors and Coworkers. Journal of Personal Selling & Sales Management 29 (лето 2009). С. 227–242; Susan Powell Mantel. Choice or Perception: How Affect Influences Ethics Choices Among Salespeople. Journal of Personal Selling & Sales Management 25 (зима 2005). С. 43–55. Paul Busch. The Sales Manager’s Bases of Social Power and Influence upon the Sales Force. Journal of Marketing 44 (лето 1980). С. 91–101; Ronald E. Michaels, William L. Cron, Alan J. Dubinskv, and Erich A. Joachimsthaler, Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers. Journal of Marketing Research 25 (ноябрь 1988). С. 376–383.

Pradeep K. Tyagi. The Effects of Stressful Organizational Conditions on Salesperson Work Motivation. Journal of the Academy of Marketing Science 13 (зима – весна 1985). С. 290–309; Susan M. Keaveney and James E. Nelson. Coping with Organizational Role Stress: Intrinsic Motivational Orientation, Perceived Role Benefits and Psychological Withdrawal. Journal of the Academy of Marketing Science 21 (весна 1993). С. 113–124; C. Fred Miao and Kenneth R. Evans. The Impact of Salesperson Motivation on Role Perceptions and Job Performance: A Cognitive and Affective Perspective. Journal of Personal Selling & Sales Management 27 (зима 2007). С. 89. Rutherford, Brian, JungKun Park, and Sang-Lin. Increasing Job Performance and Descreasing Salesperson Propensity to Leave: An Examination in an Asian Sales Force. Journal of Personal Selling & Sales Management 31 (весна 2011). С. 171–184.