Measuring the performance of industrial salespersons

A Paradigm for Developing Better Measures of Marketing Constructs

Gilbert A. Churchill · Journal of Marketing Research · 1979 · 12.7K citations

Marketing Analytics, Customer Satisfaction, Improved Marketing Practice +13

Essentials of Psychological Testing

Benjamin Rosner, Lee J. Cronbach · The American Journal of Psychology · 1960 · 4.6K citations

Intellectual Development, Judge Tests, Psychopathology +14

Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research

Orville C. Walker, Gilbert A. Churchill, Neil M. Ford · Journal of Marketing Research · 1977 · 572 citations

Territory Sales Response

Adrian B. Ryans, Charles B. Weinberg · Journal of Marketing Research · 1979 · 99 citations

Marketing Analytics, Customer Satisfaction, Organizational Characteristic +20

Sources of Job Related Ambiguity and Their Consequences Upon Salespersons' Job Satisfaction and Performance

Douglas N. Behrman, William J. Bigoness, William D. Perreault · Management Science · 1981 · 99 citations

Job Analysis, Customer Satisfaction, Job Satisfaction +14