Concepedia

Women in the business-to-business salesforce: Some differences in performance factors

Paul Dion, Debbie Easterling, Raj G. Javalgi

Industrial Marketing Management · 1997 · 34 citations · 39 references

Concepts

Social SciencesGender StudiesPerformance ManagementGenderWomen's StudiesGender And WorkGender In PerformanceGender PerformanceWorkforce ManagementBusiness-to-business ModelBusiness-to-business RelationshipsBusiness-to-business SellingFemale EmploymentWomen In Business

References

39

THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS

Murray R. Barrick, Michael K. Mount · Personnel Psychology · 1991 · 8.7K citations

Social Sciences, Psychology, Individual Differences +13

A Model of Distributor Firm and Manufacturer Firm Working Partnerships

James C. Anderson, James A. Narus · Journal of Marketing · 1990 · 5.4K citations

Business, Marketing, Marketing Management +9

A Model of Distributor Firm and Manufacturer Firm Working Partnerships

James C. Anderson, James A. Narus · Journal of Marketing · 1990 · 2.4K citations

Business, Marketing, Marketing Management +9

The Determinants of Salesperson Performance: A Meta-Analysis

Gilbert A. Churchill, Neil M. Ford, Steven W. Hartley et al. · Journal of Marketing Research · 1985 · 1.2K citations

Public Health, Marketing, Meta-analysis +8

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

Barton A. Weitz, Harish Sujan, Mita Sujan · Journal of Marketing · 1986 · 1K citations

Management, Knowledge Management, Marketing +13