Marketing Management, Millenium Edition - epiheirimatikotita.gr

314 CHAPTER 16 MANAGING THE SALES FORCE8. Luis R. Gomez-Mejia, David B. Balkin, and Robert L. Cardy, Managing Human Resources(Upper Saddle River, NJ: Prentice-Hall, 1995), pp. 416–18.9. “What Salespeople Are Paid,” Sales & Marketing Management, February 1995, pp. 30–31;Christopher Power, “Smart Selling: How Companies Are Winning Over Today’s TougherCustomer,” Business Week, August 3, 1992, pp. 46–48; William Keenan Jr., ed., The Sales &Marketing Management Guide to Sales Compensation Planning: Commissions, Bonuses & Beyond(Chicago: Probus Publishing, 1994).10. George H. Lucas Jr., A. Parasuraman, Robert A. Davis, and Ben M. Enis, “An EmpiricalStudy of Sales Force Turnover,” Journal of Marketing, July 1987, pp. 34–59.11. See Charles Garfield, Peak Performers: The New Heroes of American Business (New York: AvonBooks, 1986); “What Makes a Supersalesperson?” Sales & Marketing Management, August 23,1984, p. 86; “What Makes a Top Performer?” Sales & Marketing Management, May 1989; andTimothy J. Trow, “The Secret of a Good Hire: Profiling,” Sales & Marketing Management,May 1990, pp. 44–55.12. David Mayer and Herbert M. Greenberg, “What Makes a Good Salesman?” HarvardBusiness Review, July–August 1964, pp. 119–25.13. Robert L. Lindstrom, “Training Hits the Road,” Sales & Marketing Management, June 1995,pp. 10–14.14. Sales Force Compensation (Chicago: Dartnell’s 25th Survey, 1989), p. 13.15. Michael R. W. Bommer, Brian F. O’Neil, and Beheruz N. Sethna, “A Methodology forOptimizing Selling Time of Salespersons,” Journal of Marketing Theory and Practice, Spring1994, pp. 61–75.16. See Thomas Blackshear and Richard E. Plank, “The Impact of Adaptive Selling on SalesEffectiveness Within the Pharmaceutical Industry,” Journal of Marketing Theory and Practice,Summer 1994, pp. 106–25.17. “Automation Nation,” Marketing Tools, April 1997; Scott Hample, “Made to Order,”Marketing Tools, August 1997.18. “Are Salespeople Gaining More Selling Time?” Sales & Marketing Management, July 1986,p. 29.19. John W. Verity, “Taking a Laptop on a Call,” Business Week, October 25, 1993, pp. 124–25.20. Charles Waltner, “Pall Corp. Wins Business with Info-Driven Web Site,” Net Marketing,October 1996.21. “The Second Annual SMA Customer Interaction Awards,” Sales and Marketing Automation,January 2000, www.sma.com.22. See Gilbert A. Churchill Jr., Neil M. Ford, and Orville C. Walker Jr., Sales Force Management:Planning, Implementation and Control, 4th ed. (Homewood, IL: Irwin, 1993). Also see JhinukChowdhury, “The Motivational Impact of Sales Quotas on Effort,” Journal of MarketingResearch, February 1993, pp. 28–41; Murali K. Mantrala, Prabhakant Sinha, and Andris A.Zoltners, “Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous SalesForce: A Practical Model-Based Approach,” Marketing Science 13, no. 2 (1994): 121–44;Wujin Chu, Eitan Gerstner, and James D. Hess, “Costs and Benefits of Hard-Sell,” Journal ofMarketing Research, February 1995, pp. 97–102.23. “What Motivates U.S. Salespeople?” American Salesman, February 1994, pp. 25, 30.24. “A Gift for Rewards,” Sales & Marketing Management, March 1995, pp. 35–36.25. See Philip M. Posdakoff and Scott B. MacKenzie, “Organizational Citizenship Behaviorsand Sales Unit Effectiveness,” Journal of Marketing Research, August 1994, pp. 351–63.26. For further reading, see Dorothy Cohen, Legal Issues in Marketing Decision Making(Cincinnati, OH: South-Western, 1995) and Henry R. Cheeseman, Contemporary BusinessLaw, 3rd edition (Upper Saddle River, NJ: Prentice-Hall, 2000).