P-ISSN 1534-973X
E-ISSN 2329-9762
Vol. 10, Issue 2, 2000January 01, 2000 CDT
Self-monitoring and Empathy as Determinants of Sales Performance for Industrial Sales Personnel Utilizing Sales Data and Managerial Ratings
Self-monitoring and Empathy as Determinants of Sales Performance for Industrial Sales Personnel Utilizing Sales Data and Managerial Ratings
JAMES RICKS, JOHN FRAEDRICH, C. XIONG,
Articles in Vol. 10, Issue 2, 2000
Vol. 10, Issue 2, 2000
- A Comparison of Product Attributes in a Cross-Cultural/cross-National ContextDEBORAH OWENSTIMOTHY WILKINSONBRUCE KEILLOR
- Export Behavior of Small Business Firms in Developing Economies: Evidence From the Indian MarketPRADEEP TYAGI
- How Do Exporters and Non-Exporters View Their “Country of Origin” Image Abroad?BERRIN DOSOGLU-GUNER
- Leadership Behaviors of the Industrial Field Sales Force: Equivalent/differential Treatment of SubordinatesSUSAN DELVECCHIO
- Distinguishing Sales Professionals From Their Marketing Counterparts: An Empirical InquiryPATRICIA KNOWLESANUSORN SINGHAPAKDI
- Self-monitoring and Empathy as Determinants of Sales Performance for Industrial Sales Personnel Utilizing Sales Data and Managerial RatingsJAMES RICKSJOHN FRAEDRICHC. XIONG
- Significant Others: The Role of Perceived Risk, Perceived Value and Perceived Importance in the Brand Decisions of Young AdultsTAMMI FELTHAM
- Consuming in a Consumer Culture: College Students, Materialism, Status Consumption, and Compulsive BuyingJAMES ROBERTS
- The Effect of Culture and Language on Organizational Information ProcessingKENNETH HUNTTHOMAS ROGERSR. EDWARD BASHAW
- New Product Pricing Strategy and the Sales Environment: An Exploratory StudyLINDA ROCHFORDTHOMAS R. WOTRUBA
- Brand Names That Work: A Study of the Effectiveness of Different Types of Brand NamesCHIRANJEEV KOHLIRAJHEESH SURI
- Status of Replication Studies in Marketing: A Validation and ExtensionWILLIAM K. DARLEY
RICKS, J., FRAEDRICH, J., & XIONG, C. (2000). Self-monitoring and empathy as determinants of sales performance for industrial sales personnel utilizing sales data and managerial ratings. Marketing Management Journal, 10(2), 54–62. https://doi.org/10.63963/001c.150760