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A path-analytic study of a model of salesperson performance

A path-analytic study of a model of salesperson performance Abstract Researchers have been giving increased attention to determinants of salesperson performance. Despite this research interest, empirical work has generally ignored interrelationships among the determinants of salesperson performance. This paper reports the results of a study that focused on predictors of salesperson performance and the relationships among these predictors. The investigation included variables previously examined in sales management research as well as variables heretofore not investigated. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of the Academy of Marketing Science Springer Journals

A path-analytic study of a model of salesperson performance

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References (94)

Publisher
Springer Journals
Copyright
1986 Academy of Marketing Science
ISSN
0092-0703
eISSN
1552-7824
DOI
10.1007/BF02722111
Publisher site
See Article on Publisher Site

Abstract

Abstract Researchers have been giving increased attention to determinants of salesperson performance. Despite this research interest, empirical work has generally ignored interrelationships among the determinants of salesperson performance. This paper reports the results of a study that focused on predictors of salesperson performance and the relationships among these predictors. The investigation included variables previously examined in sales management research as well as variables heretofore not investigated.

Journal

Journal of the Academy of Marketing ScienceSpringer Journals

Published: Mar 1, 1986

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