Managerial Summaries

June 1997
Journal of Personal Selling & Sales Management;Summer97, Vol. 17 Issue 3, Preceding p2
Academic Journal
The article presents abstracts of articles published in the Summer 1997 issue of the "Journal of Personal Selling and Sales Management," including "Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates," by Thomas E. DeCarlo, R. Kenneth Teas and James C. McElroy, "Personal Selling and Transactional/Transformational Leadership," by Bernard M. Bas, "Information Asymmetry Between Salesperson and Supervisor: Postulates from Agency and Social Exchange Theories," by Sridhar N. Ramaswami, Srini S. Srinivasan and Stephen A. Gorton, and "Sales Training and Education: An Empirical Investigation of Sales Management Training Programs for Sales Managers," by Rolph Anderson, Rajiv Mehta, and James Strong.


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