Personal Selling & Sales Management Abstracts

Sohi, Ravi
January 1999
Journal of Personal Selling & Sales Management;Winter99, Vol. 19 Issue 1, p75
Academic Journal
Several abstracts of articles related to personal selling and sales management are presented including "Information Control and Influence in Emergent Buying Centers," "Social Networks and Perceptions of Intergroup Conflict: The Role of Negative Relationships and Third Parties," "The Role of Bonus Pay in Salesforce Compensation Plans," "The Earnings Gap Between Male and Female Sales Managers" and "The Relative Importance of Supplier Selection Criteria: The Case of Electronic Components Procurement in Japan."


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