An empirical examination of the assumed job tenure-vocational maturity linkage in the industrial sales force

Alan J. Dubinsky; Thomas N. Ingram; Charles H. Fay

doi:10.1007/BF02721799

An empirical examination of the assumed job tenure-vocational maturity linkage in the industrial sales force

Alan J. Dubinsky, Thomas N. Ingram, Charles H. Fay

School of Management and Labor Studies, Human Resource Management

Research output: Contribution to journal › Article › peer-review

2 Scopus citations

Abstract

In the design of communication, motivation, and supervisory programs, conventional wisdom suggests that sales managers often assume a job tenure-vocational maturity linkage. This paper reports the results of a survey of 241 industrial salespeople that calls into question this assumption. Implications for sales administrators and academics are suggested.

Original language	English (US)
Pages (from-to)	52-62
Number of pages	11
Journal	Journal of the Academy of Marketing Science
Volume	12
Issue number	4
DOIs	https://doi.org/10.1007/BF02721799
State	Published - Sep 1984

All Science Journal Classification (ASJC) codes

Business and International Management
Economics and Econometrics
Marketing

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10.1007/BF02721799

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title = "An empirical examination of the assumed job tenure-vocational maturity linkage in the industrial sales force",

abstract = "In the design of communication, motivation, and supervisory programs, conventional wisdom suggests that sales managers often assume a job tenure-vocational maturity linkage. This paper reports the results of a survey of 241 industrial salespeople that calls into question this assumption. Implications for sales administrators and academics are suggested.",

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AB - In the design of communication, motivation, and supervisory programs, conventional wisdom suggests that sales managers often assume a job tenure-vocational maturity linkage. This paper reports the results of a survey of 241 industrial salespeople that calls into question this assumption. Implications for sales administrators and academics are suggested.

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An empirical examination of the assumed job tenure-vocational maturity linkage in the industrial sales force

Abstract

All Science Journal Classification (ASJC) codes

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