Analyzing the industrial salesforce selection process

A psychological taxonomy of trait-descriptive terms: The interpersonal domain.

1979 • 1,487 citations

Sex and physical attractiveness of raters and applicants as determinants of resumé evaluations.

1977 • 416 citations

Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors

1978 • 317 citations

Effects of applicant's sex and difficulty of job on evaluations of candidates for managerial positions.

1974 • 223 citations

Race and sex as determinants of ratings by potential employers in a simulated work-sampling task.

1974 • 206 citations

Influence of nonverbal communication and rater proximity on impressions and decisions in simulated employment interviews.

1977 • 190 citations

A Consumer Preference Approach to the Planning of Rural Primary Health-Care Facilities

1976 • 186 citations

Identifying Successful Industrial Salesmen by Personality and Personal Characteristics

1977 • 133 citations

Management of the sales force

1979 • 106 citations

Management of the sales force

1978 • 90 citations

Relative importance of three content dimensions in overall suitability ratings of job applicants' resumes.

1970 • 64 citations

Visual cues and verbal content as influences on impressions formed after simulated employment interviews.

1973 • 62 citations

Impact of test information and applicant sex on applicant evaluations in a selection simulation.

1977 • 46 citations

The Role of Applicant Nonverbal Communication in the Employment Interview

1977 • 44 citations

Checklists for Describing Job Applicants.

1970 • 27 citations

Industrial Sales Force Selection: Current Knowledge and Needed Research

2013 • 14 citations