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Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research

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Adding to Contingent-Reward Behavior

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Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction

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Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation

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Conceptualizing Sex as a Status Characteristic: Applications to Leadership Training Strategies

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Supervisory Behavior, Role Stress, and the Job Satisfaction of Industrial Salespeople

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Expectancy Theory Predictions of Salesmen's Performance

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Role Clarity and the Salesman

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Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave

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An Empirical Test of Models of Salespersons’ Job Expectancy and Instrumentality Perceptions

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The Emerging Role of Women in Industrial Selling: A Decade of Change

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Perceptions of Motivational Components: Salesmen and Saleswomen Revisited

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Preference for Men as Bosses and Professionals

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Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in Selling

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The Current Status of Women in Professional Selling

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Assessing Gender Differences in Relationships Between Supervisory Behaviors and Job-Related Outcomes in the Industrial Sales Force

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Salespeople's Perceptions of Sex Differences in Sales Managers

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Impact of Sex Role Differences Upon The Frame of Reference: of Male and Female Residential Real Estate Salespeople in Their Evaluation of Career Opportunities

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