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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Dubinsky, A.J., Ingram, T.N. & Fay, C.H. An empirical examination of the assumed job tenure-vocational maturity linkage in the industrial sales force. JAMS 12, 52–62 (1984). https://doi.org/10.1007/BF02721799
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DOI: https://doi.org/10.1007/BF02721799