The Determinants of Salesperson Performance: A Meta-Analysis

1985/05/01 by Gilbert A. Churchill, Neil M. Ford, Steven W. Hartley +1 · 1,196 citations
Business, Management and Accounting · Medicine · Psychology · #Econometrics #Economics #Job Satisfaction and Organizational Behavior #Medicine #Meta-analysis #Psychology

paper · doi:10.2307/3151357

published in Journal of Marketing Research 22(2), 103 (SAGE Publishing)

openalex publication_date 1985/05/01 · openalex created_date 2025/10/10 · openalex updated_date 2026/07/01

Abstract

The authors use meta-analysis techniques to investigate the evidence that has been gathered on the determinants of salespeople's performance. A search of the published and unpublished literature un...

Citations

• Primary, Secondary, and Meta-Analysis of Research

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