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open access

The influence of sales force newcomers' met expectations on selected outcome variables: Development and testing of a model

Description: Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists concerning turnover of employees and determinants of employee performance, more empirical study specific to the sales force as a research population is needed to assess the nature of turnover and performanc… more
Date: August 2001
Creator: Rylander, David H.
open access

Stereotypes in Retail Print Advertising: The Effects of Gender and Physical Appearance on Consumer Perceptions

Description: The retail sector spends millions of dollars each year advertising to consumers. This is a considerable investment for companies seeking effective ways to inform and persuade the consumer. Consequently, retailers need to develop creative message strategies and tactics that will positively affect consumer attitudes. One particular tactic available to retailers is the use of a spokesperson in the advertisement. Salespersons are used in numerous advertisements and can provide key benefits to an ad… more
Date: December 2001
Creator: Allen, Charlotte
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