Factors Associated with Salespersons' Use of Influence Tactics and Their Outcomes : An Exploratory Study
The use of influence tactics by sales representatives appears to be related to a number of latent constructs and factors such as, manifest needs, role conflict and role ambiguity, and perception of sales managers' power bases. However, such relationships have not been examined by researchers. T...
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| Format: | Others |
| Language: | English |
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University of North Texas
1992
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| Online Access: | https://digital.library.unt.edu/ark:/67531/metadc277871/ |