Testing competing models of sales force communication

Mark C. Johlke; Dale F. Duhan

doi:10.1109/EMR.2002.1167287

Testing competing models of sales force communication

Mark C. Johlke, Dale F. Duhan

Business Administration

Research output: Contribution to journal › Review article › peer-review

Abstract

The competing models of sales force communication are discussed. Understanding the role of managerial communication practices and their relations with employee job outcomes may be relevant for sales managers. The effective managerial communication may be one of the most powerful tools available for improving firm outcomes.

Original language	English
Pages (from-to)	86-100
Number of pages	15
Journal	IEEE Engineering Management Review
Volume	30
Issue number	4
DOIs	https://doi.org/10.1109/EMR.2002.1167287
State	Published - 2002

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abstract = "The competing models of sales force communication are discussed. Understanding the role of managerial communication practices and their relations with employee job outcomes may be relevant for sales managers. The effective managerial communication may be one of the most powerful tools available for improving firm outcomes.",

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Testing competing models of sales force communication

Abstract

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