Testing competing models of sales force communication

Mark C. Johlke, Dale F. Duhan

Research output: Contribution to journalReview article

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 languageEnglish
Pages (from-to)86-100
Number of pages15
JournalIEEE Engineering Management Review
Volume30
Issue number4
DOIs
StatePublished - Dec 2002

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