Insider/Outsider Sales Management Succession

The purpose of this study was to investigate the relationship between insider/outsider sales management succession and organizational characteristics. The information presented is based on a mail survey of 84 senior decision makers involved in the appointment of a sales manager. The results indicate...

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Bibliographic Details
Published in:The Journal of personal selling & sales management 1987-05, Vol.7 (1), p.1-8
Main Authors: Pecotich, Anthony, Crockett, J. F.
Format: Article
Language:English
Subjects:
Advantages
Corporations
Disadvantages
External
Formalization
Industrial management
Internal
Management development
Manager behavior
Personal selling
Political succession
Sales management
Sales managers
Sales personnel
Seniority
Standardization
Studies
Successors
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Summary:The purpose of this study was to investigate the relationship between insider/outsider sales management succession and organizational characteristics. The information presented is based on a mail survey of 84 senior decision makers involved in the appointment of a sales manager. The results indicated that frequency of insider succession is positively related to sales, technology, industry performance, and standardization.
ISSN:0885-3134
1557-7813
DOI:10.1080/08853134.1987.10754442