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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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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container_issue 1
container_start_page 1
container_title The Journal of personal selling & sales management
container_volume 7
creator Pecotich, Anthony
Crockett, J. F.
description 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.
doi_str_mv 10.1080/08853134.1987.10754442
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identifier ISSN: 0885-3134
ispartof The Journal of personal selling & sales management, 1987-05, Vol.7 (1), p.1-8
issn 0885-3134
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language eng
recordid cdi_proquest_journals_216746954
source EBSCOhost Business Source Ultimate; Taylor & Francis Business Management & Economics Modern Archive; JSTOR Archival Journals and Primary Sources Collection
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
title Insider/Outsider Sales Management Succession
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