The Determinants of Salesperson Performance: A Meta-Analysis

  title={The Determinants of Salesperson Performance: A Meta-Analysis},
  author={Gilbert A. Churchill and Neil M. Ford and Steven W. Hartley and Orville C. Walker},
  journal={Journal of Marketing Research},
  pages={103 - 118}
The authors use meta-analysis techniques to investigate the evidence that has been gathered on the determinants of salespeople's performance. A search of the published and unpublished literature uncovered 116 articles (the list of which is available upon request) that yielded 1653 reported associations between performance and determinants of that performance. The results indicate the determinants can be ordered in the following way in terms of the average size of their association with… 

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