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Robinson, John P. and Phillip R. Shaver. 1973.Measures of Social Psychological Attitudes. Ann Arbor: University of Michigan, Survey Research Center Institute for Social Research.Google ScholarRobinson, John P., Phillip R. Shaver, and Lawrence S. Wrightsman. 1991. “Criteria for Scale Selection and Evaluation.” InMeasures of Personality and Social Psychological Attitudes. Eds. J. P. Robinson, P. R. Shaver, and L. S. Wrightsman. San Diego, CA: Academic Press, 1–15.Google ScholarReferencesChurchill, Gilbert A., Jr., Neil M. Ford, and Orville C. Walker. 1993.Sales Force Management. Fourth Edition. Homewood, IL: Irwin.Google ScholarIngram, Thomas N. and Raymond W. LaForge. 1992.Sales Management: Analysis and Decision Making. Second Edition. Orlando, FL: Dryden.Google ScholarHandbook of Marketing Scales by William O. Bearden, Richard G. Netemeyer, and Mary F. Mobley (Newbury Park, CA: Sage Publications, 1993)Google ScholarMarketing Scales Handbook: A Compilation of Multi-Item Measures by Gordon C. Bruner II and Paul J. Hensel (Chicago, IL: American Marketing Association, 1992)Google ScholarThe Impact of Advertising Law on Business and Public Policy by Ross D. Petty (Westport, CT: Quorum Books, 1992)Google ScholarEffective Human Resources Management in the Sales Force René Y. Darmon (Westport, CT: Quorum Books, 1992)Google ScholarSales Force Dynamics: Motives, Management, Money, Marketplace By James B. Weitzul (Westport, CT: Quorum Books, 1993)Google ScholarDownload references